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Role Summary: Key Account Manager for Cell Culture is responsible for proactively managing key customer relationships with executing delivery of upstream Cell Culture commercial and technical strategies/projects at key biopharma accounts in Korea for the growth of GE Healthcare Life Sciences. Expected to lead & close commercial deals and technical inquiries in the assigned accounts & manage distributor relationships with appropriate stakeholders.
Essential Responsibilities: Key Responsibilities/essential functions include (but are not limited to): • Achieve sales and orders volumes at the target prices in assigned accounts/territory of Korea • Establish commercial processes to effectively manage the sales forecast and opportunity pipeline in CRM platform – Salesforce.com (SFDC) for Key Accounts and general accounts • Develop/enhance customer/distributor relationships to drive revenue growth in Korea. • Build relationships, develop a business strategy, and maximize business opportunities for all GE Healthcare businesses, products & services within allocated accounts/territory. Represent OneGEHC and acts as a primary customer point of contact in the allocated accounts/territory. Provide on-going feedback to management, product teams, services and marketing. • Develop & implement Go-to-Market plans with Zone (Region – Korea only) cross functional and multi-product teams to achieve results through effective project proposals, negotiations, and contracts. Grow GE’s share of customer investments in capital and operational expenditures. • Develop & maintain a high level of customer satisfaction through consistent high quality interactions with customer management. Build long term strategic alliance with portfolio of accounts to continue to add value, and promote Service offerings to identify and escalate commercial service needs to drive customer NPS. • In cooperation with Product teams and Marketing, drive One GE Healthcare marketing events in assigned territory. Be aware of segmentation and apply relevant product benefits to each client’s segment. • Lead and leverage Product Sales Specialists, Care Area (Category leaders – Korea), Service Operations and other Company resources to provide the necessary technical, clinical and business content to create a competitive differentiation. Coordinate One GE Healthcare team on assigned accounts in order to deliver solutions that meet or exceed customer expectations. • Follow all applicable GE policies, procedures and operating mechanisms. Proactively participate in company initiatives depending on organizational needs and as directed by management. • Ensure knowledge of and compliance with Quality, Regulatory, integrity and company policies. • Geographic scope: Korea
Quality Specific Goals: 1. Aware of and comply with the GEHC Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws and regulations as they apply to this job type/position 2. Complete all planned Quality & Compliance training within the defined deadlines 3. Identify and report any quality or compliance concerns and take immediate corrective action as required 4. Knowledge and understanding of all Global Privacy and Anti-Competition Policies 5. Knowledge and understanding of all Environmental Health Policies (including but not limited to GE Healthcare EHS Policies, GE Healthcare Fleet Rules, etc.) and operate within them to ensure that no company policy or Country / Int’l Law is broken 6. Ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs. 7. Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.
Qualifications/Requirements: 1. Education to BA/BS level in chemistry or life sciences or the equivalent of 5(five) years of sales experience in life sciences or bio industry. Master’s degree preferred 2. 3 years of strategic sales experience in the bio pharma industry 3. Proven key account management and project planning skills. 4. Experience in managing channel relationships preferred 5. Demonstrated ability to be effective in a global matrixed organization 6. Strong influencing, interpersonal and networking skills to drive collaborative culture at all levels. 7. Strong critical thinking and analytical skills 8. Proven track record on relationship building skills. 9. High level presentation skills; able to present ideas to customers in a way that produces understanding and impact. 10. Strong desire to serve the customer and travel to customer locations, as needed. 11. Computer proficiency in MS Office
Desired Characteristics: 1. Strong familiarity with Cell Culture and/or laboratory experience preferred. 2. Experience in closing large, complex, strategic deals. 3. Negotiating Skills 4. Knowledgeable about competitor analysis, product positioning strategy, pricing strategies and other tactical skills. 5. Deep knowledge of Cell Culture process and the related products and services offered. 6. Fluent in written and spoken English preferred. 7. Experience in using Customer Relation Management (CRM) tools such as Salesforce.com
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