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Key Account Manager | Life Science Recruitment (m/v/x)

Human Resources

Sales & Marketing

Functieomschrijving

The Key Account Manager we are looking for:

  • acts as a trusted advisor for clients
  • is responsible for the market positioning and commercial development of our customer’s business lines
  • is responsible for drawing up, following-up on, and meeting a challenging budget in consultation with the Sales and Business Directors
  • is responsible for managing tenders in terms of negotiation and following-up with the customer
  • reports to the Sales Director

In detail:

  • Sales and Market approach strategy
    • Acquire market knowledge and, in consultation with the Sales Director, develop and implement a sales and market approach strategy.
  • Market share responsibility
    • Increase market share and the gross contribution of the Business Lines.
    • Increase customer satisfaction.
  • Commercial responsibility: further develop the business at a national level (within an assigned technical specialisation).
    • Generate business with new customers: Identify, approach and independently acquire new (potential) Key customers
    • Expand business with existing customers: Manage relations with existing customers in order to identify and approach new potential business with our existing customers and contribute to the business lines’ results
    • Expand the network in the life science network.
    • Ensure the administrative process is carried out correctly in accordance with the guidelines and procedures (such as registration in Salesforce) to ensure information transfer is complete and up-to-date.
  • Budget responsibility
    • Collaborate with the Sales Director and with the Business Directors in drawing up the annual budget in terms of sales, margin, costs, and regularly prepare results’ forecasts to ensure there is a maximum contribution to market share, revenue, net contribution and customer satisfaction.
    • Draw up a business plan in consultation with the Sales Director/Business Directors that refers to the Life Sciences policy and clearly states the individual objectives of all offices.
    • Every quarter, a review of the business data is carried out with the concerning Sales Director/Business Directors.
  • Client relationship management:
  • Build strong and long-term client relationships and acts as a trusted advisor for our existing and new clients.
  • Is able to map and analyze the value chains of our existing clients and has a thorough knowledge of our client’s value chains
  • Is familiar with solution-based selling and uses a consultative sales approach: Rather than just promoting Life Science’s services, the focus is on the customer’s pain(s) and addresses the issue with services.
  • Active customer and prospect management:
    • Ensure there is active customer and prospect management to increase turnover, margin, and the net contribution of Life Sciences:
      • Have a complete overview of our client portfolio in all service lines
      • Further develop the business with existing customers;
      • Expanding the customer portfolio using active prospecting.
    • Establish, develop, and maintain commercial contacts with customers and prospects at different levels. Draw up and win complex quotation processes.
    • Actively work the market to achieve specified sales targets.
    • Is ultimately responsible for implementation and management of a specific client portfolio.
    • Initiate and nurture cross-selling activities for own business as well as for all Life Sciences entities.
    • Acquire and further develop insight into the assigned market segment and its changes and needs with a focus on analyses of market performance and competition.
    • Inform and support colleagues within Life Sciences so they have the necessary knowledge about the various services, know how to apply the corresponding work methods correctly, and are able to use the services effectively as part of the commercial process.
  • Tender responsibility:
    • Tender management: responsible for handling the entirety of the tender process: RFI, RFQ
    • Draw up and present our value proposition to the customer
    • Customer negotiations
  • Regularly and accurately reports to the Sales Director/Life Sciences Director(s) about results achieved so timely action can be taken.
    • Regularly draw up in-depth customer and prospect analyses so we can identify the customers with whom current turnover can be significantly expanded, report on the results of commercial initiatives.
    • Adjust the business plan based on results.
  • Develop new services for Life Sciences:
    • Propose new solutions based on the market information obtained (market trends, suggest solutions and innovative ideas to meet client’s needs,…).
    • Elaborate a business case and calculate the ROI in collaboration with the Business Unit Director.
    • Develop a go-to-market strategy
    • Sell the new solutions to a pre-defined target group
  • Project management – any additional roles:
    • Set up, develop, and support projects to support the organisation
    • Additional roles can be assigned based on the business unit

Onze klant

Locatie: HQ Groot-Bijgaarden

Our client specializes in contracting, recruitment, selection and outsourcing services for highly skilled professionals in the life science environment. Their specialists provide flexible solutions: through staffing, outsourcing or consulting, they look for the right people for their customers and their projects.

Uw profiel

  • Has at least 7-10 years of commercial experience in an account management role and has a strong affinity with the life science business.
  • Educational level: Minimum bachelor level, preferably in marketing, finance or a commercial degree.
  • Results oriented: The drive to do a good job and exceed imposed or self-defined standards or objectives.
  • Customer-Oriented: Investigates the wishes and needs of (potential) (internal) customers and acts accordingly. Anticipates and responds to customer needs. Initiates, promotes, and supports the delivery of products or services in a manner that exceeds customer expectations.
  • Teamwork and Collaboration: Contributes to a collective result even when the collaboration involves an issue that is not directly part of his own job.
  • Initiative: Seeks out opportunities and takes appropriate action. Prefers to act on their own initiative instead of waiting passively.
  • Technical Insight: Has the skills, knowledge, and capabilities to master the specific aspects of the technical content of our client’s businesses.
  • Analytical Thinking: Can break down (complex) problems, processes, or projects into their constituent parts; analyses underlying causes in a systematic way and develops clear criteria for making decisions.
  • Flexibility and Adaptability: Can adapt behaviour and approach efficiently to the situation and people involved to achieve a certain goal.
  • Planning and Organising: Can plan and organise work efficiently in line with organisational needs for himself and others by setting goals, allocating time and resources correctly, and anticipating priorities and needs.
  • Persuasiveness: Behaves in a manner that convinces others about a particular viewpoint and gains approval for certain plans or ideas.
  • Strong business acumen and be able to come up quicky with creative and client-focused solutions.
  • Eagerness to learnand strong networking skills
  • Fluent in English and Dutch or French.
  • Class B driving license.

Wij bieden

  • First of all, a challenging job in a fine organization
  • Colleagues with drive, passion and team spirit. ‘Work hard, play hard’ is one of their slogans
  • The possibility to further develop and evolve your knowledge and skills within the organization
  • An attractive salary with extra-legal benefits. In addition to meal vouchers we also offer a fixed monthly allowance, company car, group and hospitalization insurance and a telephone subscription. In addition, you can enjoy an attractive bonus system and there are various incentive options
  • Work location: Groot-Bijgaarden / Wavre / Temse

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