Head-Key Accounts & Projects

About Us

We help make the world a healthier place, for more than 60 years and across the world, we have imagined and developed innovative diagnostics solutions to improve patients' and consumers' health.
A family-owned company, bioMérieux has grown to become a world leader in the field of in vitro diagnostics. The entrepreneurial adventure, which began over a century ago, is driven by an unrelenting commitment to improve public health worldwide and making the world a healthier place.

bioMérieux India

We are a 100% subsidiary of bioMérieux SA, Marcy L’Etoile, France and have been in the Indian market for more than 25 years. We serve close to 5000+ customers with our diagnostic solutions in clinical microbiology, immunology, molecular biology and industrial microbiology; providing our healthcare professionals and our industry players crucial information in antimicrobial resistance, sepsis, acute care syndromic approach and food safety to protect patient and consumer health.

Joining bioMérieux, is choosing to join an innovative company with a long-term vision, committed to the service of public health and carried out with a humanistic corporate culture.

We look for candidates whose motivation is to invest in themselves, in the projects of the future, and to participate in a collective adventure led by a pioneering spirit.

Position: Head – Key Accounts & Projects, Industrial Applications
Education: Science Graduate, MBA preferred
Experience: 15+ years in driving sales with experience of handling teams
Location: New Delhi
Reporting to: Head Industrial Applications, South Asia

Primary Purpose and Overall Objective of the Job:

Within the framework of bioMérieux guidelines & strategy, the position will be responsible for overseeing strategic planning, stakeholder relationship management, and cross-functional collaboration to drive measurable outcomes for Key Accounts in IndApps and focusing on new business opportunities to drive growth.

Job Description

Key Account Management & Business Development
• Develop/implement KAM strategy for Food & Pharma, with cross-selling/upselling to boost revenue.
• Build ties with KOLs, government bodies, academia, veterinary research, and food organizations for better positioning.
• Conduct market analysis, competitive intel, and stakeholder mapping for smart decisions.
• Collaborate with sales, marketing, global KAM, and operations to execute, track metrics (revenue, deals, relationships), and report ROI.
• Drive a long term growth plan for existing key accounts and creating new opportunities for growth in both food and pharma segments
• Implement and manage the entire sales process with your account teams, by organizing and leading meetings.
• Design a sales strategy by customer account, by identifying key contacts, and by building internal synergies to achieve annual sales objectives (growth, turnover, margin)
• Initiate specific value-added actions for high-stakes accounts (conferences, trade fairs, etc.)
• Providing value beyond the product or solution by engaging our internal teams: Scientific Affairs, Medical Affairs and Marketing.
• Oversee managing the commercial relationship of customer accounts, by identifying opportunities, planning, and achieving sales objectives with an account management approach.
• Develop a detailed and precise knowledge of the market and the accounts: decision-makers and key contacts in the commercial relationship, issues, bioMérieux and competitor installed base, needs

Govt Sales / Public Business
• Pursue government projects and industrial apps in India/emerging markets (proposals, bids, partnerships)
• Mentor team on nationwide analysis, projects, and operation support for government work.
• Monitor regulations, trends, and compliance in government/industrial sectors.
• Work closely with regulatory team within bioMérieux and govt bodies to drive advocacy for our products
• Position bMx as a company of choice for driving public business opportunities.

Project Management
• Help set up and streamline local third-party manufacturing in India
• Coordinate with local external manufacturer and internal global teams basis sales forecast to ensure India requirements are met
• Ensure seamless integration and streamline processes for local operations

Skills and Qualifications:
• Expert in fostering enduring customer relationships and recognizing needs to craft customized solutions.
• Capable of designing and implementing sales strategies tailored to each account to drive growth along with spotting and applying opportunities to boost revenue through cross-selling plus product enhancement.
• Effective communicator with the ability to lead client discussions and present critical insights.
• Comprehensive knowledge of market trends and customer expectations, paired with strategic foresight.
• Understanding of public business and regulatory bodies
• Experience in driving commercial excellence and leading a team
• Ability to travel minimum of 40% of the time depending on business needs
• Strong analytical and problem-solving skills
• Self-driven and agile
• Ability to work effectively with stakeholders in a matrix organization

Scope and Resources Accountability, typical Performance Indicators:
• Scope and Resources Accountability: Revenue targets for Key accounts and new business development.
• Key Performance Indicators (KPIs): Sales growth %, sales achievements and team engagement and retention.
• Key Contacts (internal/external) and interfaces:
o Internal: Head IndApps, Field team, Sales Leaders, HR, Finance, Supply Chain, Sales and Marketing teams, Regulatory, global manufacturing and Supply chain teams.
o External: Key accounts and KOL etc. Industry bodies, govt agencies.