Job Description

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 119 years, has helped innovators mine, assess and apply that information to keep enterprises thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

CAS is currently seeking an Account Manager/Business Development Manager on our Sales team. This position is located at our headquarters in Columbus, Ohio.

Position Summary

This hybrid role combines account management, business development, and consultative solution selling to drive revenue growth and customer success across CAS’s portfolio, including Custom Services, IP Services, SciFinder, and STN.

The role is accountable for the profitable growth of existing accounts and acquisition of new business within an assigned North American territory. The successful candidate will leverage a strong understanding of chemistry-related domains and CAS capabilities to develop tailored, high-value solutions that address complex client needs.

This individual will serve as a trusted advisor to clients—engaging stakeholders including R&D, Law Firm Partners, Technology and AI Project Leads, Global Heads of IP and C-suite executives while collaborating internally to design and deliver differentiated, customer-centric solutions.

Key Responsibilities

Account Management & Customer Growth

• Build and maintain deep, multi-level relationships across customer organizations, including senior executives and day-to-day stakeholders
• Cultivate and leverage relationships with decision makers, C-Suite executives to facilitate the management and growth of a portfolio of assigned accounts by driving retention, cross-sell, upsell, and expansion opportunities
• Deliver exceptional customer experiences through regular engagement, proactive support, and strategic guidance
• Monitor customer health, usage, and pipeline to identify risks and growth opportunities
• Develop and communicate customer success stories and value realization outcomes

Business Development & Pipeline Generation

• Develop and execute a territory sales strategy to generate short- and long-term revenue growth.
• Proactively prospect into target accounts via networking, outreach, and collaboration with internal sales teams
• Identify, qualify, and advance opportunities into a robust, high-quality sales pipeline
• Lead and develop agreements, evaluation RFPs, prepare RFP responses, written proposals, price to win strategies, and contract negotiations
• Attend and represent CAS at industry events, trade shows, and networking forums

Solution Selling & Client Engagement

• Conduct thorough needs assessments to uncover client challenges and align them with CAS offerings
• Lead the efforts between the client and CAS IP Services Team and CAS Custom Services Solution and Execution teams to conceptualize, design, and deliver customized solutions that are achievable and profitable
• Partner with internal subject matter experts and delivery teams to design and execute customized engagements
• Present CAS value propositions effectively to diverse audiences, including technical experts, researchers, and executives
• Deliver product demonstrations, presentations, and onboarding sessions

Collaboration & Market Intelligence

• Collaborate with marketing and product teams to promote CAS capabilities and refine go-to-market strategies
• Contribute to business cases and solution narratives that differentiate CAS offerings
• Maintain accurate records of customer interactions, pipeline activity, and forecasts using CRM systems

Operational Excellence

• Follow structured sales processes to ensure consistent pipeline progression and forecasting accuracy
• Maintain disciplined pre-call planning and territory management
• Ensure timely and effective communication with customers, prospects, and internal stakeholders
• Lead or support cross-functional project teams where required

Qualifications

• Bachelor’s degree in Chemistry, Life Sciences, or related discipline (advanced degree preferred)
• Demonstrated experience in B2B sales, account management, or business development, preferably in scientific, technical, or information services industries
• Strong consultative selling skills with experience delivering complex, solution-based offerings
• Ability to engage and influence stakeholders at all levels, including C-suite executives
• Proven track record of meeting or exceeding revenue targets
• Excellent communication, presentation, and relationship-building skills
• Experience using CRM tools and managing sales pipelines
• Willingness to travel for client meetings and industry events

CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Disabled/Veteran.