Sr. Director, Global Key Accounts
Company Name:
PinPoint Solutions
Director, Global Key Accounts
Company:
The company is a global science and technology innovator committed to helping their customers solve complex challenges and improve quality of life around the world. Their family of world class brands have unparalleled leadership positions in some of the most demanding and attractive industries, including health care, environmental and communications. They are a globally diverse team of 66,000 associates united by a common culture and operating system, which serves as their ultimate competitive advantage. In 2013, they generated $19.1 billion in revenue and their market capitalization exceeded $50 billion. They are ranked #152 on the Fortune 500 and, during the past 20 years, their stock has outperformed the S&P 500 Index by nearly 2,800 percent.
Division:
The division is the premier brand in a $2
billion mass spectrometry market. They are global leader in life science and analytical technologies. The division provides instrumentation, software and services that are used in a number of critical life science applications, including drug discovery and development, disease studies, and food and environmental safety. Scientists use these technologies, which identify and quantify specific molecules in complex samples, to enhance health and safety. Examples include: improving food safety in China, restoring the Florida Everglades, and discovering biomarkers in France to improve the diagnosis and monitoring of diseases.
Position Background:
Key Global Pharma and CRO, as well as Clinical Research, Toxicology and Food and Environment (AMCR) accounts, are a critical and significant portion of the business. Pharma/CRO accounts are undergoing significant change with Large Global Pharma companies increasing their outsourcing and in licensing programs and undergoing consolidation and organizational changes. While Clinical Research, Toxicology, and Food and Environment businesses are overseeing a rapid expansion of testing using LCMS techniques. With the Procurement and Functional management of all of these accounts in revision including expanded Global Pricing, RFP and Partnership programs, Multi-site/ multi-country applications networks, focus on global asset/technology management, new partnership and technology collaboration requests - the requirement for the holistic management inherent in Key Account Programs is a necessity for success with these businesses.
The division's Pharma/CRO Key Accounts have undergone dramatic shifts in their business process and operations. The division revised and enhanced their go to market strategy from a solely regionally managed, local representative, transactional centric sales model focused on the different individual labs and their local manager to a global, strategic account management / partnership structure with account specific, longer range, high value, supply chain savvy Global account managers focused on leveraging, defending and upgrading the current installed base and expanding to new applications areas, sites and functions. This position will continue the Pharma/CRO program and lead the expansion of these efforts to a similarly robust organization overseeing Clinical Research, Toxicology, and Food and Environment accounts. This will require experience in Key Account relationship management, Multi-component/Multi- year instrument and support contract development and negotiation, Capital and Operational Financing Strategies and alternatives.
Reports to: VP of Global Sales and Support
Direct Reports: 4.
The role will be measured by the annual growth in revenue and market share at these top accounts, the quality, impact and number of Global key account new programs established and the customer feedback and response.
Position
Responsibilities:
Customer Management:
Manage relationship with top 25 key pharma and top 10 CRO clients
Manage relationship with top Clinical Research, Toxicology, Food and Environment customer as identified/prioritized by this new leader in conjunction with the executive team.
Develop, Refresh and Execute on a Strategic and Annual key account strategy
Includes: Combined Instrument and Support Programs, Pricing and Financing, Sales Coverage, Global key accounts pricing strategy, contract negotiation and coordination
Map Key Accounts for KOL's, Functional Groups, Networks, Purchasing, Sr. Management and establish communication and follow up programs for each
Develop and refresh the MS Market Share by Account including install base, annual purchases and key competitive programs
Talent Management:
Lead a Dedicated Team of Key account managers, regionally distributed in US and Europe.
Recruit and develop high performing sales associates to build the bench and meet future needs of a growing organization
Link to team the Japan and China dedicated teams for associated accounts.
Sales Process:
Lead and hold team accountable for opportunity funnel management, forecasting and meeting key performance and financial targets
Coordinate, Generate and Deliver the company response to formal 'Requests for information/proposals' (RFI's and RFP's)
Own and Drive new product introduction at Key accounts
Develop Strategic Technical, Application and Commercial collaborations with Key accounts
Own and drive regular strategic pricing reviews, including the execution of price adjustments
Cross-Functional Leadership:
Engage and advocate through the organization on behalf of the customer as required to meet and exceed customer expectations
Shepherd contracts, complex projects and customer-specific product development initiatives through various internal departments including Legal, Finance, R&D, Strategic Marketing, Service and Customer Support
Collaborate with other functional and business leaders to ensure adequate Voice of the Customer penetrates strategic planning at the global, regional, product and business unit levels
Qualifications:
10
years of progressive sales experience in a global, world class manufacturing company
3
years of demonstrated success developing and growing key accounts globally
Previous experience leading sales teams required
BS Degree required, MBA preferred
Strong customer skills
Sales Acumen
Strong technical aptitude
Results-oriented
Continuous improvement mindset
Location:
The position will work from a home office that can be based anywhere on the east coast of the United States.Estimated Salary: $20 to $28 per hour based on qualifications.
