OEM Key Account Manager - Optical Systems (Sales)

IDEX•Carlsbad, CA

3d•Remote

About The Position

As the OEM Key Account Manager - Optical Systems, you will be responsible for developing new business and driving sustained, profitable sales growth for the Life Sciences Optics business across North America. This role involves identifying and qualifying prospective customers and applications, building and managing a robust opportunity pipeline, and converting targeted opportunities into long-term customer relationships. You will develop, manage, and guide sales activities, create, review, and update territory and opportunity plans, and adjust strategy as required based on technology, product, geopolitical, market, or competitive forces. A significant part of the role is to build broad and deep relationships with key functional decision makers at prospective and existing customers. You will use Microsoft Dynamics 365 to accurately record critical customer and opportunity information and maintain timely forecasting information.

Requirements

Bachelor’s degree, preferably in Life Sciences or Engineering.
A minimum of 5 years of sales or business development experience in optical systems, analytical instrumentation, biotechnology, IVD, or related markets.
Excellent new-business development, customer relationship, and key account management skills, with a proven track record of increasing sales.
Proven experience negotiating and closing multi-million dollar/multi-year contracts.
Ability to move strategy to action.
Ability to collaborate with internal company stakeholders in other functional areas.
Able to travel approximately 50% as needed throughout North America, with occasional international travel.
Comfortable working under pressure.
High-energy, self-starter who brings an owner’s mindset to winning.
Well-organized including the ability to balance and prioritize short-term activities with long-terms strategic actions.
Prepare and professionally articulate presentations, legal contracts, and joint strategic planning documents with senior-level executives.
Proficient in using electronic devices such as mobile phones and computers.
Outstanding oral and written communication skills in English across many facets of the business.

Nice To Haves

Advanced degree is preferred.
Preferred Optical Systems or analytical instrumentation sales experience is strongly preferred.
Strong preference for candidates with experience developing new business with instrument OEM companies.
Solid understanding of IVD/Bio instrumentation techniques such as PCR, proteomics, next-gen sequencing, cytometry & cytology, spatial biology, synthetic biology, immunoassay analysis, clinical diagnostics, and the associated sample preparation methods is useful.
Knowledge of non-IVD/Bio-specific applications such as chromatography, MS, particle characterization, liquid handling, etc. is useful.

Responsibilities

Develop new business and strengthen customer relationships by building and maintaining multi-level, cross-functional relationships with key stakeholders at prospective and existing customers, including Executives, RD&E, Procurement, and Supply Chain.
Create consistent touch points for IDEX and IH&S executives with key stakeholders at target prospects and assigned customers.
Partner with Market Development, Product Management, and Engineering to identify target applications, gain access to key customer stakeholders, and obtain feedback regarding Optical Systems innovation.
Develop and execute North America Territory and Opportunity Plans, including actions to build the Optical Systems pipeline, win new customers, grow the core business, and capture share.
Lead and coordinate cross-functional teams across IH&S to support strategic growth plans, new-business pursuits, and updates through Monthly Sales Reviews (MSR).
Deliver profitable, sustainable new-business revenue growth by developing new Optical Systems business across North America, identifying, qualifying, and capturing new customer and share-gain opportunities.
Maintain consistent operating rhythms, including accurate monthly and quarterly opportunity and customer forecasts, and partner with IH&S Finance to analyze and summarize forecast inputs for the Annual Operating Plan (AOP).
Measure and communicate Key Performance Indicator (KPI) performance with key internal and external stakeholders, including metrics in areas such as On-time-delivery, Quality, and RMA Warranty Returns.
Negotiate and implement all price changes, including periodic adjustments such as tariffs or other business-related charges.