Key Account Manager

A family-owned company, bioMérieux has grown to become a world leader in the field of in vitro diagnostics. For more than 60 years and across the world, we have imagined and developed innovative diagnostics solutions to improve public health. Today, our teams are spread across 45 countries and serve 160 countries with the support of a large distribution network.
Come and join a family-owned global company with a long-term vision, and a human-centered culture.

1    Primary Purpose and Overall Objective of the Job:
The Key Account Manager will establish and develop long term relationships with Key Contacts at designated accounts (Lab Chains, CRO’s) in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

2    Main Accountabilities:

• Establish, strong relationships with key stakeholders at assigned customer accounts.
• Assess, clarify, validate and quantify the customer’s existing and unmet needs on an ongoing basis.
• Develop a Local Account Plan with a two-to-three-year ambition for revenues and profitability in coordination with the local commercial organizations and customer when necessary.
• Create a local / regional yearly Tactical Action Plan per account, to support budget achievement.
• Review and agree the key projects and priorities to work on with the customer, identify and lead the resources, and KPI needed to meet the mutually accepted objectives.
• Proactively lead the execution of the plan with customer inputs where appropriate.
• Build the annual budget in conjunction with the local teams and monitor achievement.
• Lead service development efforts, generate initiatives and implement processes that best address our key customer needs, through coordinating the involvement of all necessary internal resources.
• Negotiate and implement either a Master Supply Agreement or terms and conditions, including pricing, for the assigned customer accounts as required.
• Ensure that any globally agreed pricing is fully implemented at customer account level. Where specified pricing is not in place, then authorization for any further pricing must be obtained from the global SAM team (even if for a local or regional key account)
• Ensure the compliance of business activities to the most stringent requirements of legal and ethical standards and the current company policy.
• Ensure customer knowledge that is available and shared by maintaining customer records in accordance with company guidelines and tools.
• Organize and lead regular internal and customer facing business reviews to monitor the performance and identify and implement corrective actions as needed.
• Initiate and/or participate to relevant conferences, trade shows and symposia, trade shows.
   

3    Typical Studies-Experience, Skills and Qualifications:
3.1    Studies-Experience

• Bachelor of Science Degree and double competence in business (Management, Sales, Marketing) appreciated.
• Commercial IVD experience, business to business and/or corporate account sales experience or management, excellent business acumen with excellent sales analysis and number skills.
• Minimum 5 years of experience in sales and management environment preferably Life Science environment

3.2    Skills and Qualifications

• Management skills : proficient at coaching the sales teams according to the principle of Effective Sales planning & Sales Platform, ability to conduct motivational SBO meetings. 
• Good understanding of the company strategy and national management, good IMS understanding & use. Thorough knowledge of the product lines, market trends & competitors is required. 
• Ability to collect, analyze markets & customers trends, forecast trends and define the adaptive local strategies when necessary. Mastery in the selling process and sales tools (CRM Tool, COGNOS, IMS).
   

bioMérieux welcomes applications from all individuals, regardless of race, national origin, gender, age, physical characteristics, social origin, disability, union membership, religion, family status, pregnancy, sexual orientation, gender identity, gender expression or any unlawful criterion under applicable law. We are committed to treating all applicants fairly and avoiding discrimination.