Key Account Manager – Boston
About Pion
Pion is a scientifically driven instrumentation company with a long-standing legacy in pharmaceutical and biotech innovation. While the company has been established for many years and is trusted by leading organizations worldwide, Pion is currently in a period of meaningful transformation.
Significant product enhancements, portfolio investments and operational focus are positioning the company for its next phase of growth. These advancements are expanding Pion’s relevance across modern drug development workflows and creating new opportunities with both existing and emerging customers.
This is a particularly exciting time to join Pion. The right individual will thrive in an environment where contributions are highly visible and directly influence the company’s strategic growth objectives. Success requires not only strong customer engagement, but also operational excellence, discipline and rigor in execution.
The Key Account Manager (KAM) is responsible for managing and expanding Pion’s most strategic customer relationships within the Boston market. This role is central to the company’s growth strategy and carries meaningful ownership over revenue performance, account expansion and long-term customer value.
The KAM operates with a high degree of autonomy and accountability, working in a performance-driven environment where accurate forecasting, structured account planning, and disciplined execution are essential. This is not a transactional sales role - it requires strategic thinking, scientific credibility and operational rigor.
Essential Functions
Strategic Account Management
- Own and execute comprehensive account plans aligned to company growth targets
- Build deep, multi-level relationships across R&D, Analytical, CMC and Procurement
- Understand customer workflows, strategic priorities, and long-term pipelines
- Position Pion as a long-term partner through value-based, consultative engagement
- Identify expansion opportunities tied to new applications, enhanced products and evolving customer needs
Sales Execution & Growth
- Deliver against defined revenue and growth objectives for assigned territory
- Manage complex sales cycles involving capital equipment, consumables and services
- Maintain disciplined pipeline management, opportunity qualification and forecasting
- Ensure CRM accuracy and timely updates to support operational planning and leadership visibility
- Set and manage customer expectations around manufacturing schedules, lead times and delivery constraints
Operational Excellence & Rigor
- Operate with a high level of structure, accountability and follow-through
- Partner closely with Operations, Manufacturing, Applications, and Service to drive predictable outcomes
- Proactively identify risks and constraints, escalating appropriately and early
- Contribute to continuous improvement of sales processes, tools, and cadence
Customer Advocacy & Internal Collaboration
- Serve as the primary commercial owner for assigned territory accounts
- Coordinate internal resources to ensure successful installations, adoption and ongoing value realization
- Act as the voice of the customer, providing actionable feedback to Product and
Leadership teams
- Navigate escalations and competitive pressures with professionalism and clarity
Market & Competitive Insight
- Maintain strong awareness of regional market dynamics, competitors and emerging technologies
- Represent Pion customer meetings, scientific forums and industry events
- Identify high-growth opportunities within pharma, biotech, CDMOs and academic institutions in the Boston ecosystem
Competencies
The Key Account Manager (KAM) is responsible for managing and expanding Pion’s most strategic customer relationships within the Boston market. This role is central to the company’s growth strategy and carries meaningful ownership over revenue performance, account expansion and long-term customer value.
The KAM operates with a high degree of autonomy and accountability, working in a performance-driven environment where accurate forecasting, structured account planning, and disciplined execution are essential. This is not a transactional sales role - it requires strategic thinking, scientific credibility and operational rigor.
Required
- Advanced degree in Chemistry, Pharmaceutical Sciences, Engineering or a related scientific discipline preferred
- 5+ years of experience in life sciences sales
- Demonstrated success managing complex, high-value strategic accounts
- Strong understanding of drug development workflows
- Ability to operate effectively in a performance-driven, growth-oriented environment
- Strong organizational skills with a track record of operational discipline and execution
- Willingness to travel regionally and occasionally nationally
Preferred
- Experience selling analytical instrumentation or pharmaceutical enabling technologies
- Familiarity with capital equipment sales cycles
- MBA or advanced scientific degree
- Experience working cross-functionally within a global organization
What Success Looks Like
- Measurable contribution to Pion’s strategic growth targets
- Strong penetration and expansion within assigned key accounts
- Accurate forecasting and disciplined account management
- High customer trust and long-term partnership development
- Consistent demonstration of operational excellence and accountability
Why Join Pion
- Be part of a respected scientific company entering an exciting new growth phase
- Work with enhanced technologies that are expanding Pion’s impact in drug development
- Operate in a role where individual performance directly influences company success
- Collaborate with a knowledgeable, committed team focused on execution and results
- Competitive compensation, incentive plan and benefits
Key Account Manager – Boston
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