Key Account Manager

Refeyn Ltd•California, CA

20d•Remote

About The Position

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.

Requirements

BSc of Masters in biochemistry, molecular biology biophysics or other relevant subject.
Extensive experience selling scientific capital equipment/analytical instruments to the R&D environment essential
Experience selling into the GMP/Bioprocessing market, including supporting customers validating new technologies and organisations involved in clinical development and clinical trials.
Advanced knowledge of selling strategies and methods e.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 groups
Knows the ropes of creating and executing on tactical sales plans
Has owned and consistently achieved/exceeded targets
Demonstrable experience of hunting and creating new business
Has successfully pitched at key stakeholder level
Has successfully led successful negotiations with key accounts
Experience of coaching/mentoring someone more junior on the team
Strong organizational and time management skills required
Experience of working remotely and autonomously essential
Hands-on experience with a variety of bioanalytical techniques
ERM and CRP management
Channel Partner management
Right to work in relevant country required as standard for all roles
Passport holder and ability to travel
Car/driver’s licence with relevant insurance

Nice To Haves

PhD advantageous
An established network of customers for their market or customer groups preferrable
A 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)
Potential to be developed into a leader at their level

Responsibilities

Build account profiles for the named accounts, both within the territory but also for sites around the globe. 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.
Develop 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.

Benefits

Competitive salary proportionate to experience
Company contribution to 401(k)
25 days' PTO
Selected holidays (New Years' Day, Martin Luther King Jr. Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Thanksgiving Day, Day After Thanksgiving, Christmas Day, Day After Christmas)
Medical
Dental
Vision
Wellbeing reimbursement
Other voluntary benefits
Access to LinkedIn Learning
Frequent training sessions on both hard and soft skills