Key Account Manager

To develop and manage mutually beneficial partnerships between Refeyn and named key accounts, within territory. Work with TSS teams and Regional Sales Leaders around the globe to drive the development of named accounts across the globe. Build Refeyn’s relationship with these Key Accounts to “trusted partner” status. ResponsibilitiesAs a first step build account profiles for the named accounts, both within the territory but also for sites around the globe. Where are the sites around the globe, what are the function of those sites, who are they key people, what biophysical characterization tools and technology does each site use, how are the sites connected to one another? Record this business intelligence using appropriate business tools. Build a deep understanding of client requirements and build strong relationships with individuals at sites within territory and beyond. Develop solutions, products, and services with clients at KAs in ways that benefit both businesses and their clients. Ensure KAs and Refeyn team are in regular contact to ensure customer success with current and future installations of Refeyn products and services. Be the main channel of communication between Refeyn and these accounts for all departments, including Marketing, Sales, Customer Support, Product Development and Management. Brick wall these accounts such that Refeyn’s competitors find it difficult to penetrate these accounts to the same extent, developing long-term strategies for client retention. Ensure all opportunities across these accounts globally are fully characterized and captured within the CRM and any connection between specific, intra and inter-site opportunities is understood. Prepare and present regular KA updates for all internal Refeyn stakeholders. Person Specification Qualifications Masters in biochemistry, molecular biology biophysics or other relevant subject. PhD advantageousKnowledge and Experience Minimum of 3 years Business Development experience Demonstrable knowledge of working with key accounts Extensive experience selling scientific capital equipment/analytical instruments to the R&D environment essential. Advanced knowledge of selling strategies and methods g. consultative sales and sales profiling frameworks etc. Advanced knowledge of CRM (SalesForce)Gone through a minimum of three planning cycles for their market or customer groupsKnows the ropes of creating and executing on tactical sales plansHas owned and consistently achieved/exceeded targetsDemonstrable experience of hunting and creating new businessHas successfully pitched at key stakeholder levelHas successfully led successful negotiations with key accountsExperience of coaching/mentoring someone more junior on the teamPotential to be developed into a leader at their levelAn established network of customers for their market or customer groups preferrableA natural and confident communicator with experience of communicating to different audiences and cross-functional teams (e.g. key customers, Sales Operations, R&D, Product Management, Applications, Service & Support)Strong organizational and time management skills requiredExperience of working remotely and autonomously essentialHands-on experience with a variety of bioanalytical techniquesCRM and ERP managementCompany Values BoldCaringCreativeSustainableAdditional Requirements e.g. Right to work in relevant country required as standard for all rolesPassport holder and ability to travel Yes/NoCar/driver’s licence with relevant insurance Yes/NoTravel: Some/Moderate/ExtensiveWhy work for Refeyn? Compensation and core benefits25 days annual leave per year in addition to bank holidaysUp to 7% employer matched pension contributionPrivate health insurance from day one plus critical illness cover, income protection and life insuranceGive as You Earn and Cycle to Work salary sacrifice schemes. Family Friendly BenefitsRefeyn offers the Enjoy Benefits Nursery Scheme to employees after 3 months, and new parents can benefit from up to 17 weeks fully paid maternity, adoption and shared parental leave, 4 weeks fully paid paternity leave, plus an annual allowance for emergency childcare. Supporting your DevelopmentAll employees receive access to LinkedIn Learning which offers thousands of courses to support their personal and professional development. We also run frequent training sessions on both hard and soft skills. Creating an Engaging CultureRefeyn supports hybrid working where the role allows and offers flexible start and finish times. We also have a subsidized weekly lunch for onsite employees and a vibrant social calendar which includes holiday parties and midsummer festivals plus an annual team budget for managers to plan team-building activities. If you have any questions or would like to know more detail, we'd love to hear from you ! Originally posted on Himalayas Apply To this Job