Job Summary
The Industry Key Account Manager is responsible for managing and expanding key accounts within the industry segment, covering IVD and Life Science products. This role is pivotal in driving growth in sectors beyond healthcare institutions, targeting biopharma, biotechnology, food, and veterinary. This position combines business development and key account management responsibilities, with a strong focus on building and expanding the Industry segment as a strategic growth pillar for the company.
The role acts as a sector specialist (overlay role), working in close collaboration with Area Managers to identify, develop, and close industry opportunities across regions.
The ideal candidate will be skilled in understanding the diverse needs of these industries and building long term partnerships.
Key Accountability
• Analyze market trends in biopharma, biotech, food, and related sectors, establishing and adapting strategies to meet client needs and capitalize on emerging market opportunities.
• Define and execute a go-to-market strategy for the Industry segment in alignment with the Sales Director.
• Identify and develop new business opportunities within the industrial segment, building a robust and sustainable pipeline.
• Drive expansion into new sectors, establishing the company as a key partner in Industry markets
• Build relationships with key decision-makers and influencers across target industries.
• Manage and grow a portfolio of key industry accounts, including pharmaceutical, biotechnology, food, and veterinary organizations.
• Create and implement strategic account plans to exceed sales goals, with a focus on long-term, sustainable partnerships.
• Serve as the main point of contact for corporate clients, providing expert guidance and ensuring client satisfaction with IVD and Life Science solutions.
• Conduct regular business reviews with clients to assess performance, identify new growth opportunities, and reinforce the value provided by our products and services.
• Manage commercial opportunities leveraging Value Selling methodology and, in complex negotiations, Strategic Selling methodologies.
• Define structured sales projects and action plans, coordinating cross-functional teams (Sales, Marketing, Service, Finance, etc.) to ensure successful execution.
• Lead the negotiation of pricing, terms, and service agreements to maximize profitability while ensuring customer satisfaction.
• Work closely with internal teams (e.g., SAMs, Sales Application Specialist, Marketing, and Technical Support) to deliver customized solutions for industry clients.
• Coordinate with Area Managers to ensure alignment between regional priorities and Industry segment development.
• Ensure a smooth transition from sales to post-sales support by coordinating with internal teams and addressing any customer concerns or follow-up needs.
• Develop a deep understanding of the IVD and Life Science portfolios, offering technical solutions tailored to industry-specific challenges.
• Ensure understanding and compliance with relevant regulatory and quality standards (e.g., Pharmacopeia, GMP environments where applicable).
• Monitor and drive performance through defined KPIs, including revenue growth, pipeline generation, new business development, and account penetration.
• Anticipate potential challenges in client relationships and market trends, proactively addressing risks to maintain strong and stable partnerships.
Networking/Key relationships
• Internal: Sales, Service, Marketing, Finance, QA/RA, Tender & Offer, Contracts departments, Legal & Compliance.
• External: Customers, Key Opinion Leaders, IVD, Biopharma, and Biotech Associations.
Minimum Knowledge & Experience required for the position.
• Education: Bachelor´s Degree in Life Sciences, Pharmacy, Biotechnology, Business, or related field. Advance degrees (MBA, MSc) are advantageous.
• Experience:
- At least 5 years of sales experience in key account management within IVD, Life Science or related industries, with a proven focus on biopharma, biotech or food sectors.
- Strong sales track record, especially in managing accounts outside of traditional healthcare
- Deep understanding of the Life Sciences and IVD market, including product applications in biopharma, biotech, and food industries.
• Additional skills/Knowledge:
SAP (Business Transactions)
CRM tool
English B1/B2 level
Office 365
Salesforce
Skills & Capabilities
• Excellent communication, negotiation, and relationship management skills
• Ability to work independently in a fast-paced, dynamic environment.
• Customer orientation
• Business Acumen
• Leadership, reliability, and ability to influence others.
• Ability to manage commercial tools such as CRM and complex sales management methodologies • Skills in the use of Value Selling and Strategic Selling methodologies
• Excellent organizational and project management skills
• Aptitude for continuous updating in a technical and clinical environment
• Proactivity
• Listening and analytical skills
• Ability to motivate his proposals and influence at all organizational levels
• Transparency and ethics in behavior
• Determination in pursuing business objectives
Travel requirements
• Up to 50% of working time.
Individual Contributor Core Competencies:
Managing Work
Effectively managing one’s time and resources to ensure that work is completed efficiently.
Emotional Intelligence Essentials
Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; leveraging insights to effectively manage own responses so that one’s behavior matches one’s values and delivers intended results.
Building Partnerships
Developing and leveraging relationships within and across work groups, including cross functional groups, to achieve results.
Decision Making
Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.
Continuous Improvement
Originating action to improve existing conditions and processes; identifying improvement opportunities, generating ideas and implementing solutions.
Continuous Learning
Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.