Academia, Healthcare & Applied Account Manager

Academia, Healthcare & Applied Account Manager

Key Accountabilities

Describe the main purpose of the role, nature and scope of work, key stakeholders, leadership responsibilities (incl. team size)

Responsibilities:

As part of the Sales Zone team the Academia, Healthcare & Applied Account Manager (AHAM) is maximizing Sales in the assigned territory/market segment via appropriate sales channels in accordance to Going to Market (GTM) strategy. AHAM is providing excellent customer support and maintains strong customer relationships, thus to increase Academia, Healthcare & Applied share of wallet within the assigned customer base.

AHAM identifies and develops growth opportunities and is responsible for the assigned sales & margin budget. Collaboration with Sales Specialists teams, local Pharma & Biotech Sales team and other Matrix functions is key.

Tasks:

• Executes the sales strategy in the assigned territory, meeting or exceeding annual sales targets by focusing on the "baseline" sales budget additionally identifying and focusing on specific sales opportunities (growth initiatives & focus products/solutions)
• Holistic customer management; maintaining and developing the sales network in the sales territory, involving end customers and opinion leaders
• Developing and maintaining relationships with new potential and existing customers (AHA) incl. regular contacts/visits
• Follow‐up and processing of sales leads, developing funnel and new sales opportunities
• Attends product shows, exhibitions and seminars to further promote Eppendorf products and brand
• Demonstration of products and the provision of samples to customers
• Driving customer campaigns in collaboration with Operational Marketing
• Developing strong customer journey in close collaboration with matrix support functions (SSOP, Service, PLS, Inside Sales)
• Maintains and updates continuously customer related information in the CRM system
• Managing sales operations via E365 in accordance to commercial playbook with special focus on sales funnel, quoting, pricing and case management
• Evaluation of the sales performance reports and target realization status (KPIs) with focus on key customers, products groups, channel, segment and territory
• Competitor surveillance in the sales territory
• Identify tender opportunities and follow up all operations related to the tender in close collaboration with SSOP
• Keep sales and product knowledge continuously on high level by using defined training tools and platforms
• Act as lead finding engine for commercial Sales Specialists teams including field collaboration
• Conducting sales negations with a high degree of closing confidence
• Strong cooperation with distributor reps/partners in accordance to the Area CBM strategy

Education, Skills and Competencies

• Bachelor's Degree in Sciences, Engineering, or related subject, preferably with Life Sciences focus
• Demonstrated sales record successes and good customer relationships records
• Ideally first experience in biotechnology/molecular biology or with lab operations experience
• Professional competence, special knowledge (e.g. languages, IT)
• Customer centric mindset and clear and concise communication and presentation skills
• Excellent verbal and written communication skills in English + additional local language (fit to territory)
• Sales data handling in CRM
• Familiarity with Microsoft office software as well as CRM (MS Dynamics, etc.)
• Adaption to hybrid ways of working (digital sales & virtual tools)
• Ability to understand and work in matrix organization
• Knowledge of Lean/Kaizen methods would be an added advantage

Competencies

• Customer Focus: Building strong customer relationships and delivering customer-centric solutions
• Decision Quality: Making good timely decisions that keep the organization moving forward
• Collaborates: Building partnerships and working collaboratively with others to meet shared objectives
• Drives Results: Consistently achieving results, even under tough circumstances
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
• Manages Ambiguity: Operating effectively, even when things are not certain or the way forward is not clear
• Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity
• Ensures Accountability: Holding self and others accountable to meet commitments
• Cultivates Innovation: Creating new and better ways for the organization to be successful

Services advertised by Gold Group are those of an Agency and/or an Employment Business.
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