Global Key Account Manager Pharma

Company Description

We are SGS – the world’s leading testing, inspection and certification company. We are recognized as the global benchmark for sustainability, quality and integrity. Our 99,600 employees operate a network of 2,600 offices and laboratories around the world.

Job Description

PRIMARY RESPONSIBILITIES

As the Global Key Account Manager for assigned strategic accounts – you will establish strong relationships with and gain strategic insight on your global customers. You will develop Key Account Strategies based on a deep understanding of customers’ needs and SGS service offering, then work in close collaboration with local and regional teams to execute the global Key Account Strategy and achieve global sales and profitability targets. You will position SGS as a preferred provider for all analytical work to be outsourced, developing proposals in collaboration with local and regional teams, and recommending capabilities and pricing structures to meet the Business growth targets.

The Global Key Account Manager Health Science-Drug Development is primarily responsible for –

KEY ACCOUNT MANAGEMENT

• Management of Key Customer Accounts globally for an assigned number of global customers (also called ‘Strategic accounts’) with the aim to:
  • Maintain a strong global relationship between SGS and the assigned Key Accounts
  • Grow global revenue from the assigned Key Accounts
• Continuously strengthening the relationship with, and the strategic understanding of assigned Key Accounts by:
  • Analyzing in-depth the Key Account’s business, financials, strategic direction, key initiatives
  • Coordinating regular touchpoints with the relevant client stakeholders
  • Establishing new client contacts in various functions and layers of assigned Key Accounts’ organization
  • Organizing and leading global Business Review Meetings with the assigned Key Accounts and SGS operational sites with the aim to:
    • Identify Key Accounts’ needs and challenges to best improve SGS services
    • Position SGS as preferred service provider
    • Track customer satisfaction and SGS performance to drive Quality improvement
    • Grow global revenue from the assigned Key Accounts
    • Maximize SGS Network cross-sale
    • Exchange SGS and Key Accounts’ strategic outlooks to develop strategic partnerships
    • Assess new capability needs and innovation opportunities

COMMERCIAL OPERATIONS

• In close collaboration with local, regional teams and relevant SGS laboratories – coordinate global RFP/RFI for the assigned Key Accounts
• Lead RFP strategy calls, develop client proposals and prepare customer presentations
• In close collaboration with local, regional teams and relevant SGS laboratories – develop and implement global Key Account Strategies (including communication plan)
• Ensure client contractual compliance from a global commercial perspective (manage new contracts, contract amendments and extensions, discount and rebate schemes, etc.)
• Ensure that technical support is provided to Key Accounts and associated global/complex projects
• Ensure independent investigations are conducted in case of major customer claims

JOB SCOPE

• Business Unit: Health Science-Drug Development
• Global revenue per assigned Key Account: 1-30M €
• Number of assigned Key Accounts: 4-8
• Regulatory Environment: Complex, dynamic, regulated
• Customer Base: Across all geographies

REPORTING LINE

• Global Head of Commercial Operations (Health Science-Drug Development)

SPECIFIC RESPONSIBILITIES

• Support the Global Commercial Operations Team in various activities including:
  • Review of marketing content
  • Roll-out of new sales tools and client solutions
  • Improvement of internal processes (CRM, contract review, pricing alignment, etc.)
• Track the assigned Key Accounts’ revenue, funnel, opportunities (CRM, Sales Dashboards for visibility on pipeline and local sales activity, Revenue Dashboards for visibility of global Key Account spend)
• Keep relevant customer presentations updated
• Deliver customer presentations and consultations when required
• In collaboration with Global Quality Management, promote Quality Culture and Quality of operational service execution
• At all times, adopt a safe behavior by exercising due regard for the health and safety of SGS employees and clients, in line with SGS policies and procedures
• At all times, comply with SGS Code of Integrity and Professional Conduct

Qualifications

PROFILE

• Bachelor's degree preferably in Science (Biology, Chemistry, Biotechnology) and/or Business background
• Extensive sales experience in (Bio-)Pharmaceutical, Healthcare, and/or CRO & Laboratory Services industry
• Outstanding commercial acumen and ability to translate customer insight into account development plans
• Outstanding interpersonal skills and ability to expand customer relationships and business opportunities
• Experience negotiating MSAs or multi-site contracts
• Operational experience of CRMs
• Existing relationships with industry customers an asset
• A self-starter able to mobilize and inspire teams with a ‘can-do’ attitude
• Experience in multidisciplinary and multicultural environments
• Fluent in English (written and verbal) – other language(s) such as German would be an asset

Additional Information