IMI Precision Engineering Key Account Manager - Life Sciences in Texas, United States
This position is responsible for achieving revenue and profitability goals in assigned territory, expanding customer base, implementation and execution of strategic business plans at executive levels within the Life Sciences Vertical customers. This is a senior level field sales position focused on direct OEM relationships and business development. The position has significant, dynamic and broad accountability within the Vertical.
Essential Functions and Responsibilities
The primary responsibility of this role will be to serve as the Key Account Manager (KAM) of selected OEM Life Science accounts and locate, define, develop, negotiate, and close new business. This will involve the preparation of a detailed Key Account Development Plan, which will include developing a deep understanding of these organizations, establishing strategic relationships with key decision makers and influencers across each level of the organization and understanding their concerns / requirements surrounding instrumentation products and solutions in their specific Life Science market.
The KAM understands instrumentation specifications of customers’ products that could use our “platform, off-the-shelf” products or could necessitate a special development program. Drive the instrumentation specifications of the selected end-user accounts on both a generic and project-specific basis in order to ensure our inclusion on relevant vendor and materials list.
Identify a product development strategy with “Voice Of the Customer” input to address the requirements and needs of these key customers and to promote, implement and drive these well-justified business development plans through the Precision Engineering organization. Ideally, the KAM works with both the customer and members of our internal marketing, engineering, operations and finance team to develop an optimal solution for the company and customer.
Understanding the customer’s needs, the KAM develops a sound, strategic business case garnering internal champions to partner in driving this through our process in a collaborative, team-focused environment.
The KAM promotes the broad range of Precision Engineering products and design capabilities to engineering, purchasing, quality, marketing and other departments within a diverse set of companies throughout numerous Life Science markets.
The KAM prepares, negotiates and manages all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations. In preparing contractual agreements, the KAM collaborates with and receives support from other members of the team, including finance, legal, operations and executive management, but has the lead responsibility to move the process forward.
A successful KAM maintains a general awareness of developments within any of the Life Science markets, to provide feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.
The KAM must maintain accurate new business opportunity funnel and customer account data within the company CRM system relative to: lead referral, new opportunities, account activities, quotes, forecasts and other pertinent information as required by Management.
The KAM will provide timely and complete reports and other information as required by Management.
The KAM will always act in a positive, proactive and ethical manner, at all times, while presenting the Corporation, Division, its products and services, and policies.
The KAM will act in a consistent manner within the scope and principles of the ‘IMI Way’.
The KAM will travel as needed (up to 50% of total work hours).
Other duties as assigned-including but not limited to accepting orders, aid in helping resolve customer issues, collecting on delinquent accounts, coordinating deliveries.
Education and Experience
Bachelors in Engineering from a College or University required.
7+ years of experience in selling engineered products, solutions into the US Life Sciences market.
Minimum of 2 years’ experience in advocating Fluidic automation products.
Skills and Competencies
Demonstrate a technical understandingof valves, regulators and manifolds along withtheir application within our target market and applications.
Ability to work unsupervised for extensive periods and will have experience of working closely with key End-Users.
Experience and comfort in communicating and building working relationships with customers at the Senior decision-making level for world class Life Science concerns.
Experience and comfort in preparing and delivering technical and sales presentations to all audiences.
Must be a self-starter who is able to translate strategic direction into their own tactical action plan at their designated key accounts. Then successfully execute their plan to meet and exceed revenue growth objectives. Willingness, ability and experience in selling value added solutions to unseat established suppliers.
Demonstrated track record of sales performance.
Ability to hunt, position and close large, complex sales opportunities.
Computers and Technology
Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook)
Working knowledge of Customer Relationship Management (CRM) systems
Job ID 2019-31843
# of Openings 1
Platform IMI Precision Engineering