Key Account Manager

2 weeks ago

Riyadh, Saudi Arabia Beckman Coulter Diagnostics Full time

Wondering what’s within Beckman Coulter Diagnostics? Take a closer look.

At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.

Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher: Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges.

Responsible for establishing and building robust relationships and improving them in driving new profitable sales opportunities in the MOH Segment

KAM will be responsible for large and complex Automation projects.

**Key Account Management**:

- To establish relationships with the Key decision makers and KOL s in the Institutional Segment
- To gather intelligence and be knowledgeable of the existing contracts in the market and the upcoming tender opportunities
- Successful Key Account Manager will be able to establish the appropriate network of contacts and develop customized solutions.
- Analyze impact of market trends and factors on customers
- Establish and build deep understanding of account needs, partners and driven situation
- Maintain a balanced and updated Funnel
- Drive profitable growth and close opportunities in large, sophisticated enterprise-named accounts by initiating, developing and/or delivering outstanding solutions that result in improved customer outcome
- The KAM will lead key activities such as: account planning, selling processes, post-sales implementation processes, follows/ adheres to principles of territory management with mínimal oversight.
- To promote the OTL business model and customize business solutions, reagent deals, OTL, GPPRR for the accounts
- Work closely with the WITS & Sales management team to promote the competitive advantage of BC Solution
- Establish the needed relationships at the account level to drive winning competitive TLA accounts
- Promote the Direct entity at the Institutional segment level
- Negotiate long term contracts
- Retaining profitable Accounts by ensuring outstanding service

**important metrics**:

- Institutional segment Funnel size
- Number of Institutional hospitals win
- Institutional segment hospital category
- Institutional segment market penetration
- Profitability per account

**Working with Cross Functional Teams**:

- Work closely with the Sales manager and TP companies to close any menu gaps
- Work to promote specific initiatives at the account level such as performance partnership programs
- Engage in DBS initiatives to drive TLA institution wins

**Knowledge / Experience Required**:

- B. Sc. Degree in Medical Laboratory
- Previous experience in a similar role
- Diagnostic/ Laboratory experience
- Proficient in English & Arabic
- Robust understanding of the laboratory day to day operations
- Strong relationship with KDM at all levels within the IVD industry
- Prior working experience handling GPPRR business models
- Strong eye for business and attention to details
- Ability to effectively lead resources and customize solution for large accounts.
- Ability to work closely with the different partners

**Required behavioural competencies**:

- Great teammate with a proven ability to coordinate efforts amongst all partners
- Proven track record in identifying market opportunities and capturing market share
- Good analytical skills and agility in spotting TLA opportunities

Jeddah office

When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful **Danaher Business System** tools and the stability of a tested organization.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

If you’ve ever wondered what’s within you, there’s no better time to find out.

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