Director of Key Account Management
Greiner Bio-One Americas
Full time
Business Management
United States
Hiring from: United States
Your challenge
- In charge of the planning, implementation and execution of GBO's key account strategy, specifically account selection and the account value proposition, constantly in contact with key opinion leaders and potential customers to understand needs in market
- Prioritizes and helps segment Key Accounts to develop, implement and execute strategies to grow existing revenue and capture incremental high potential opportunities
- Drives the KAM team to develop clear Account plans and extracts a clear strategy and action planning out of the KAM plans.
- Translates the KAM Strategy to higher management and the wider organization and creates processes to effectively evaluate future action plans with GBOs Key customers.
- Accountable for the KAM Long Range Planning and alignment with GBO’s Sales Ambitions
- Acts as a coach and leader to key account managers, provides a clear process and assists in the creation and execution of account plans, and provides the appropriate environment and resources for their jobs
- Responsible for building long-lasting relationships with key customers, based on in-depth understanding of the industry; constantly in contact with key opinion leaders and potential customers to understand needs
- Actively participate major distributor negotiations and supports distribution managers in strategically advancing distributor accounts, e.g., by participating in crucial negotiations
- Ensuring the team to be compliant on client and quality complaints. Creating a clear structure and procedure where an open-minded, honest and communicative approach can be used. Jointly set revenue goals and growth targets for each key account in collaboration with KAMs aligned with overall US-based revenue targets and Field Sales Team
- Support solid relationships with key clients that bring in the most income for the company.
- Ensure the team operates as the main point of contact between key clients and internal teams.
- Ensure the team supervises the account teams assigned to each key client.
- Communicate and collaborate with the advertising, design, marketing, sales, and logistics departments to ensure that key clients’ needs are met.
- Compile reports on account progress, goals, and forecasts for account teams and stakeholders and ensuring compliance by the team to keep detailed records within company CRM system
- Develop a clear process for a thorough understanding of key clients' needs and requirements and preparing customized solutions.
- Negotiate contracts with key clients and meet established deadlines for the fulfillment of each client's long-term goals.
- Directly leads and manages a team of Key Account Managers including 1 Biotech / BioPharma, 1 Quest Diagnostics, 1 GPO / PA Distribution, 1 BS Distribution, 1 Reference Labs / Other, 1 OEM, and shared responsibility for 1 IKAM Pharma/BioTech, and other team members as the team grows.
- Directly manages revenue in excess of $100 MM
- Leadership and mentoring of KAM team
- Sets targets per key account and follows up on target achievement together with respective KAM + Field Sales Team
- Drives and enforces cross functional collaboration to ensure customer centricity
- Directly communicates with IKAM lead to make use of best practices and roll out of tools
- Involvement in negotiations with high priority customers as needed
- Recruit, hire, train and terminate employees
- 4-year degree in Science, Business or Management, with preference given to individuals with a Master’s Level or higher advanced degree
- Minimum 5 years managing a regional or national sales team
- 5 years sales experience selling into the BioScience and / or Clinical Laboratory markets
- 5 years of professional experience in Key Accounts sales
- Ability to create, lead and manage KAM team
- Ensure the team identifies new opportunities and prioritize the strategic approach
- Develop and sustain solid relationships with key clients that bring in the most income for the company
- Supervise the KAM team and all KAM clients
- Communicate and collaborate with the advertising, design, marketing, sales, and logistics departments to ensure that all Key Account clients’ needs are met
- Compile reports on team progress, goals, and forecasts for Key Accounts and stakeholders
- Develop a thorough understanding of Key Account Customers’ needs and requirements and prepare customized solutions
- Negotiate contracts with key clients and meet established deadlines for the fulfillment of each client's long-term goals
- Open-minded and customer-oriented mindset
- Strong communication, negotiation skills to work with senior customers on eye level
- Strong leadership and interpersonal abilities
- Experience and network within MedTech and LifeSciences industry is a plus
- Ability to travel 70% or more via automobile and/or airplane
- Regularly required to stand, sit, reach, bend and move about a facility.
- Some light physical effort required.
- Ability to physically travel to customer sites with various schedules and possibly different time zones
- Possess and maintain a valid driver’s license with no suspensions or major infractions over the previous five years. An annual MVR will be required on all company authorized drivers.
- Possess and provide documentation that personal motor vehicle insurance coverage is maintained at company specified limits.
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