Senior Account Manager

For more than 80 years, our client’s engineers and product specialists have partnered with customers to produce highly engineered connectivity and sensing solutions that make a connected world possible. Their focus on reliability, durability, and sustainability exemplifies their commitment to progress. The unmatched range of their product portfolio enables companies, large and small, to turn ideas into technology that can transform how the world works and lives tomorrow.

Role Description:

• The Americas Sales/Account Manager (SAM) is responsible for promoting the IVD Business Unit products and services. 
• 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.  
• 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.
• 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. 
• Partnering with marketing to identify and target customer organizations to develop new sales leads and opportunities.  
• Aligning with NPD Engineering to generate winning value proposition proposals to grow the business and meet or exceed FY targets.
• This position has principal sales responsibilities in the Americas, helping the EMEA team, if necessary, on UK and Ireland Markets. 
• Reports to the Global Director of NPD Commercial.

Responsibilities:

• 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.
• 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.
• Maintain or increase customer satisfaction by delivering extraordinary customer experience including collaborating with Department Heads to monitor and improve the overall customer experience.
• 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.
• Contribute to forecast accuracy and budget preparation.
• Document activities and opportunities via Salesforce to maintain a current and accurate depiction of the sales funnel.
• Maintain a high level of awareness about IVD/Microfluidic trends and competitive activity.

Accountable:

• FY sales revenues / margins supporting growth targets and supporting OPS, Technical teams
• Prospecting of new accounts and new Opportunities in existing accounts and region, promoting cross-selling activities
• Quoting process – Scoring OPS Opportunities, moving proposals to a winning outcome
• Preparation of new proposals and those requiring modification with Commercial NPD, TTM & Op’s Team engagement
• Input and management of Forecast
• Managing issues that may arise from time to time with accounts pertaining to Quality, Delivery or other customer satisfaction situations.

Consulted:

• Refine IVD ‘Go to Market’ strategy with Commercial Team
• IVD Industry Segmentation and priorities with Commercial Team
• Lead Generation process with MKT e.g. Digital and fairs
• Liaise with MKT and Commercial Team to define marketing channels and content.

Informed:

• Global Sales strategy (By Global Commercial Head)
• NPD/OPS Program evolution vs commercial expectations of the customer (bi-weekly basics by PMs and/or customer iterations)
• Capacity / Bandwidth / Execution of the programs (by PMO and Global Operations)
• Marketing KPI (by MKT Head)

Requirements:

• Bachelor's Degree required
• 10 years of experience in the bioscience field
• 5 years of experience in consumable manufacturing for life sciences
• 3 years of experience working with contract development services