Key Account Manager (Remote)

At The Binding Site we provide innovative medical solutions that improve the diagnosis and management of blood cancers and immune system disorders worldwide. We are committed to working in collaboration with our partners and customers to lead the way in specialized medical diagnostics, ensuring we continue to make a difference together. If you are passionate about improving patient lives, please click to apply.

**This position requires travel that covers a large territory (Texas and all states to the West of Texas)**

KEY ACCOUNT MANAGER JOB SUMMARY

The Key Account Manager manages all sales aspects of the Company’s instrumentation within the assigned area, as well as runs the strategy for the area key accounts. The Key Account Manager will work very closely with the Area Sales Director, supporting the team within that region, to build an instrument bank for existing and new products and drive overall growth opportunities within our large key customers.

QUALIFICATIONS AND REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to travel regionally, up to 3 days/week as required to meet performance goals required
• Bachelor’s Degree in Scientific discipline (biological or chemistry-based science) strongly preferred, or equivalent education and work experience
• Minimum 5 years’ experience in laboratory and/or capital equipment sales required
• Experience negotiating contracts at executive levels strongly preferred
• Experience in Consultative, SPIN and/or Strategic selling preferred
• Strong time management and organizational skills
• Ability to motivate and develop teams as well as work independently to implement strategies to meet sales targets and project deadline

ESSENTIAL DUTIES AND RESPONSIBILTIES

• Works closely with Area Sales Director and Account Executives/ Managers (ASDs/AEs) to develop and maintain adequate analyzer prospect bank.
• Develops the strategy and the tactics to increase our test utilization in large key accounts.
• Understands and effectively articulates our compelling business case and economic value proposition to our customers within IDNs, GPOs, regional healthcare systems, providers, and hospital laboratories.
• Develops and cultivates advocacy to drive sales and market growth collaborating with established customer assignment.
• Collaborates with the Account Executive (AE) and Manager to identify and execute on new opportunities for growth at current large key accounts.
• Communicates and updates regularly with the sales teams and Area Sales Directors on activities at the accounts that they are involved in.
• Develops successful new strategies to tackle complex large scale accounts or difficult competitive situations.
• Keeps up-to-date records in the Customer Relationship Management system to ensure accurate communication of the activities.
• Works with local AEs to establish pricing and negotiation strategy, to continue to drive sales process.
• Presents business reviews and formal proposals for key decision makers.
• Liaises with the Technical Service department to ensure all customer complaints are resolved to both customers’ contractually agreed guidelines and the company’s satisfaction.
• Maintains product knowledge and stays up to date on new product information, technical updates, company policies, discount schemes, etc. as they become available.
• Produces and gives professional presentation in line with the corporate image, at the C suite level.
• Travels with the AEs to prospect for and drive sales.
• Develops appropriate documents to support the sales team in selling analyzers and work with Marketing to ensure the appropriate collateral is available for the promotion of the instrument.
• Gathers and provides accurate feedback from the field to ensure the continual improvement and new product development activities are in line with market needs.
• Meets annual placement goals for analyzer and reagent sales forecasts.
• Provides updates, sales tools, and communications on specific instrument related projects to the sales team in a timely fashion.
• Works with the Product Manager to ensure hardware and software changes are in line with market requirements and communicate with the sales team on timelines and benefits of any changes.
• Keeps appropriate documents to track status of analyzer activities in the field and develop strategies and tactics to drive these to closure to meet sales goals, such as the Forecast.
• Attends tradeshows when required by the Company, i.e., the AACC meeting.
• Presents appropriate sessions at all National Sales Meetings to meet set goals.

PHYSICAL DEMANDS AND WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The employee will be required to stand and/or walk up to 5 hours a day and sit for up to 8 hours a day; use hands to handle or feel objects including keyboard and telephones
• Employee must be able to travel by various forms of transportation, most frequently car and airplane, to visit customers face to face. May require long periods of time sitting while traveling
• May need to reach with hands and arms; climb stairs; balance, stop, kneel, or crouch
• Employee will be required to talk and hear and have specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus
• Employee may occasionally lift and/or move up to 20 pounds. May be required to lift larger amounts when traveling (i.e., luggage)
• The noise level in the work environment will vary by location but is usually moderate

COMPANY BENEFITS

The Binding Site provides this position with a competitive total compensation. We offer a generous medical plan *with a company-funded Health Reimbursement Account (HRA)**. We also offer dental, vision, life, and FSA plans. Our 401(k) benefits has a very generous employer contribution. (It is more than a company match, it is a contribution.)

*Currently, medical premiums are 100% company paid for employee only

**Currently, HRA is 100% co-funded for both employee and employee plus coverages

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The Binding Site, Inc. is an equal opportunity employer dedicated to non-discrimination in employment. We select the most qualified individual for the job based on job-related qualifications regardless of race, color, age, sex, religion, national origin, disability, ancestry, marital status, credit history, sexual orientation, arrest and court record, genetic information, veteran status, or any other status protected by federal, state, or other applicable laws.