Back to jobsAct as the primary contact for targeted customer accounts which will deliver the 5 year ambition for revenue and growth., in a defined territory.
Develop deep knowledge of the customer account(i.e. long term vision and strategies, key decision-makers, buying process, internal and external situational analysis etc.)
Understand current bioMérieux and competitor installed base and identify opportunities for bioMérieux solutions and long term partnerships.
Ensure business tools such as CVM and CRM are used effectively and continuously updated.
Develop strategies to build and maintain relationships and business development within accounts in order to achieve long term relationship goals and annual sales objectives (growth, turnover, margin) across all ranges, by adopting an offer and solutions approach
Set up the priorities to manage the account and orchestrate team work with the Sales Experts teams that will support the account development.
Develop and execute 3-5 year account plans, sharing strategy with the “account team” and defining the actions to be carried out by wider team.
Manage the entire sales process and has regular interactions with key decision makers outside the lab, such as C-suite, clinicians and procurement.
Support the customer on their project implementation and the solution appropriation.
Coordinate the 360-degree management of the customer, supporting post sale implementation and service and support activities, liaising with Customer Service, Supply Chain, Marketing and Sales.
Initiate specific programs, targeted investments and resource deployment (i.e. conferences, trade shows, on demand visits, etc.) for key accounts
Organize and lead the response for sales contract negotiations relying on the technical experts of the ranges and working with the sales teams in the field to finalize the opportunities.
