Key Account Manager

Role Overview - Key Objectives

To develop and manage mutually beneficial partnerships between Refeyn and named key accounts, within the designated territory. Work with TSS teams and Regional Sales Leaders around the globe to drive the development of named accounts across the globe. Build Refeyn’s relationship with these Key Accounts to “trusted partner” status.

How You'll Do It

As a first step, you will focus on building account profiles for the named accounts, both within the territory but also for sites around the globe. You'll find answers to important questions - Where are the sites around the globe? What are the function of those sites? Who are they key people? What biophysical characterization tools and technology does each site use? How are the sites connected to one another? And record this business intelligence using appropriate business tools.

You'll build a deep understanding of client requirements and build strong relationships with individuals at sites within your territory and beyond. You'll develop solutions, products, and services with clients at KAs in ways that benefit both businesses and their clients, and ensure KAs and the Refeyn team are in regular contact to ensure customer success with current and future installations of Refeyn products and services.

You will be the main channel of communication between Refeyn and these accounts for all departments, including Marketing, Sales, Customer Support, Product Development and Management.

You will also 'brick wall' these accounts so our competitors cannot penetrate these accounts, developing long-term strategies for client retention and ensuring all opportunities across these accounts globally are fully characterized and captured within the CRM, paying special attention to any connection between specific, intra and inter-site opportunities. 

There will also be a requirement to prepare and present regular KA updates to internal Refeyn stakeholders.

We are ideally looking for someone with the following skills and experience

• BSc of Masters in biochemistry, molecular biology biophysics or other relevant subject, PhD advantageous
• Extensive experience selling scientific capital equipment/analytical instruments to the R&D environment essential
• Experience selling into the GMP/Bioprocessing market, including supporting customers validating new technologies and organisations involved in clinical development and clinical trials.
•  Advanced knowledge of selling strategies and methods e.g. consultative sales and sales profiling frameworks etc
•  Advanced knowledge of CRM (SalesForce)
•  Gone through a minimum of three planning cycles for their market or customer groups
•  Knows the ropes of creating and executing on tactical sales plans
•  Has owned and consistently achieved/exceeded targets
•  Demonstrable experience of hunting and creating new business
•  Has successfully pitched at key stakeholder level
•  Has successfully led successful negotiations with key accounts
•  Experience of coaching/mentoring someone more junior on the team
•  Potential to be developed into a leader at their level
•  An established network of customers for their market or customer groups preferrable
•  A natural and confident communicator with experience of communicating to different audiences and cross-functional teams (e.g. key customers, Sales Operations, R&D, Product Management, Applications, Service & Support)
•  Strong organizational and time management skills required
•  Experience of working remotely and autonomously essential
•  Hands-on experience with a variety of bioanalytical techniques
•  ERM and CRP management
•  Channel Partner management