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To develop and manage mutually beneficial partnerships between Refeyn and named key accounts, within territory. Work with TSS teams and Regional Sales Leaders around the globe to drive the development of named accounts across the globe. Build Refeyn's relationship with these Key Accounts to "trusted partner" status.
Responsibilities
As a first step build account profiles for the named accounts, both within the territory but also for sites around the globe. Where are the sites around the globe, what are the function of those sites, who are they key people, what biophysical characterization tools and technology does each site use, how are the sites connected to one another? Record this business intelligence using appropriate business tools.
Build a deep understanding of client requirements and build strong relationships with individuals at sites within territory and beyond. Develop solutions, products, and services with clients at KAs in ways that benefit both businesses and their clients. Ensure KAs and Refeyn team are in regular contact to ensure customer success with current and future installations of Refeyn products and services.
Be the main channel of communication between Refeyn and these accounts for all departments, including Marketing, Sales, Customer Support, Product Development and Management.
Brick wall these accounts such that Refeyn's competitors find it difficult to penetrate these accounts to the same extent, developing long-term strategies for client retention. Ensure all opportunities across these accounts globally are fully characterized and captured within the CRM and any connection between specific, intra and inter-site opportunities is understood.
Prepare and present regular KA updates for all internal Refeyn stakeholders.
Person Specification
Qualifications
Masters in biochemistry, molecular biology biophysics or other relevant subject.
PhD advantageous
Knowledge and Experience
* Minimum of 3 years Business Development experience
* Demonstrable knowledge of working with key accounts
* Extensive experience selling scientific capital equipment/analytical instruments to the R&D environment essential.
* Advanced knowledge of selling strategies and methods g. consultative sales and sales profiling frameworks etc.
* Advanced knowledge of CRM (SalesForce)
* Gone through a minimum of three planning cycles for their market or customer groups
* Knows the ropes of creating and executing on tactical sales plans
* Has owned and consistently achieved/exceeded targets
* Demonstrable experience of hunting and creating new business
* Has successfully pitched at key stakeholder level
* Has successfully led successful negotiations with key accounts
* Experience of coaching/mentoring someone more junior on the team
* Potential to be developed into a leader at their level
* An established network of customers for their market or customer groups preferrable
* A natural and confident communicator with experience of communicating to different audiences and cross-functional teams (e.g. key customers, Sales Operations, R&D, Product Management, Applications, Service & Support)
* Strong organizational and time management skills required
* Experience of working remotely and autonomously essential
* Hands-on experience with a variety of bioanalytical techniques
* CRM and ERP management
Company Values
* Bold
* Caring
* Creative
* Sustainable
Additional Requirements e.g.
* Right to work in relevant country required as standard for all roles
* Passport holder and ability to travel Yes/No
* Car/driver's licence with relevant insurance Yes/No
* Travel: Some/Moderate/Extensive
Why work for Refeyn?
Compensation And Core Benefits
* 25 days annual leave per year in addition to bank holidays
* Up to 7% employer matched pension contribution
* Private health insurance from day one plus critical illness cover, income protection and life insurance
* Give as You Earn and Cycle to Work salary sacrifice schemes.
Family Friendly Benefits
Refeyn offers the Enjoy Benefits Nursery Scheme to employees after 3 months, and new parents can benefit from up to 17 weeks fully paid maternity, adoption and shared parental leave, 4 weeks fully paid paternity leave, plus an annual allowance for emergency childcare.
Supporting your Development
All employees receive access to LinkedIn Learning which offers thousands of courses to support their personal and professional development. We also run frequent training sessions on both hard and soft skills.
Creating an Engaging Culture
Refeyn supports hybrid working where the role allows and offers flexible start and finish times. We also have a subsidized weekly lunch for onsite employees and a vibrant social calendar which includes holiday parties and midsummer festivals plus an annual team budget for managers to plan team-building activities.
If you have any questions or would like to know more detail, we'd love to hear from you !
Seniority level
* Seniority level
Mid-Senior level
Employment type
* Employment type
Full-time
Job function
* Job function
Sales and Business Development
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