Location: Bangkok, Thailand
Position Type: Unfixed Term
Primary Purpose and Overall Objective of the Job:
The primary purpose of the Key Account Manager (KAM) is to maintain and grow the current customer base and new business opportunities/revenue through the sale and placement of equipment, diagnostic test kits, custom diagnostic solutions, and associated supplies leading to increased revenues for the company, with special focus on Key Account Management, be it local or global companies. The KAM will support the ASPAC countries to achieve their territory sales goals.
•The KAM is responsible for the total territory management of their geographical territory. Their major challenge is to not only maintain, but also grow existing business, while generating new business and revenue through selling and placing instruments and reagents with key accounts.
•The KAM is responsible for the territory achievement of revenue target and growth goal.
•The KAM interacts with all new and existing customers in their territory. The KAM also interacts and collaborates with the CEO, Head of Sales, Global KA Team, Global arketing Team, local sales team, and other essential colleagues, as needed or as determined by leadership.
•The KAM is responsible for the territory revenue targets and growth objectives as set forth per calendar quarter. The KAM is expected to foster leadership and teamwork in order to maximize territory potential. The KAM is expected to operate within travel and operational expenses guidelines.
•Specific Accountabilities include:
•To achieve at least 100% of the territory sales goals.
•To drive new business revenue through selling new instruments and reagents.
•To maintain, and grow, existing customer’s business.
•To responsibly manage the total territory sales base with integrity and honesty.
•To clearly demonstrates knowledge of Invisible Sentinel’s technology and competitive technologies. Knowledge is demonstrated through effective presentations and customer training sessions.
•To work with Key Account/Marketing Team to keep management up-to-date on market conditions and competitive situations; provide strategic input into key marketing programs.
•To coordinate and/or conduct customer training on bioMerieux products.
•To submit biweekly expense reports and other reports as assigned by leadership.
•To develop and maintain relationships with key influencers on business in assigned market segment.
•To participates in trade shows to build business and obtain sales leads.
•To participate in company and team meetings.
•To update the database resource tool daily.
•To effectively build a sales pipeline through cold calling, prospecting, qualifying and covering accounts.
•To accurately forecast and close new business within the 30-60-90 day time period.
•To strategize and work with the team (including the CEO, Global BDM, Head of Sales, and Marketing) to deliver revenue targets and growth objectives within the territory.
•To be receptive to coaching and mentoring feedback in order to maintain flexibility and adaptability for learning and growth, while meeting customers’ needs.
Typical Studies-Experience, Skills and Qualifications:
•5 year degree in science/business related field.
•Fluency in English and another Asian language, e.g. Chinese, Thai, Tagalog, Vietnamese, Behasa, etc.
•Diagnostic or science background preferred. Proven track record in B2B sales to food manufacturers preferred. Candidates with a general life science degree with diagnostic sales experience will be considered.
•Minimum of 5 years sales and/or key account management experience. Hands on lab experience and the ability to speak with customers in technical terms preferred.
•Must be results oriented, and self-motivated.
•Excellent computer, communication, interpersonal, and organizational skills required.
Skills and Qualifications:
•Ability to develop a solid knowledge of bioMerieux product ranges and Sales strategy and the understanding of the regional food market and competition environment. Sales results orientation and ability to learn and integrate the selling process and implement the sales tools. Intermediate computer literacy.
•Very good interpersonal, communication, sales and presentation skills along with successful demonstration of behavioral competencies, such as teamwork, leadership, adaptability, customer service orientation, influence, analytical thinking, organizational awareness and relationship building coupled with good product knowledge to succeed in their sales territory.
•Thorough knowledge of basic sales skills and have good business acumen. Good computer skills and conscientious recordkeeping are mandatory. Account Managers are responsible for working very efficiently and effectively within the assigned territory to increase revenue while being self-motivated.
•Prior knowledge of the respective bioMerieux Market Segments, Microbiology, Competitive knowledge, Product line and geographic territory are preferred.
Scope and Resources Accountability, typical Performance Indicators:
•Scope and Resources Accountability: Territory scope. No direct people management.
•Financial Indicators (revenue, budget, etc.): Budget A/B territory, Budget A/B strategic lines perimeter, sales growth, forecasting accuracy
•Key Performance Indicators (KPIs): Profitability; specific product mix growth and revenue goals
•Key Contacts (internal/external) and Interfaces: Internal bioMérieux (Corporate teams, General Managers, Regional & Local commercial teams…), external (customers, Distributors, KOL).