Senior Manager - Global Key Accounts

Senior Manager - Global Key Accounts

Remote

Regular (US Only)

MERIEUX NUTRISCIENCES

As a trusted partner, our Public Health mission is to make food systems safer, healthier and more sustainable. Throughout our global network in 27 countries, we offer to our customers a wide range of testing and innovative solutions dedicated to preventing health risks related to food, environment and consumer goods. External growth has been a key pillar of our history with more than 40 acquisitions completed in the last 10 years.


If you want to contribute to an inspiring long-term purpose, to be part of a fast growing company on a high-value market with significant build-up opportunities, and to grow in an entrepreneurial and warm environment, join us!

YOUR DAY TO DAY LIFE

We are looking for a Senior Manager - Global Key Accounts in USA. Your mission will be to:

This position develops and defines growth opportunities with assigned Global Key Accounts. This position also has the responsibility to increase strategic control of these accounts with regards to managing customer relationships, business opportunities, high-level negotiations and offers, account development with new services beyond analytical services, network organization, project coordination /facilitation and resource planning. Responsible for leading and developing an assigned Key Account team, to create a Centre of excellence for best practice and business contingency as well as driving customer centricity and satisfaction in the dedicated team.

YOUR PROFILE

Qualifications Required
Knowledge of Food testing, typically obtained from a degree in Microbiology or Chemistry is helpful in fully understanding the complexity of the services provided by the company.
Strong knowledge of sales techniques is helpful in presenting information to potential clients.
Experience in food processing or quality assurance is recommended to identify the concerns and challenges of clients and potential clients.
Decisions made by this position may impact the department's strategic personnel goals and client's and potential client's satisfaction.
A broad knowledge of food safety programs typically obtained from an advanced degree in Food Science, along with additional experience working within a laboratory or other technical services operations to better understand the services that are being communicated.
Experience working internationally is helpful in working to provide solutions to customers and prospects at an international level.
Must have strong communication skills to build relationships within the company as well as with clients.
The ability to negotiate is necessary while working with clients in order to achieve the highest revenue possible for company services provided.
Strong management skills are necessary to appropriately manage key accounts clients.
Strong interpersonal skills and abilities to drive teamwork.
The initiative to make suggestions regarding pricing, value added service opportunities and account management with accounts. The parameters of each situation will determine the guidelines for solving any problems. Little written policy is available for guidance. Recommendations are made to the Division Vice President if a solution is not readily available.
Some management experience required for developing and leading the assigned accounts team under general direction from the Snr Director Global Key Accounts.
This individual is responsible for achieving specific goals established with the Snr Director Global Key Accounts.
Provide guidance to direct reports on customer centricity best practice & improving customer satisfaction.
Daily activities proceed at the discretion of the incumbent.
Direct reports, Laboratory directors, business unit leaders and client service personnel must be kept informed of activities to ensure that client needs are met. The incumbent is seen as a subject matter expert, and a resource to others within the local management team,customer care reports, general customer care, business unit leaders, clients and Sales Leadership. The incumbent must analyze current situations and determine the optimal course of action within guidelines set by the supervisor. Problems are unique to each situation and may require immediate action. Information must be accurate and current to provide quality service to the client. Resources may not be readily available and the incumbent must use own expertise to address the problem. Resolutions of problems require extensive research and analysis of situations to avoid future occurrences.

