Key Account Manager, Diagnostic

Our client, a major partner of Healthcare system, especially in a pandemic period, is looking for a senior/experienced account executive to play a major role in the developement and maintenance of their market share in Quebec and Maritimes.  Our client is a fast-growing company that markets diagnostic instruments specializing mainly in molecular biology. Your main customers will be Optilab and their HUBS as well as the Group purchase organizations for laboratory instruments/equipement of the Maritimes provinces.

Responsibilities:

• Meet or exceed the sales plan designed to achieve established instrument and reagent revenue goals
• Expand the levels of influence of the Molecular Division at the regional and local account client base;
• explore new sales opportunities in new and existing clients;
• know the competition and how to differentiate the products;
• understand how strategies and tactics work in the marketplace;
• negotiate contracts to ensure thorough execution of short and long-term strategic initiatives in order to meet or exceed sales objectives.

Strategy/Planning

• Develop sales plans to manage backward integration of testing and rapid implementation of new tests for the laboratory client base.
• Manage the assessment of current and future account needs, identify opportunities to expand testing menu and services to meet these needs.
• Work closely with R&D personnel to identify where needs, opportunities and capabilities meet.
• Negotiate pricing agreements that balance the needs of the organization with the needs of the client.
• Grow the company test menu on all existing instruments within the assigned territory.

Client/Relationships

• Effectively manage territory and key customer relationships to achieve stated objectives.
• Establish consultative relationships with clients versus transactional sales role.
• Effectively work at all levels of the organization to bring on, implement, and service large clients.
• Maintain internal and external client goodwill and satisfaction

Leadership

• Participate in trade groups and professional organizations
• Positively impact service factors.
• Effectively work in and lead teams.
• Act as role model for sales organization through leadership and motivational skills.

• Bachelor’s degree in science field and 3-5 years molecular sales experience or equivalent combination of education and experience
• Clinical Diagnostic sales experience
• Thorough knowledge of referral laboratory marketing segments and IVD industry
• Awareness of referral laboratory and diagnostics customer base
• Prepare and execute monthly Sales By Objectives (SBO's) Reports with National Sales Director
• Prepare and execute business reviews, both internally and with existing customers
• Strong interpersonal skills
• Hardworking, flexible, problem solver, decision maker
• Self motivated
• Organizational skills
• Computer literate with Salesforce.com or equivalent CRM experience, Microsoft Word, PowerPoint and Excel. Familiarity with Google Suite
• Spreadsheet analysis skills
• Effective written and verbal communication skills
• Pricing skills (Average Sell Price, Volume, Extended Price, Year over year comparisons
• Sales forecasting skills
• Success in negotiating, managing client expectations and anticipating client requirements
• Understanding of the key technical aspects of Molecular’s Products
• Able to prepare and formally present on Molecular Products to an audience

CRM