PinPoint Solutions
Director, Global Key Accounts
Company:
The company is a global science and technology innovator committed to helping their customers solve complex challenges and improve quality of life around the world. Their family of world class brands have unparalleled leadership positions in some of the most demanding and attractive industries, including health care, environmental and communications. They are a globally diverse team of 66,000 associates united by a common culture and operating system, which serves as their ultimate competitive advantage. In 2013, they generated $19.1 billion in revenue and their market capitalization exceeded $50 billion. They are ranked #152 on the Fortune 500 and, during the past 20 years, their stock has outperformed the S&P 500 Index by nearly 2,800 percent.
Division:
The division is the premier brand in a $2
billion mass spectrometry market. They are global leader in life science and analytical technologies. The division provides instrumentation, software and services that are used in a number of critical life science applications, including drug discovery and development, disease studies, and food and environmental safety. Scientists use these technologies, which identify and quantify specific molecules in complex samples, to enhance health and safety. Examples include: improving food safety in China, restoring the Florida Everglades, and discovering biomarkers in France to improve the diagnosis and monitoring of diseases.
Position Background:
Key Global Pharma and CRO, as well as Clinical Research, Toxicology and Food and Environment (AMCR) accounts, are a critical and significant portion of the business. Pharma/CRO accounts are undergoing significant change with Large Global Pharma companies increasing their outsourcing and in licensing programs and undergoing consolidation and organizational changes. While Clinical Research, Toxicology, and Food and Environment businesses are overseeing a rapid expansion of testing using LCMS techniques. With the Procurement and Functional management of all of these accounts in revision including expanded Global Pricing, RFP and Partnership programs, Multi-site/ multi-country applications networks, focus on global asset/technology management, new partnership and technology collaboration requests - the requirement for the holistic management inherent in Key Account Programs is a necessity for success with these businesses.
The division's Pharma/CRO Key Accounts have undergone dramatic shifts in their business process and operations. The division revised and enhanced their go to market strategy from a solely regionally managed, local representative, transactional centric sales model focused on the different individual labs and their local manager to a global, strategic account management / partnership structure with account specific, longer range, high value, supply chain savvy Global account managers focused on leveraging, defending and upgrading the current installed base and expanding to new applications areas, sites and functions. This position will continue the Pharma/CRO program and lead the expansion of these efforts to a similarly robust organization overseeing Clinical Research, Toxicology, and Food and Environment accounts. This will require experience in Key Account relationship management, Multi-component/Multi- year instrument and support contract development and negotiation, Capital and Operational Financing Strategies and alternatives.
Reports to: VP of Global Sales and Support
Direct Reports: 4.
The role will be measured by the annual growth in revenue and market share at these top accounts, the quality, impact and number of Global key account new programs established and the customer feedback and response.
Position
Responsibilities:
Customer Management:
Manage relationship with top 25 key pharma and top 10 CRO clients
Manage relationship with top Clinical Research, Toxicology, Food and Environment customer as identified/prioritized by this new leader in conjunction with the executive team.
Develop, Refresh and Execute on a Strategic and Annual key account strategy
Includes: Combined Instrument and Support Programs, Pricing and Financing, Sales Coverage, Global key accounts pricing strategy, contract negotiation and coordination
Map Key Accounts for KOL's, Functional Groups, Networks, Purchasing, Sr. Management and establish communication and follow up programs for each
Develop and refresh the MS Market Share by Account including install base, annual purchases and key competitive programs
Talent Management:
Lead a Dedicated Team of Key account managers, regionally distributed in US and Europe.
Recruit and develop high performing sales associates to build the bench and meet future needs of a growing organization
Link to team the Japan and China dedicated teams for associated accounts.
Sales Process:
Lead and hold team accountable for opportunity funnel management, forecasting and meeting key performance and financial targets
Coordinate, Generate and Deliver the company response to formal 'Requests for information/proposals' (RFI's and RFP's)
Own and Drive new product introduction at Key accounts
Develop Strategic Technical, Application and Commercial collaborations with Key accounts
Own and drive regular strategic pricing reviews, including the execution of price adjustments
Cross-Functional Leadership:
Engage and advocate through the organization on behalf of the customer as required to meet and exceed customer expectations
Shepherd contracts, complex projects and customer-specific product development initiatives through various internal departments including Legal, Finance, R&D, Strategic Marketing, Service and Customer Support
Collaborate with other functional and business leaders to ensure adequate Voice of the Customer penetrates strategic planning at the global, regional, product and business unit levels
Qualifications:
10
years of progressive sales experience in a global, world class manufacturing company
3
years of demonstrated success developing and growing key accounts globally
Previous experience leading sales teams required
BS Degree required, MBA preferred
Strong customer skills
Sales Acumen
Strong technical aptitude
Results-oriented
Continuous improvement mindset
Location:
The position will work from a home office that can be based anywhere on the east coast of the United States.Estimated Salary: $20 to $28 per hour based on qualifications.
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