Key Account Manager, DACH

It is the primary responsibility of the Key Account Manager (KAM) to develop new business for the company’s highly successful product portfolio’s consisting of sterilizing-grade filters, depth filters and single-use systems in the biotechnology and pharmaceutical market segments, and to ensure that sales targets and goals are met or exceeded. The KAM is expected to work independently and cover the region and focus on building new accounts, by employing high level consultatory and strategic selling, effective territory management, and relationship building and be self-motivated and results driven.

Duties and responsibilities include the following. Other duties may be assigned.

• Achieve or exceed annual sales targets and key goals for the filter and single-use system portfolios as set by the Regional Manager of Sales;
  Europe.
• Develop regional strategic marketing program for the filter and single-use system portfolios in concert with the Director of Sales, Life Sciences and the Director of Marketing.
• Expand the number of key accounts in the countries of South Germany, Austria and Switzerland following a highly systematic approach.
• Create business opportunities by leveraging existing OEM clients in the European Union and EFTA.
• Introduce, demonstrate, promote and sell all current and new filter and single-use system products.
• Handle sales and technical inquiries from prospects and clients promptly and professionally with a high attention to detail.
• Represent the company in a positive and loyal manner at all times.
• Apply high-level consultatory and strategic sales methods and techniques, e.g., blue sheet.
• Present the value proposition of the filter and single-use system programs to prospects.
• Recognize and evaluate competitive situations and recommend appropriate tactics for success.
• Provide regular reports concerning forecasts, prospects, sales activities, and marketing information.
• Establish and/or maintain on an ongoing basis a computerized database of customers and activities.
• Be effective in territory management.
• Provide market intelligence, e.g., market channel trends, policies, practices, new products, sales campaigns, prices, discounts, and “special deals” as these are brought to attention.
• Execute promotional programs and sales campaigns.
• Make presentations demonstrating superior applications and product knowledge.
• Service prospective and existing customer needs and requirements.
• Organize team-selling events and be available for team selling activities outside the territory as directed by the Regional Manager of Sales;
  Europe.
• Provide feedback on products and installation issues.
• Participate in trade or industry shows, seminars, conferences, and meetings as instructed by the Regional Sales Manager;
  Europe and the Director of Marketing.
• Assist the Regional Manager of Sales;
  Europe and the Business Development Director;
  Europe in development of policies and procedures pertaining to the company’s Sales.
• Visit company headquarters in Camarillo, CA, U.S.A for training purposes and accompany clients as appropriate.

• Perform necessary travel within the territory following company travel policies and using the most efficient method of travel for time and appointments
• Perform necessary overnight travel as required, approximately 40% of the time, including some weekends.
• Schedule and complete appointments in territory clusters – avoiding single trips to single accounts in a short period.
• Make use of technology to enhance time management – laptop computers with air cards, cell phones (iPhone), PDA (iPad), etc.
• Allocate time and take initiative to learn new products and services, new applications, and sales presentation skills with regard to new product offerings.
• Comply with all corporate travel and expense policies and guidelines.
• Make quarterly visits to corporate headquarters for training and review meetings or as otherwise directed.

• Maintain organized customer files and profiles as appropriate.
• Submit requested management reports on time.
• Complete and submit expense reports on a weekly basis.
• Prepare and submit activity reports…