Global Key Account Manager

Purpose (Objective):

This position develops and defines growth opportunities with assigned Global Key Accounts. This position also has the responsibility to increase strategic control of these accounts with regards to managing customer relationships, business opportunities, high-level negotiations and offers, account development with new services beyond analytical services, network organization, project coordination /facilitation and resource planning.

Main activities:

• Identify potential business growth opportunities by working with assigned Global Key Accounts, based on existing activities and potential for development. Evaluate potential for development with suppliers to key accounts.
• Manage database of relative information for Global Key Accounts. Ensure information is up-to-date and includes information collected from the Silliker network and directly through direct relationships with clients. Use CRM, and other appropriate tools,when available and/or maintain separate files to collect and organize data.
• Develop plans that maximize the use of Silliker services with each account. Ensure appropriate direct contact with customers, as well as coordination of actions with all necessary Silliker resources.
• Define systems, structures and processes necessary to make Silliker a Premier partner for assigned Global Key accounts; in particular, drive changes within Silliker that are important to improve Silliker capability to win Global contracts (i.e. homogenization of processes, pricing, methods, customer service, …)
• Actively negotiate or coordinate negotiations at North America (US/Canada/Mexico) level for global/international accounts and coordinate with Global team members as necessary.
• Coordinating and/or answering global/local/regional requests from customers or prospects.
• Driving the overall profitability of Global Key accounts
• Responsible for communicating Key Account Status and actions plans to main stakeholders within Silliker network.
• Responsible for reporting key metrics that are relevant to measure performance
• Support corporate quality and improvement process (TQM)
• Perform other related duties as needed.

At any time, the incumbent must behave and operate in an ethical and Code of Conduct compliant manner.

Communication:

Internal Interlocutors:

The incumbent has frequent contact with laboratory directors and managers, client service personnel, business unit leaders and technical directors to obtain service information for clients. Some teamwork is required with other personnel in similar positions as well as with corporate groups including: marketing, IT, Research and Technical Services.

External Interlocutors:

This position makes frequent telephone calls to clients and potential clients to determine their needs and interest level in Mérieux NutriSciences and services, and to further qualify and segment leads and develop proposals. In order to provide quality service, information given to clients must be accurate and current. The position is responsible for the communication of information to clients and potential clients. Accuracy of information given to, or obtained from clients and potential clients is essential for developing good relationships. Defining the needs of potential clients is important in determining the qualifications of prospective clients. The position responds to clients and prospects’ questions of a routine nature. The position may receive more complex questions that may require some research and follow-up.