Key Account Manager
EMD Chemicals Inc. - United States

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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 account.

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 technologies.

Manage and lead contract discussions and critical negotiations. Gather, prepare and validate information that shall

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 organization.

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 and processes.

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 times.

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 basis.

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 Millipore needs.

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 issues.

Position can be located anywhere in the United States

Travel up tp 50%