Key Accounts Manager
4 weeks ago
For over 50 years, SCIEX has been developing groundbreaking technologies and solutions in mass spectrometry and capillary electrophoresis. Our products enable our customers to quickly respond to environmental hazards, better understand biomarkers relevant to disease, improve patient care in the clinic, bring relevant drugs to market faster and keep food healthier and safer. At SCIEX, you'll find a rewarding role that amplifies your impact on the world and helps you realize life's potential.
SCIEX is one of 10 Life Sciences companies of Danaher. Together, we accelerate the discovery, development and delivery of solutions that safeguard and improve human health.
This candidate will possess a strong technical and financial understanding of large applied markets CRO and pharma / Biopharma accounts, will have outstanding interpersonal and communication skills, and will be adept at managing cross-functions to ensure that clients receive best-in-class support throughout their product portfolio activities.
The role will be measured by overall opportunity visibility, annual growth in revenue and Market share at named key accounts.
Responsibilities & Duties:
Customer Management:
- Develop, Refresh and Execute an annual key account strategy for SCIEX
- In partnership with the EMEAI / Americas Sr. Directors sales develop key accounts pricing strategy, contract negotiation and coordination.
- Map of Key Accounts for KOL's, Functional Groups, Networks, Purchasing, Sr. Management and establish communication and follow up programs
- Develop strong relationships with leaders across multiple functions of the Key Account at both the regional and global level
- Execute growth strategies for the selected key accounts to drive improved share of wallet and revenue growth.
Sales Process:
- The KAM is accountable for opportunity funnel management, forecasting and meeting key performance and financial targets at selected key accounts.
- Provide support as needed to local sales teams on individual sales opportunities
- Provide regular technology updates and strategic short, mid and long term objective alignment between SCIEX and Key Accounts. Own and Drive new product introduction at Key accounts
- Develop Strategic technical, application and commercial collaborations with Key accounts
- Own and drive regular strategic pricing reviews, including the execution of price adjustments
Cross-Functional Leadership:
- Engage and advocate through the organization on behalf of the customer as required to meet and exceed customer expectations
- Shepherd contracts, complex projects and customer-specific product development initiatives through various internal departments including Legal, Finance, R&D, Strategic Marketing, Sales, Service and Customer Support
- Collaborate with other functional and business leaders to ensure adequate Voice of the Customer penetrates strategic planning at the global, regional, product and business unit levels
Qualifications:
- Minimum of 9 years' overall experience in the Life Science Large Capital Equipment and or Services sales.
- Experience in and understanding of mass spectrometry and mass spec workflows is a requirement.
- Understanding of the utility of Capillary Electrophoresis (CE) technology in large molecule characterization is a plus
- Understanding of the mass spectrometry market is a plus
- Experienced in large account strategic selling process.
- Demonstrated skills in negotiating complex regional and or global contracts (MSAs)
When you join us, you'll also be joining Danaher's global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.
Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.
The EEO posters are available here.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at to request accommodation.
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