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Senior Account Manager (m/w/d) Location: Southern Germany and Austria
Job summary: The Senior Account Manager position will play a key role in the commercial success for a highly innovative testing solution specifically designed for the clinical hospital and reference labs. By leveraging Liquid Chromatography and Mass Spectrometry (LCMS) technology in a turnkey fully automated system, customers will benefit from best in class sensitivity and ease of use.
This person will be responsible for a defined geographic region (Central Europe) with a strategic focus: identify, qualify and secure business opportunities by cultivating and maintaining mutually beneficial business relationships with potential customers.
Main responsibilities include territory planning, targeting key opinion leaders, achieving customer commitments and engaging in the customer experience to drive long term satisfaction, loyalty and retention. The successful candidate will act as a commercial champion, coaching and supporting future sales representatives with specialized expertise on the testing solution.
The Senior Account Manager will serve as a valuable team member, strongly communicating with the Management team to execute on strategies working closely together with the commercial team and service/support team.
Drive to close deals with early adopters, engaging in their total customer experience to guarantee long term satisfaction and loyalty.
Execute territory planning and map out KOL’s
Responsible for achieving commercial targets and increasing sales by actively selling and developing tactical plans to maximize revenues.
Coach and support Sales Representatives as a commercial champion with specialized expertise.
Responsible for customer retention.
Carry out all the steps in the Sales Funnel, from generating leads to win/loss analysis.
Accurately document sales activities in CRM in a timely fashion.
Prepare sales forecast report with high accuracy.
Conduct oneself with the highest degree of professionalism at all times.
Ensure customer satisfaction in all aspects of services provided.
Share experience and best practice of product sales with colleagues. Contribute to knowledge base to allow continued improvement of work efficiency and effectiveness.
Attend sales meetings, training programs and exhibitions as required
Effectively communicate with field application scientist, field service engineer and sales representatives.
Actively initiate and participate in continuous improvement projects to enhance work quality and effectiveness.
Graduate in Biomedical Science or Business based disciplines or relevant experience master’s degree is a plus.
Proven track of sales experience in the IVD Market required. Key Account Management experience is a plus.
Demonstrated ability to effectively engage customer's senior management, and close deals over $1M in value
Demonstrated ability to handle complex decision-making scenarios
The job holder must be able to demonstrate command of essential sales techniques, particularly in complex and consultative solution selling.
Must have the ability to work independently, have effective communication skills, interpersonal and listening skills and proven ability to work in a team.
Must be willing and able to travel extensively (est. 60 - 70%)
Ideally some familiarity with commercial sales and marketing tools to capture and understand the market.
Demonstrated customer management skills.
The candidate should have a good awareness of risk in the sales decision process and be able to secure orders through effective risk management, particularly through the use of compelling financial models where appropriate.
Should have knowledge of the Clinical Laboratory environment and experience of Clinical Analyzers.
Understanding of liquid chromatography and mass spectrometry instrumentation is an advantage.
Effective oral and written communication skills with both English and German.
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