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Key Account Manager
3 months ago
En DuPont, trabajamos en cosas que importan, ya sea en proporcionar agua limpia a más de mil millones de personas en el planeta, producir materiales esenciales en los dispositivos tecnológicos cotidianos (desde smartphones hasta vehículos eléctricos) o proteger a los trabajadores de todo el mundo.
Si deseas ser parte de una empresa multindustrial líder que ofrece soluciones sostenibles que aportan un valor y una finalidad reales, una empresa con espíritu de colaboración en la que se valora la diversidad de pensamiento y donde existe la creencia de que se trabaja mejor cuando se trabaja en equipo, DuPont es tu empresa.
¿POR QUÉ TRABAJAR EN DUPONT?
Nuestro objetivo es empoderar al mundo con innovaciones esenciales para crecer. Trabajamos en cosas que importan.
Tendrás la oportunidad de trazar tu camino, ponerte retos y adquirir nuevas capacidades para desarrollar una carrera profesional gratificante y enriquecedora.
Recompensamos a los empleados con una remuneración competitiva e incentivos para reconocer sus habilidades, competencias y contribuciones a los resultados del negocio.
Vive la experiencia de un entorno colaborativo en el que se celebra el trabajo en equipo con una flexibilidad que mejora el equilibrio y una atmósfera inclusiva que acoge a todos.
Conoce nuestra finalidad y hazla tuya mediante la aportación de innovaciones al mercado para mejorar el mundo, comparte un compromiso con la sostenibilidad para mejorar nuestro planeta y retribuye a las comunidades en las que trabajamos y vivimos.
Role Description:
The Key Account Manager (KAM)/New Business Development - Bioprocessing is responsible for promoting and selling ion exchange resins and reverse phase chromatographic resins directly to end-users and distributors in the United States and Canada.
This role will work with existing customers to understand their business needs and proactively hunt to identify new leads and customers.
The KAM will act as a key resource, providing expert knowledge and guidance to members of the customer's organization for ion exchange resins and reverse phase chromatographic resins.
The KAM should be proactive in establishing and strengthening relationships with customers to reinforce the value that the company provides to the market.
By establishing long-term relationships, the KAM will be viewed as a trusted partner for the customer's organization.Key Responsibilities:
Develop and lead the execution of strategic account plans for key customers, including setting quarterly and yearly sales targets.
Facilitate relationships across the customer's organization from purchasing to manufacturing and R&D to gain a deep understanding of their business needs.
Negotiate contracts, price changes, sales deals, and other programs to drive sales growth, profitability improvements, and innovation launches.Coordinate with the internal cross-functional team including customer service, technical service, supply chain, marketing, R&D, etc. to accomplish objectives.
Maintain all key account information in the designated customer relationship management system (CRM). Achieve quarterly and yearly business plans.
Key Competencies:
Sales Skills – Strong demonstrated competency in strategic account management.
Strong knowledge and application of the sales process from lead identification, account targeting, needs assessment, value proposition, sampling, testing, trials, financial analysis, negotiation, and business close.
Uses tools such as the CRM system, forecasting, sales reporting, etc. to manage the customer interface and account team.Works closely with marketing to gather / share VOC and provide feedback & guidance on the development of value propositions and programs.
Strong knowledge of agreements and contracts. Ability to influence and negotiate effectively with individuals. Comfortable with inserting productive tension while maintaining a strong relationship.
Customer Relationships – Can develop and maintain strong relationships with end-user personnel, distributors, internal staff, business partners, and key industry influencers.
Business Acumen – Able to quickly understand the organization's business model, the competitive position within the pharmaceutical industry, and financial goals.
Able to develop an excellent knowledge of the company's ion exchange resin-based API's and Excipients, as well as the external value chain, customers, and market dynamics, internal structure, systems, functions, and business processes.
Understands how pharmaceutical products and services are developed, sold and delivered to customers.Can track the changing needs and expectations of external customers; identifies links between internal demands and external needs; works to understand business priorities to achieve greater success.
Uses business terminology when communicating with others.
Communication & Collaboration - Demonstrated ability to effectively communicate (both oral and written) at all levels with external and internal stakeholders.
Analysis & Judgment - Strong computer skills including proficiency in MS Office, CRM systems and data analytics. Ability to turn transactional sales and point-of-sales data into actionable insights. Ability to recognize issues or opportunities, gather information, generate alternatives, involve others, choose appropriate path, and commit to action. Possesses keen judgment to get to the heart of the matter.
Managing for Productivity – Strong planning & organization capabilities. Ability to multi-task and form actionable plans given objectives. Clearly self-motivated to be effective with limited direct supervision. Capable of competing in a dynamic market that has significant competitive pressures. Highly motivated and capable of getting results by delivering on commitments, including closing new business and maintaining existing business.
Requirements:
3 years of sales or other customer facing experience in bioprocessing, pharmaceuticals or other related field.
Bachelor's degree (or higher) in business, marketing, or a technical field such as chemistry or biology
Skills in negotiation, bias for action, persuasive and influential, interpersonal effectiveness, adaptive for change, and crisis management
Previous experience working with a cross-functional team
Up to 50% travel may be required (can be home office-based)
Preferences:
Previous Sales experience
Technical knowledge of ion exchange resins and reverse phase chromatographic resins
Experience working directly with end-users and distributors
DuPont ofrece igualdad de oportunidades.
Se tendrá en consideración a los solicitantes cualificados sin importar la raza, el color de piel, la religión, la religión, el sexo, la orientación sexual, la identidad de género, el estado civil, la nacionalidad, la edad, la condición de veterano, la discapacidad o cualquier otro colectivo protegido.
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