Key Account Manager

This remote role is based in California, preferably in the San Francisco Bay Area.  

You own the OEM key accounts and negotiate contracts in this vital role. This position generates new leads for the Partnering Business (PB) and focuses on building and maintaining relationships with established customers.

Core Responsibilities and Essential Duties: 

• Manage the allocated existing Partnering systems accounts in the Americas region. This entails sales and gross profit responsibility.
• Reach targets for the allocated partnering systems accounts.
• Build business cases for new prospects and clients for potential deals through an established internal gate review process.
• Develop the business in the region for the Tecan group's current and potential future products, with the exception of components.
• Formulate quotes, statements of work, development, and supply agreements working with Legal and Executive leadership teams.
• Develop a shared account approach with Partnering Components and Life Sciences group colleagues.
• Develop sales funnel with new leads and opportunities primarily targeting Diagnostics platform development opportunities (Genomics (MDx, NGS, PCR), Cell Biology, Mass Spectrometry, and Immunoassay)
• Assure long-term, partnership-type relations with the Partnering Systems customers and the ability to navigate the different executive-level contacts at a prospect account.
• Close new projects with R&D funding through engineering income, feasibility units, and various support packages.
• Grow the strategically important partnering systems business for new platforms and customized development types of projects profitably.
• Responsible for annual order intake/sales and pricing / gross profit margins.
• Ensure customer retention and widen customer base.
• Work and collaborate with Tecan-wide sales colleagues.

Minimum Training, Work Experience, and Educational Requirements:

• 5+ years experience in managing large accounts in an international environment
• 5+ years of sales experience in the IVD or Life Science field with existing contacts
• Management of large accounts (ability to talk 1:1 accounts on high, VP-CEO level on technical, application, and all kinds of operational issues)
• Bachelor's Degree in Life Sciences or Engineering
• Technical background in the Medical, IVD, or Life Science industry.
• Business Development Experience
• Strategic selling
• Negotiation and bringing complex business-to-business contracts to signing

Compensation and Benefits:

• Annual Compensation Package up to $210,000.00 DOE (Combined base + Commission)
• Medical, Dental, and Vision
• Health Reimbursement Account
• Health Savings Account/Flexible Savings Account
• 401(k) Employer match on employee’s first 6% contributions
• Long/Short-term disability insurance
• Employee Assistance Program (EAP)
• Accident, Critical Illness, & Hospital Indemnity (Guardian)
• Legal Shield/Identity Shield