Key Account Manager

Role Overview

To develop and manage mutually beneficial partnerships between Refeyn and named key accounts, within 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.

Responsibilities

• As a first step build account profiles for the named accounts, both within the territory but also for sites around the globe. 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? Record this business intelligence using appropriate business tools.
• Build a deep understanding of client requirements and build strong relationships with individuals at sites within territory and beyond.
• Develop solutions, products, and services with clients at KAs in ways that benefit both businesses and their clients.
• Ensure KAs and Refeyn team are in regular contact to ensure customer success with current and future installations of Refeyn products and services.
• Be the main channel of communication between Refeyn and these accounts for all departments, including Marketing, Sales, Customer Support, Product Development and Management.
• Brick wall these accounts such that Refeyn's competitors find it difficult to penetrate these accounts to the same extent, developing long-term strategies for client retention.
• Ensure all opportunities across these accounts globally are fully characterized and captured within the CRM and any connection between specific, intra and inter-site opportunities is understood.
• Prepare and present regular KA updates for all internal Refeyn stakeholders.

Qualifications

BSc or Masters in biochemistry, molecular biology, biophysics or other relevant subject. PhD advantageous.

Knowledge and Experience

• 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 preferable.
• 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.

Company Values

• Bold
• Caring
• Creative
• Sustainable

Additional Requirements

• Right to work in relevant country required as standard for all roles.
• Passport holder and ability to travel.
• Car/driver's licence with relevant insurance.
• Travel: Some/Moderate/Extensive.

Why work for Refeyn?

Compensation And Core Benefits

• Competitive salary proportionate to experience.
• Company contribution to 401(k).
• 25 days' PTO, plus selected holidays (New Years' Day, Martin Luther King Jr. Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Thanksgiving Day, Day After Thanksgiving, Christmas Day, Day After Christmas).
• Medical, dental, vision, wellbeing reimbursement plus other voluntary benefits.

Supporting your Development

• All employees receive access to LinkedIn Learning which offers thousands of courses to support their personal and professional development.
• We also run frequent training sessions on both hard and soft skills.