Descripción de la oferta
The Industry Key Account Manager is responsible for managing and expanding key accounts within the industry segment, covering IVD and Life Science products. This position combines business development and key account management responsibilities, with a strong focus on building and expanding the Industry segment as a strategic growth pillar for the company.
The ideal candidate will be skilled in understanding the diverse needs of these industries and building long term partnerships.
Define and execute a go-to-market strategy for the Industry segment in alignment with the Sales Director.
• Identify and develop new business opportunities within the industrial segment, building a robust and sustainable pipeline.
• Drive expansion into new sectors, establishing the company as a key partner in Industry markets
• Build relationships with key decision-makers and influencers across target industries.
• Manage and grow a portfolio of key industry accounts, including pharmaceutical, biotechnology, food, and veterinary organizations.
• Create and implement strategic account plans to exceed sales goals, with a focus on long-term, sustainable partnerships.
• Serve as the main point of contact for corporate clients, providing expert guidance and ensuring client satisfaction with IVD and Life Science solutions.
• Conduct regular business reviews with clients to assess performance, identify new growth opportunities, and reinforce the value provided by our products and services.
• Manage commercial opportunities leveraging Value Selling methodology and, in complex negotiations, Strategic Selling methodologies.
• Define structured sales projects and action plans, coordinating cross-functional teams (Sales, Marketing, Service, Finance, etc.) Lead the negotiation of pricing, terms, and service agreements to maximize profitability while ensuring customer satisfaction.
• SAMs, Sales Application Specialist, Marketing, and Technical Support) to deliver customized solutions for industry clients.
• Coordinate with Area Managers to ensure alignment between regional priorities and Industry segment development.
• Ensure a smooth transition from sales to post-sales support by coordinating with internal teams and addressing any customer concerns or follow-up needs.
• Develop a deep understanding of the IVD and Life Science portfolios, offering technical solutions tailored to industry-specific challenges.
• Ensure understanding and compliance with relevant regulatory and quality standards (e.g., Monitor and drive performance through defined KPIs, including revenue growth, pipeline generation, new business development, and account penetration.
• Networking/Key relationships
• Sales, Service, Marketing, Finance, QA/RA, Tender & Offer, Contracts departments, Legal & Compliance.
• Customers, Key Opinion Leaders, IVD, Biopharma, and Biotech Associations.
Bachelor´s Degree in Life Sciences, Pharmacy, Biotechnology, Business, or related field. Advance degrees (MBA, MSc) are advantageous.
• At least 5 years of sales experience in key account management within IVD, Life Science or related industries, with a proven focus on biopharma, biotech or food sectors.
- Strong sales track record, especially in managing accounts outside of traditional healthcare
- SAP (Business Transactions)
CRM tool
English B1/B2 level
Office 365
Salesforce
Excellent communication, negotiation, and relationship management skills
• Ability to manage commercial tools such as CRM and complex sales management methodologies • Skills in the use of Value Selling and Strategic Selling methodologies
• Excellent organizational and project management skills
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