Key Account Manager - BioPhotonics

OVERVIEW:

Jenoptik, the world’s premier supplier of OEM optics-based solutions for the life sciences, semiconductor, and industrial markets is fast growing and we are looking for a Key Account Manager (KAM) to join our rapidly expanding BioPhotonics team and manage our Western region accounts.  As the key liaison between our customers and Jenoptik, the KAM will establish new customers and grow our existing relationships in the fast paced biotechnology market.

As a KAM for Jenoptik you will have the opportunity to work with our worldwide development staff to team with Tier 1 customers who are solving some of the world’s toughest biotech problems.  This position presents a unique set of challenges and offers room to grow in a diverse and interesting company.

RESPONSIBILITIES INCLUDE (BUT ARE NOT LIMITED TO):

• Be the face of Jenoptik in the BioPhotonics market
• Work collaboratively with global teams to develop Key Accounts to help increase global market share
• Facilitate business development through frequent customer visits and demos, building relationships with customers and key influencers
• Work closely with customers’ and JO development teams to fully understand customers’ needs and technical requirements.  Communicate this information both ways
• Function as primary point of contact for the customer and support inside sales in resolving issues with customers.
• Develop, present and negotiate NDAs, master service and/or supply agreements, and contracts with customers
• Active involvement in development and execution of budgets, forecasts, quotes, and contracts for the assigned markets.
• Contribute to the development of JENOPTIK’s product and technology roadmap
• Develop an understanding of market segmentation, application and customer needs, competition, market trends and dynamics to support strategies to target new opportunities and threats
• Regular participation in formal business reviews for worldwide executive team
• Drive product line decisions including product changes, resource priorities, obsolescence, etc.
• Set product line pricing strategy and work with sales team on proposals for larger opportunities
• Coordinate with other JENOPTIK entities with regard to marketing activities (trade shows, advertising, customer visits. etc.)
• Be willing to “step outside of the box” and take on new responsibilities as the needs arise
• Have fun…

REQUIREMENTS:

• Minimum 10+ years solutions selling experience
• Minimum 10+ years industry experience selling solutions to life science instrumentation OEMs
• Bachelor’s degree in Engineering or equivalent experience with a focus on biotechnology instrumentation a plus
• Excellent communication skills, both written and verbal. Ability to prepare and present effective technical product presentations, and communicate professionally in written responses to emails, RFQs, and reports.
• Team player and works well in complex, cross-functional, global situations
• Experience selling photonics based products
• Strategic selling skills for complex sales (Miller Heiman or equivalent training a plus)
• Self-motivated, self-managing team player
• Ability to travel (domestically and internationally)
• Must possess “soft skills”: conflict resolution, negotiation, creative problem solving, and influencing
• Ability to work with others in a global management matrix structure
• Experienced with Customer Relationship Management software (CRM)
• Knowledge of German language a plus
• US Citizen or qualified U.S. worker.

PHYSICAL REQUIREMENTS:
The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use of hands or fingers to handle, or feel objects, tools or controls and keyboarding; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk and hear.
The employee must occasionally lift and/or move up to 25 pounds.