Job Description
Who is IDEX Corporation?
IDEX (NYSE: IEX) is a leading global manufacturer of diversified products in industries ranging across health, science, safety, fire, and fluidics. Operating in 24 countries, IDEX is an innovative and growing company, focused on delivering excellence through diverse, winning teams. We’re a global provider of applied solutions serving a variety of markets. These include life science and medical technologies, process industry and infrastructure related applications, industrial/municipal fire, and rescue - to name just a few.
Who is IDEX Health & Science (IH&S)?
As a business unit of IDEX Corporation, IH&S has a long history of driving growth in life sciences and healthcare by embracing innovation and redefining the supplier-customer relationship. The work we do every day allows us to discover key insights and break new ground to create some of the most meaningful technologies that have a lasting impact on companies, industries, and society.
SCOPE OF ROLE:
As the Key Account Manager, you will drive sustained profitable sales growth in your assigned accounts. The territory for this role is the Eastern part of Europe in the Integrated Analytical Solutions (IAS) market. You will develop, manage, and guide sales activities; create, review and update strategic plans; monitor and modify the strategy as required based upon technology, product, geo-political, market, or competitive forces. A significant part of the role is the constant investment in developing wider and deeper relationships with key functional decision markers in your assigned accounts. You will utilize our CRM (Microsoft Dynamics 365) for accurate recording of all critical customer information and maintain timely forecasting information.
ESSENTIAL DUTIES:
- Strategic Account Plan
- Develop and execute on actions defined in the strategic account plan for assigned key accounts.
- Provide updates of the relevant results, progress, and status in monthly sales reviews (MSRs) and other periodic key account reviews.
- Lead/coordinate IH&S cross-functional teams to support the assigned key account sales and new project development activities.
- Constantly focus on building strong relationships with leadership, RD&E and procurement functions at the assigned account.
- Consistent Year-over-Year Sales Growth in assigned key accounts and territory.
- Existing products into existing markets and applications.
- New products into existing markets and applications.
- New products for new markets and applications.
- Forecast
- Work with assigned accounts to obtain their forecast info on monthly basis. Analyze, summarize, and provide accurate forecasts to internal teams.
- Responsible for building the Annual Operation Plan (AOP) for assigned key account and territory through working with finance and business line teams.
- Customer Retention
- Regular review with Business Line Leaders of key KPI’s (Key Process Indicators) – Quality Index, OTD Index, RMA Warranty Returns Index, funnel health assessment, competitive landscape, and pricing/value proposition for the assigned key account.
- Utilize Operational Excellence programs to leverage our LEAN/VSM/BVVSM activities to strengthen account relationships.
- Accurately and promptly record opportunities for new business in Dynamics CRM, and maintain critical updates as needed to close business in a timely manner.
- Manage, review and participate in the agreement or contract negotiation and delivery to accounts.
- Own, manage, communicate and negotiate pricing with accounts.
- Assess, discuss with management team, and then (if/as decided) implement customer programs to reward long-term consistent strategic customers who are viewed as partners through additional special discounts and/or rewards as compared to standard customer/market pricing models.
- New Customer Identification and Engagement
- Develop strategy with sales leadership, marketing, and product managers to explore new customer and market opportunities and provide strategic feedback to IH&S teams.
- Accurately and promptly record opportunities for new business in Dynamics CRM, and maintain critical updates as needed to close business in a timely manner.
- Support VOC projects in assigned key accounts and territory.
- Develop process for direct sales resources to foster strong teamwork with IH&S company marketing, engineering, and operations resources to assess and engage emerging customers.
EDUCATION AND EXPERIENCE:
- BS/BA is required, preferably in Life Sciences or Engineering. Advanced degree is preferred.
- 5+ years sales experience in Analytical Instrumentation (LC/MS) markets with a proven track record of consistent year-over-year sales growth. Biotechnology & IVD market experience is a plus. B2B sales experience in Analytical Instrumentation markets is highly preferred.
- Candidate must have excellent customer relationship skills and key account management skills, along with proven results with increasing sales. Must have proven experience closing multi-million dollar/multi-year contracts.
- Strong preference for candidates with working experience at Top Global Analytical Instrumentation OEMs.
- Solid understanding of Liquid Chromatography and separation and analysis techniques such as Liquid Chromatography/Mass Spectrometry, Laboratory Automated Liquid Handling Systems, and the associated analytical techniques they are deployed in is extremely useful.
- Knowledge of non-separation applications such as DNA sequencing, Genomics and Proteomics, Hematology/Flow Cytometry, and combinatorial chemistry to provide high-throughput analysis applications would be very useful.
- Proven experience identifying rapid changes and trends within the Analytical Lab industry, specifically in areas of rapid applications growth.
- Excellent customer and internal stakeholder relations skills and a proven record of results with increasing annual sales, managing complex multi-level business-to-business contract negotiations (Volume Purchase Agreements, Joint Product Development Agreements, Joint Venture Sales and Marketing Agreements).
- Proven experience defining, developing, executing, and negotiating multi-million dollar/multi-year contracts with large multi-national companies.
OTHER SKILLS and ABILITIES:
- An understanding of P&L financial reporting and internal functional responsibilities required.
- The individual must have the ability to collaborate with internal company stakeholders in other functional areas.
- Well organized - ability to address strategic vision for the long-term while driving tactical issues in the short-term.
- Must possess high-energy, a driven-to-succeed attitude, and proactive mindset and sense of ownership in working.
- Must be able to prepare and professionally articulate presentations, legal contracts, and joint strategic planning documents with senior level executives of worldwide multi-national analytical instrument companies.
- Must be comfortable working under pressure.
- Able to travel via automobile, airplane, train, or bus, both domestic and international. Travel may include multiple week trips. Ability to travel approximately 50%.
- Proficient in using electronic devices such as mobile phones, smartphones, and computer equipment.
- Intermediate to advanced personal computer skills.
- Outstanding oral and written communication skills in English across many facets of the business. Secondary and/or tertiary language skills preferred.