Key Account Manager for a Global IVD Company Help define the future of diagnostic healthcare in Australia.
About Our Client The company serves a broad range of industries, including clinical diagnostics, biotechnology, pharmaceuticals, and life sciences.
Job Description Achieve sales targets for Hardware and Consumables by identifying new opportunities to increase market share and generate revenue within allocated accounts, which consist of retaining existing business, expanding through existing customers, and competing for new business opportunities. Articulate strategy and deliver comprehensive plans to convert current and competitive accounts. Manage complex accounts through expertise in critical technical knowledge. Promote all company product portfolios through personal contact with medical practitioners, medical scientists, procurement teams, laboratory personnel, administrators, and senior executives. Liaise externally with and assist our customers to achieve a superior level of customer service. Attend to customer concerns in a timely and professional manner. This may involve state, interstate, and international travel. Liaise internally with Commercial, Service, Regulatory and CAS Teams to ensure optimal account management and increase customer satisfaction. Assess customer requirements and opportunities through team collaboration and on-site visits, devise Account Plans using the Value Selling Method and advise on the most appropriate products and financial solutions to fulfil requirements. Maintain customer database (Salesforce.com) and prepare reports as required on a regular basis and in a timely manner to facilitate the company's reporting requirements. Maintain and increase Funnel in terms of size, shape, and velocity through Salesforce.com. This should form the basis of the territory's forecast. Provide feedback to develop sales budgets and suggest appropriate strategies to achieve objectives. Develop detailed multi-site Account Plans in collaboration with the commercial team, derive strategy and ensure effective implementation. Undertake training courses or development programs as required to improve personal levels of knowledge and skill to the level required to meet personal and company objectives. Prepare quotations, financial proposals and respond to Tenders, RFI's in conjunction with CAS / Sales Management, using the resources available and maintaining the company's profit objectives. Review complex data reports on testing patterns, ordering patterns and OBI reports to devise novel approaches to increase profitability in target accounts. Use this data to develop effective strategies that improve Core Value Drivers. Develop key accounts to reach their maximum potential by promoting the entire product range in conjunction with assistance from Application Specialists, CAS, Service Department and Senior Management as agreed in your Account Development Plans. Establish expert level proficiency in the Challenger Sales Methodology and utilise this in conjunction with Value Selling Framework within the assigned territory. Territory Assignment may be changed from time to time in accordance with operational need and commercial strategy. Develop and achieve budgets and forecasting accuracy. The Successful Applicant Experience in the IVD lab environment. Demonstrated success in complex key account stakeholder management and large deal negotiations. Relevant tertiary qualifications. Proficient in strategic and corporate account management with strong delegation and influence abilities without direct authority. Extensive sales and key account management experience, including contract management. Effective and professional interaction skills with all levels of healthcare industry hierarchy, with proven Capital Equipment sales experience. Highly self-motivated, capable of working with minimal supervision, adaptable to changing market or company requirements. Strong organisational skills with the ability to prioritise projects effectively. Travel Hold current drivers licence and have no medical problems which would prevent air travel or interfere with above described duties. Ability to travel extensively. What's on Offer The client is a renowned global leader in IVD, offering a diverse portfolio across chemistry, immunoassay, hematology, urinalysis, microbiology, automation systems, and middleware. In Australia and New Zealand, they are expanding aggressively, focused on delivering superior customer service, fostering advocacy, and securing sustainable new business.
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