Job Summary
Results-oriented Key Account Manager to drive sales of laboratory instruments, reagents,
consumables and technical service solutions to pharmaceutical and biotech customers in
the UK.
The role is fully focused on commercial performance, strategic account development and revenue growth. The position operates in collaboration with others departments as Technical Support,Procurement, Customer Service and Marketing Services.
Key Responsibilities
• Own full sales responsibility (revenue, margin, pipeline) for accounts mainly in
pharmaceutical and biotech segment.
• Drive sales of laboratory instruments, reagents, consumables and technical service
contracts supporting R&D and Quality Control laboratories.
• Develop and execute strategic account plans to increase penetration and share of wallet
across product and service portfolios.
• Lead the entire sales cycle: opportunity identification, qualification, solution positioning,
negotiation and closing.
• Build strong relationships with key customer stakeholders, including Laboratory Managers,
R&D and QC Heads, QA, Procurement and Technical Decision Makers.
• Manage complex negotiations, tenders and framework agreements at local and regional level.
• Coordinate internal resources (Product Specialists, Customer Support, Field Service
Engineers, Marketing, Quality) to support sales activities and win deals.
• Maintain a strong and accurate sales pipeline and forecasting discipline using salesforce CRM.
• Identify recurring revenue opportunities through service contracts, maintenance
agreements, Capex and consumables replenishment.
• Monitor market trends, customer needs and competitor activity to proactively adapt sales
strategies.
• Ensure compliance with corporate policies, quality standards, regulatory and ethical
requirements.
Preferred Requirements
• Bachelor’s degree in Life Sciences, Chemistry, Pharmacy, Engineering or a related field.
• About 10 years of experience in B2B sales or Key Account Management within laboratory
instrumentation, reagents, consumables or technical services.
• Track record in capital equipment sales combined with recurring revenue
streams (consumables and service).
• Strong understanding of laboratory workflows in pharmaceutical R&D and Quality Control
environments.
• Excellent negotiation, closing and account development skills.
• Ability to manage complex, multi-stakeholder sales processes in matrix organizations.
• Strong commercial and financial acumen (pricing, margin management, deal structuring).
• Self-driven, resilient and target-oriented; comfortable working independently.
• Fluent in English; additional languages are a plus.
• Willingness to travel as required.
Ideal Profile
The ideal candidate is a pure sales professional with deep knowledge of laboratory solutions,
capable of selling high-value instruments alongside reagents, consumables and service
contracts. They excel in multinational environments, manage complexity without formal authority.