Jobs in life sciences

Key account manager West France

Ref. 187
Function: The objective of the Key Account Manager is to develop the diagnostics market and grow profitable sales in the designated territory.
Location: West France

The company:

The company is an innovative commercial stage molecular diagnostics(MDx) company providing next generation diagnostic solutions aimed at improving clinical practice for the benefit of patients, clinicians, payers and industry. The Company’s proprietary platform is a fully automated, real time system which offers accurate, highly-reliable molecular information from any biological sample in virtually any setting. It addresses the growing demand for personalized medicine by allowing fast and effective treatment selection and treatment progress monitoring.

The company is developing and marketing a rapidly expanding test menu addressing key unmet clinical needs in oncology and infectious diseases. These areas represent respectively the fastest and largest growing segments of the US$5 billion MDx market which is expected to grow to approximately US$8 billion in 2018.

Job description:

The objective of the Key Account Manager is to develop the market and grow profitable sales in the designated territory.

The Key Account Manager is responsible for maintaining strong relationships with key decision owners, laboratory personnel and physicians in the targeted hospitals and laboratories.

A successful Key Account Manager will focus on growing profitable sales and achieving overall sales objectives as well as other defined performance metrics.

Accountabilities

  • Ensure sales volume, revenue and product mix and meet the agreed business plan in own territory and engage with the other Key Account Managers to meet common team goals;
  • Monitor sales performance and devise corrective action plans where necessary;
  • Develop, maintain and execute an annual business plan for the territory;
  • Maintain Key Account plans to maximize business at major accounts;
  • Keep all customer records accurate and up to date using the Company CRM regularly;
  • Meet and exceed projected sales targets;
  • Attend Sales Meetings and when required, organize and attend local exhibitions.

Requested competences and skills:

  • Bachelor degree in a scientific orientation or equivalent through experience;
  • Min. 3 years of solution selling experience is preferred;
  • Experience in working within the designated region is required;
  • Knowledge of the diagnostic market, preferably molecular diagnostics and/or pathology is required;
  • Broad understanding of work flow in pathology labs;
  • Self-starter, experience in working independently with little direct supervision;
  • Capable of developing and executing business plan in assigned region;
  • Business oriented with good local market knowledge;
  • Good complex solution selling skills;
  • Straightforward communication; able to engage healthcare professionals in meaningful dialogue to determine their needs and how our products can meet those needs;
  • Excellent presentation and negotiation skills;
  • Good interpersonal skills combined with the ability to make an impact;
  • Planning & organization - Time & priority management: plans activities effectively with respect for priorities and deadlines;
  • Embracing change: is open for change and willing to adapt to changing tasks, priorities and unexpected events;
  • Resilience - Continues to perform effectively under time pressure and in the face of disappointment, adversity and opposition;
  • Analytical thinking - Gathers information from varied sources, analyzes data in a critical way using common sense and logical thinking;
  • Communicates with persuasion: presents, explains and defends a complex message in a clear and concise way and persuades different stakeholders;
  • Legislation and regulation: knowledge of
    • Tender signing regulations;
    • CE IVD regulations;
    • GDPR;
  • 80% field-based; 
  • Languages:
    • Excellent English communication skills, both verbal and written;
    • Fluent in one or more languages of the region;
  • PC skills:
    • Applied knowledge of MS Office (Excel, Powerpoint, Word, Outlook);
    • Applied knowledge of CRM, preferably Salesforce;
    • Applied knowledge of Showpad.
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