Job title: Senior Key Account Manager USA
Title of direct supervisor: Vice President Global Key Account Management
Work location: United States
The objective of the position:
· Ensure growth by acquiring new OEM customers and expanding existing customer accounts, with clearly defined volume targets
Tasks and areas of responsibility:
· Revenue and growth responsibility for OEM customers in the US.
· Pipeline building: Acquisition of new customers with agreed targets based on the CTC’s product portfolio and new opportunities leading to incremental business with existing customers (50 to 70% of time allocation).
· Drive lead generation campaigns, including identifying new prospect accounts through market and network research, targeting key decision-makers, cold calling, and attending trade shows and conferences.
· Focus on key accounts (existing and new ones) in the field of liquid chromatography-mass spectrometry (LC-MS)
· Focus on new standalone sample preparation accounts
· Set up high-level meetings (bringing in VP of Global Key Account Management and other relevant CTC senior executives)
· ‘Jour fix’ calls with the VP of Global Key Account Management.
· Keep Sales Force CRM always up to date.
· Develop and expand customer relationships identifying new automation solution opportunities in the field of instrumental analytics and other relevant application areas in the US.
· Account-specific plans for the selected accounts of focus.
· Lead contract negotiations with both existing and new customers.
· Collaborate with internal stakeholders to develop proposals.
· Direct responsibility for assigned customers.
· Define sample preparation workflows and solutions based on the CTC’s product portfolio through customer dialogue.
· Regular reporting on ongoing activities, projects, progress, and sales forecasts in the US sales area.
· Monitor the market and analyze competitors.
· Conduct regular visits to OEM and end customers to stay informed about market conditions and customer satisfaction.
· Support sales partners during customer visits, presentations, and sales discussions with end customers on-site.
· Willingness to travel in the US and globally if required (up to 50%).
Competencies / Collaboration / Interfaces:
· Experience in strategically developing and growing business at the C-suite and VP level within large corporations.
· Strong team player
· Independent travel and time management to meet targets.
· Results-driven and proven sales professional with strong strategic and analytical thinking.
· Close collaboration with the EMEA team, US counterparts (support organization), inside sales, product management, and marketing teams.
Special knowledge:
· Experience in OEM business within laboratory automation and ideally LC-MS
· Advanced education in marketing or sales
· Extensive network in the life sciences, diagnostics, and laboratory automation sectors
· Persuasive presence with strong negotiation and closing skills
· Independent, dependable, resilient, and goal-oriented
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