Senior Account Manager

Senior Operational Leadership Trainee

Job Overview: <ul><li>The Americas Sales/Account Manager (SAM) is responsible for promoting the IVD Business Unit products and services.&nbsp;</li><li>This position is responsible for developing and executing an account target plan which delivers profitable growth, by leveraging the full range of IVD Services, Products and Core Competencies.&nbsp;&nbsp;</li><li>The Sales/Account Manager serves as the primary interface with customers while collaborating with internal teams to achieve customer satisfaction and the goals of the business unit.</li><li>The SAM drives the growth objectives in our key segments of microfluidic consumables including IVD Point of Care / Point of Need, Cell Analysis, NGS and other key Life Science Applications (e.g. Cell Therapies) while identifying new areas of opportunity.&nbsp;</li><li>Partnering with marketing to identify and target customer organizations to develop new sales leads and opportunities.&nbsp;&nbsp;</li><li>Aligning with NPD Engineering to generate winning value proposition proposals to grow the business and meet or exceed FY targets.</li><li>This position has principal sales responsibilities in the Americas, helping the EMEA team, if necessary, on UK and Ireland Markets.&nbsp;</li><li>Reports to the Global Director of NPD Commercial.</li></ul> Responsibilities: <ul><li>Function as a principal point of contact and support to customers for product development and manufacturing fulfillment activities from the discovery phase into manufacturing and support a successful ongoing relationship with our customer through proactive account management.</li><li>Develop proposals and quotations structured to satisfy the organization’s revenue and profit objectives by collaborating with Engineering, Operations, Project Management, Quality and Finance. Manage assigned customer accounts for new projects and follow up ongoing projects activities.</li><li>Maintain or increase customer satisfaction by delivering extraordinary customer experience including collaborating with Department Heads to monitor and improve the overall customer experience.</li><li>Promote sales actions to keep and win new business, finding opportunities to cross-sell capabilities, e.g., Clinical Regulatory services. Participate in industry trade exhibitions and visit customer sites as necessary. Contribute to and align with Marketing programs.</li><li>Contribute to forecast accuracy and budget preparation.</li><li>Document activities and opportunities via Salesforce to maintain a current and accurate depiction of the sales funnel.</li><li>Maintain a high level of awareness about IVD/Microfluidic trends and competitive activity.</li></ul> Accountable: <ul><li>FY sales revenues / margins supporting growth targets and supporting OPS, Technical teams</li><li>Prospecting of new accounts and new Opportunities in existing accounts and region, promoting cross-selling activities</li><li>Quoting process – Scoring OPS Opportunities, moving proposals to a winning outcome</li><li>Preparation of new proposals and those requiring modification with Commercial NPD, TTM &amp; Op’s Team engagement</li><li>Input and management of Forecast</li><li>Managing issues that may arise from time to time with accounts pertaining to Quality, Delivery or other customer satisfaction situations.</li></ul> Consulted: <ul><li>Refine IVD ‘Go to Market’ strategy with Commercial Team</li><li>IVD Industry Segmentation and priorities with Commercial Team</li><li>Lead Generation process with MKT e.g. Digital and fairs</li><li>Liaise with MKT and Commercial Team to define marketing channels and content.</li></ul> Informed: <ul><li>Global Sales strategy (By Global Commercial Head)</li><li>NPD/OPS Program evolution vs commercial expectations of the customer (bi-weekly basics by PMs and/or customer iterations)</li><li>Capacity / Bandwidth / Execution of the programs (by PMO and Global Operations)</li><li>Marketing KPI (by MKT Head)</li></ul> Requirements: <ul><li>Bachelors Degree required</li><li>10 years of experience in the bioscience field</li><li>5 years of experience in consumable manufacturing for life sciences</li><li class="ql-align-justify">3 years of experience working with contract development services</li></ul>

Overview:Reporting to the General Manager, this position is a 12-month program committed to setting up future Operational Leaders (General Manager, Director, etc.) for success. The Senior Operational Leadership Trainee will complete a comprehensive training program.Upon successful completion of the 12- month training program, the Senior Operational Leadership Trainee will be prepared to be promoted into an open Leadership role.Ability to relocate is a requirement of this role.Responsibilities:Meaningfully takes part in the Senior Operational Leadership Trainee program, including travel to other units for intensive training in operations areas including Kitchen, Pick and Pack, Equipment, Storeroom, Transportation, Wash and Pack, and Human Resources. Engage in continuing development in management and Reston-based Regional learning activities.Successfully pass knowledge and competency assessments.Supports Unit operational initiatives as needed.May be directed to assist in meeting business objectives and goals related to food costs, labor costs, sanitation, quality assurance, market track goals, airline goals and objectives as well as other specific goals set.Ensures company and regional Standard Operations Procedures (SOPs) and programs are efficiently executed.Liaises with support functions such as Human Resources, Legal, Customer Service, etc. to evaluate and reduce potential risks at the unit level.Provides operating unit technical support in the areas of quality, food safety, occupational safety and health, chemical safety, waste management, waste water and storm water pollution prevention, air quality and environmental annual reporting.Maintains a fully engaged and high performing team that aligns with company values and goals.Supports customer audits and government audits to ensure compliance.Manages the operation staff on a day-to-day basis, driving to exceed set targets.Requirements:Education:Bachelor’s degree in business administration or related field required.Work Experience:5+ years of progressive management experience in a manufacturing environment.Labor relations experience required.Strong track record of innovation and making changes to the operation to further improve the work environment and unit performance.Proven experience successfully managing a team of supervisors and managers.Must be willing to relocate regionally.Technical Skills: (Certification, Licenses and Registration).Able to obtain an AOA badge and customs seal.Completes all company required training including, but not limited to, ServSafe Sanitation Manager Certification.Job Skills:Must have strong and effective leadership skills.Strong Customer Service Focus.Strong Team development and Management skills.Language / Communication Skills:Interpersonal skills and the ability to interact effectively with multiple departments and customers.Excellent written and oral communication skills.

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Senior Account Manager

Senior Operational Leadership Trainee

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Senior Account Manager

Senior Operational Leadership Trainee

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