Key Accounts Manager – SCIEX – Brea, CA

SCI002063

About Us

SCIEX – An operating company within Danaher’s Life Sciences platform

SCIEX helps to improve the world we live in by enabling scientists and laboratory analysts to find answers to the complex analytical challenges they face. Our leadership in LC-MS and CE-MS have made us a trusted partner globally to those who are focused on basic research, drug discovery, food and environmental testing, forensic toxicology, clinical research and diagnostics. With over 40 years of innovation, we continue to redefine what is achievable in routine and complex analysis.

We are seeking smart, team-oriented people who have purpose and are committed to helping us deliver Answers for Science. Knowledge for Life. ™ Our global team, located on every continent, is our greatest strength, bringing diverse perspectives and breakthrough thinking. With the power of the Danaher Business System behind us, it’s our people who have made us the industry leader. Come join our winning team. Visit us at www.sciex.com.

Sciex offers a broad array of comprehensive, competitive benefit programs that add value to associates’ and their families’ lives.

Sciex is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.

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Description

Position: Sciex Biopharmaceutical Key Accounts Manager (KAM)

Summary:
SCIEX is the market leader in the exciting world on quantitative mass spectrometry. Through our history our instruments have been critical in the research, development, and launch of nearly every major pharmaceutical product in the past 20 years. As technology has advanced, so have our customer requirements and expectations for partnership with key vendors.

As our account portfolio evolves we have significantly invested in our product offering and are targeting the high-growth area of Biopharmaceuticals for focus in commercial and partnership development. KAM role will have the opportunity to leverage a diverse array of products with significant installation base in these key accounts, manage relationships to gain understanding of the daily challenges within these organizations, and translate this information into improved commercial approaches

This individual will have ownership of the Key Account Go to Market initiative and strategic Biopharmaceutical business in Europe with ties to those account sites as they exist globally. This position will report to the VP of Global Sales and Marketing of our Capillary Electrophoresis Business with strong ties to Global Sales Leadership, the Biopharmaceutical Business Unit, the Global Service Organization and the Central R&D Organization. This individual will help engage and drive relationships underway as initiated from accounts based in the United States and expand Key account programs as they relate to the EMEA and interrelated Global market.

This role will have high visibility at the identified key accounts with direct contact with executive opinion leaders, Global Procurement management, and Senior Pharma R&D Management. This will include quarterly meetings and check-ins, annual technology review sessions, annual contract updates and negotiations and any urgent business escalations or initiatives.

Performance metrics for the role will include: Annual growth in revenue and Marketshare at these top accounts, opportunity funnel size, the quality, impact and number of Global key account new programs established and the customer feedback and response.

Responsibilities:
Customer Relationship Management:
Manage relationship with identified Global Biopharma Accounts

Develop, refresh and execute on a strategic and annual key account strategy for Sciex

Map Key Accounts for KOLs, functional groups, networks, purchasing, senior management and establish communication and follow up programs for each

Develop and update Sciex market share by account including install base, annual purchases and key competitive programs

Sales Process and Business Growth:
Create strong links to and collaborate with global Sales and Support teams, including regional Market Development Managers to drive biopharma revenue by through improving visibility, greater customer intimacy and improved win-rates.

Leverage install bases and relationships across products within Sciex as well as across other Danaher operating companies.

Own and drive new product introduction at Key accounts

Own and drive pricing and contracts coordination where relevant

Cross-Functional Leadership:
Engage and advocate through the organization on behalf of the customer as required to meet and exceed customer expectations

Drive collaborations and customer-specific product development initiatives through various internal departments including Legal, R&D, Strategic Marketing, Service and Customer Support

Collaborate with other functional and business leaders to ensure adequate Voice of the Customer penetrates strategic planning at the global, regional, product and business unit levels

Collaboration Management:
Understand Customer strategies and align Sciex strategy. E.g. Identify key market and customer drivers for Sciex to for SCIEX to focus and invest in

Develop senior/strategic technical and commercial collaborations with key accounts

Source key contacts at target BioPharma Accounts to identify and build strategic collaborations for technical, application and commercial relationships

Qualifications

Qualifications:
Bachelor’s degree in scientific discipline

Minimum of 8 years overall experience in the Life Science Research, Large Capital Equipment and or Services (I.e. SW systems, IT Computer systems…)

Sales experience: Minimum of 8 years of experience in Capital Equipment, High end Services or IT sales management

Minimum 5 years experience in key account management

Experience leveraging market-leading CRM tools to improve sales force efficiency and improve insight on customers wins & losses

Pharmaceutical and global experience required, preferably in life science / biologics.

Personal Characteristics:
Strategic orientation: The successful candidate will have a strategic and broad approach and will have proven his/her ability to establish strategy and to translate it into an effective, long-term action plan. He/she will have a track record of anticipating potential problems through effective analysis and proactively seeking solutions.

Collaboration/relationship building: The successful candidate will be assertive, poised and professional and have demonstrated the ability to build bridges and influence upward. He/she will be someone who builds trust through consistency and a high level of integrity.

Critical thinking/problem solving: The successful candidate will have demonstrated the ability to take steps to understand and resolve problems and to move rapidly to resolution. We seek a professional who prioritizes critical issues and is driven by results.

Results Orientation: Drive to achieve results and goals in the short and long term.

Sense of Urgency: Ability to push high priority projects through in a fast-paced environment.

Analytical and fact-based, but able to draw on intuition, knowledge and experience. Ability to prioritize the most relevant from all other issues. Creative and independent thinker. Open minded.

Adaptive to change: Ability to adapt to work effectively in an environment of change, uncertainty, and ambiguity. Must be able to make pragmatic decisions in a timely fashion.

Continuous Improvement: Recognized leadership in developing and managing a continuous improvement culture

Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 62,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.9B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,300% over 20 years.

At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.

Organization

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SCIEX

Job Function

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Sales

Primary Location

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North America-North America-United States-CA-Brea

Schedule

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Full-time

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