The Key Account Manager is responsible for maintaining the
relationships with key major or national accounts in North
America in assigned market segments & positioning EMD
Millipore as key supplier utilizing inter-divisional leverage and
or maximizing channel opportunities.
Calls on accounts, could be the team leader for a major
Actively seek and evaluate new opportunities for business
and extended cooperation.
Align customer goals and strategies with EMD Millipore
priorities and goals in order to maximize benefit and link
corresponding organisational units.
Ensure timely and consequent realisation of new product
launches and market penetration of new products and
Manage and lead contract discussions and critical
negotiations. Gather, prepare and validate information that
Allow management to follow and assess proposed strategies.
Responsible for identifying and analyzing the status of the
customer’s decision making process – feedback into our
organisation and align and revalidate strategy.
Ensure customer information and relevant documents are
entered and maintained in appropriate databases.
Proactively share information about the national or global
account with stakeholders.
Drive sales performance while ensuring criteria are set to
measure supply chain performance metrics and other pertinent
strategic account goals as defined with the account.
Develop and maintain network of external customers and
internal stakeholders (Customer Service, Field & Product
Mgrs, Merck Millipore Management) while effectively
communicating information to & through the
Develop strategic account plans targeting growth
opportunities and strategies.
Leverage internal senior management for strategic growth
and development of the account(s).
Complete other related tasks as assigned by manager or
other department management.
Bachelors degree or equivalent qualification, or higher
degree in chemical based science. Preference will be given to
candidates with post graduate business qualifications. Prefer a
minimum of five (5) years in a major account role
within a Life Sciences Company, or a proven business/sales
development track record at a progressively responsible level,
including senior executives. Preference given to candidates with
business-to-business sales experience.
Strong practical product knowledge accompanied with
relevant technical skills along with a good understanding of
our products,applications, technologies, competition, trends
Excellent facilitator with a strong internal and external
customer focus together with a high level of tolerance and
ability to build effective relationships where integrity, trust
and respect is gained.
Action oriented with a high level drive for results and
perseverance acting in professional and positive manner at all
Highly creative with the ability to come up with new and
unique ideas that are value added.
Apt to making quick decisions in a timely manner under
tight deadlines and pressure.. Capable of anticipating future
consequences and trends accurately with the ability of creative
competitive and breakthrough strategies and plans.
Ability to work in a multi cultural environment with the
capability of managing diversity on an internal and external
General knowledge of logistics and legal aspects of
negotiation. Good understanding of the strategy map.
Good time management skills in implementing and executing
successful plans of action that balance sales activities with
the needs of customers & distribution partners, account
development, interdivisional activities as well as EMD
Ability to assess and negotiate through the complexity of
varying supply chain procurement processes.
Sound judgment and problem solving competency in handling
distribution, product issues, sales issues and customer
Position can be located anywhere in the United States
Travel up tp 50%
Merck Serono S.A - 2 years ago