Qualifications Desired
BS. Microbiology, Chemistry, Food Science or related needed
Proven experience (3 years) in Account Management
Supervisory experience, with driving goals and execution with team members.
Essential Functions and Responsibilities
Identify potential business growth opportunities by working with assigned Global Key Accounts, based on existing activities and potential for development. Evaluate potential for development with suppliers to key accounts.
Manage database of relative information for Global Key Accounts. Ensure information is up-to-date and includes information collected from the Silliker network and directly through direct relationships with clients. Use CRM, and other appropriate tools,when available and/or maintain separate files to collect and organize data.
Develop plans that maximize the use of Silliker services with each account. Ensure appropriate direct contact with customers, as well as coordination of actions with all necessary Silliker resources.
Define systems, structures and processes necessary to make Silliker a Premier partner for assigned Global Key accounts; in particular, drive changes within Silliker that are important to improve Silliker capability to win Global contracts (i.e. homogenization of processes, pricing, methods, customer service, ...)
Actively negotiate or coordinate negotiations at North America (US/Canada/Mexico) level for global/international accounts and coordinate with Global team members as necessary.
Coordinating and/or answering global/local/regional requests from customers or prospects.
Driving the overall profitability of Global Key accounts
Responsible for communicating Key Account Status and actions plans to main stakeholders within Silliker network.
Develop and lead direct reports as part of an assigned Key Account team
Provide guidance to direct reports on customer centricity best practice & improving customer satisfaction.
Establish customer excellence fundamentals and set goals for direct reports to achieve these in their daily tasks.
Develop a "resource" centre for assigned account team that highlights e.g. best practices, subject matter expertises, marketing content, customer successes.
Provide guidance to the assigned account team on Key Account Management activities (customer mapping, value selling, customer development, pricing, contract management, partnership initiatives).
Responsible for reporting key metrics that are relevant to measure performance
Support corporate quality and improvement process (TQM)
Other related duties as assigned.
At any time, the incumbent must behave and operate in an ethical and Code of Conduct compliant manner.

Communication
The incumbent has frequent contact with laboratory directors and managers, client service personnel, business unit leaders and technical directors to obtain service information for clients. Some teamwork is required with other personnel in similar positions as well as with corporate groups including: marketing, IT, Research and Technical Services.
This position makes frequent telephone calls to clients and potential clients to determine their needs and interest level in Merieux NutriSciences and services, and to further qualify and segment leads and develop proposals. In order to provide quality service, information given to clients must be accurate and current. The position is responsible for the communication of information to clients and potential clients. Accuracy of information given to, or obtained from clients and potential clients is essential for developing good relationships. Defining the needs of potential clients is important in determining the qualifications of prospective clients. The position responds to clients and prospects' questions of a routine nature. The position may receive more complex questions that may require some research and follow-up.
The position has frequent 1:1 meetings and coaching sessions with direct reports and responsible for their development plans.
Incumbent is responsible for training sessions, or other platforms to share best practice and mentor assigned account team members.

Physical Demands and Work Environment
The incumbent works from their home office with proper lighting and temperature control. Occasional overnight auto and air travel is necessary for client visits and while visiting other laboratory locations. Incumbent is provided a company vehicle to perform these duties. Manual dexterity is essential to create work products on the computer. Incumbent must be able to enter a variety of workplace environments to gain clients. Incumbent must work within the territory they will be servicing.Travel can be anywhere from 20- 40%.

Compensation Package Overview:
Compensation Range $120,000 - $150,000 annual salary USD
Potential bonus: Up to 10% based on performance.

Full Time Eligible Benefits Overview:
Comprehensive medical, dental, and vision insurance plans.
Generous paid time off (PTO) package to support work-life balance following state and local ordinances.
Optional 401(k) plan with employer matching contributions.
The information above provides a general overview and may vary based on specific job responsibilities, location, or other factors. Details will be clarified during the hiring process.

WHY JOIN US?

• Because you would contribute to an inspiring Public Health purpose, supported by long-term and visionary shareholders.
• Because you would have an impact on our strategic pillars that build on 50 years of experience and expertise.
• Because you would be part of a community of an enthusiastic and skilled group of people who love co-building together and serving a purpose bigger than them.
• Because you would be welcome as you are , in a diverse and open-minded environment that is rich in our singularities and differences.
• Because you would grow in an international group of more than 8200 fantastic team members , with plenty of opportunities to learn and share.

Ready for the journey?

To apply please click on 'Apply now' button