Strategic & Key Account Manager - Healthcare

1 week ago

Singapore bioMérieux Full time

The Key Account Manager’s main mission is to establish and develop long term relationships with Key Contacts at designated accounts within a defined geographical region in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

**Main Accountabilities**:
All below activities have to be strongly coordinated with the relevant Strategic Account Managers and ensure coherence with Global Account Plan.
- Establish, strong relationships with local key stakeholders at assigned customer accounts.
- Assess, clarify, validate and quantify the local customer’s existing and unmet needs on an ongoing basis.
- Contribute to the Global Account Plan with a five-year ambition for revenues and profitability and seeking inputs from local team and share the outcomes.
- Create and drive execution of a local / regional yearly Tactical Action Plan per account, to support budget achievement and Global Account Plan.
- Review and agree the local key projects and priorities to work on with the customer, identify and coordinate local resources, and KPI needed to meet the mutually accepted objectives
- Proactively lead the local planning process with customer inputs where appropriate.
- Build the local annual budget in conjunction with the local teams and monitor achievement.
- Contribute to value proposition development efforts and initiatives and implementations that best address our strategic customer needs.
- Contribute to the negotiation and lead the local implementation of either a Master Supply Agreement or terms and conditions including pricing for the assigned customer accounts as required.
- Ensure that agreed pricing is applied at all local customer sites.
- Ensure customer knowledge that is available and shared by maintaining customer records in accordance with company guidelines and tools.
- Organize and lead regular internal and customer facing local business reviews to monitor the performance and identify and implement corrective actions as needed.
- Initiate and/or participate to relevant conferences, trade shows and symposia.

Studies-Experience:

- Scientific or business degree
- From 5 to 8 years of experience for level 7, from 8 to 10 years of experience for level 6 in sales function.
- Experience in business-to-business and/or corporate account sales experience with strong understanding & integration of the strategic selling process and contract management

**Skills and Qualifications**:

- Excellent integrator & negotiator. Ability to judge competitive response to sales strategy and make appropriate adjustments.
- Ability to work out a profitability scheme for the company and the customers

**Performance indicators**:

- Financial Indicators (revenue, budget, etc.): Budget A/B perimeter, sales growth
- Key Performance Indicators (KPIs): Profitability, Market share evolution, KA portfolio evolution
- **Key Contacts (internal / external) and Interfaces**:
Internal (Corporate teams, General Managers, Regional & Local commercial teams and support functions ). External (customer local interlocutors, C-suite, KOL, Distributors )

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