Regional Key Account Manager

A family-owned company, bioMérieux has grown to become **a world leader in the field of in vitro diagnostics**. For almost 60 years and across the world, we have imagined and developed **innovative diagnostics solutions** to **improve public health**. Today, our teams are spread across 45 countries and serve 160 countries with the support of a large distribution network.
Come and join a family-owned global company with a long-term vision, and a human-centered culture.

**1 **Primary Purpose and Overall Objective of the Job**:
The Key Account Manager’s main mission is to establish and develop long term relationships with Key Contacts at designated accounts within a defined geographical region in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

**2 **Main Accountabilities**:

- **2.1.3 For local / regional key accounts only**:

- Establish, strong relationships with key stakeholders at assigned customer accounts.
- Assess, clarify, validate and quantify the customer’s existing and unmet needs on an ongoing basis.
- Develop a Local Account Plan with a two-to-three-year ambition for revenues and profitability in coordination with the local commercial organizations and customer when necessary.
- Create a local / regional yearly Tactical Action Plan per account, to support budget achievement.
- Review and agree the key projects and priorities to work on with the customer, identify and lead the resources, and KPI needed to meet the mutually accepted objectives.
- Proactively lead the execution of the plan with customer inputs where appropriate.
- Build the annual budget in conjunction with the local teams and monitor achievement.
- Lead service development efforts, generate initiatives and implement processes that best address our key customer needs, through coordinating the involvement of all necessary internal resources.
- Negotiate and implement either a Master Supply Agreement or terms and conditions, including pricing, for the assigned customer accounts as required.
- Ensure that any globally agreed pricing is fully implemented at customer account level. Where specified pricing is not in place, then authorization for any further pricing must be obtained from the global SAM team (even if for a local or regional key account)
- Ensure the compliance of business activities to the most stringent requirements of legal and ethical standards and the current company policy.
- Ensure customer knowledge that is available and shared by maintaining customer records in accordance with company guidelines and tools.
- Organize and lead regular internal and customer facing business reviews to monitor the performance and identify and implement corrective actions as needed.
- Initiate and/or participate to relevant conferences, trade shows and symposia, trade shows.

**3 Typical Studies-Experience, Skills and Qualifications**:
**3.1 Studies-Experience**:

- Scientific or business degree
- From 5 to 8 years of experience for level 7, from 8 to 10 years of experience for level 6 in sales function.
- Experience in business-to-business and/or corporate account sales experience with strong understanding & integration of the strategic selling process and contract management
- The level of the position also depends on the size of the area covered (level 7 size 4, 5; level 6 size 6, 7, 8, 9, 10)

**3.1 Skills and Qualifications**:

- Excellent integrator & negotiator. Ability to judge competitive response to sales strategy and make appropriate adjustments.
- Ability to work out a profitability scheme for the company and the customers