Global Key Accounts Manager, Biopharma (DACH area) in Frankfurt, Germany at SCIEX

Date Posted: 5/13/2018

Job Snapshot

Job Description

Job ID: SCI002089

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.

Description



Senior
Global Account Management Role with Broad Scope:




  • Driving high-level
    collaborations with major Biopharma companies
  • Managing relationships and
    coordinating commercial efforts globally
  • Driving business growth and improving
    commercial execution
  • Providing cross-functional
    leadership, e.g. with R&D, customer support and service


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
    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 relationship

*LI-ST1


Job Requirements



Qualifications

Qualifications:


  • Bachelor’s degree in
    scientific discipline
  • Substantial experience
    in the Life Science Research, Large Capital Equipment and or Services (I.e. SW
    systems, IT Computer systems…)
  • Sales experience:  Substantial experience in Capital Equipment,
    High end Services or IT sales management
  • Substantial experience
    in key account management for multinationals
  • Experience in
    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, with a professional approach and have demonstrated the ability to
    build effective working relationships and influence upward.  He/she will be someone who builds trust and possesses
    a high level of integrity.


  • Critical
    thinking/problem solving: 
  • The successful
    candidate will have demonstrated the ability to take effective action 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 knowledge and experience. 
  • 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
    mind set


  • Ability to travel,
    including valid driving license


  • Fluency in English and working proficiency in German is required




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.