Key Account Manager (DxRx) UK and EU
Northern Ireland /
Sales – KAM Team /
At Diaceutics we believe that every patient should get the precision medicine they deserve. We are a data analytics and end-to-end services provider enabled by DXRX - the world’s first Diagnostic Network solution for the development and commercialization of precision medicine diagnostics. Diaceutics has worked on every precision medicine brought to market and provides services to 36 of the world’s leading pharmaceutical companies. We have built the world’s largest repository of diagnostic testing data with a growing network of 2500 labs in 51 countries.
The Diaceutics business model is one that synergizes multiple inputs and research data streams to guide pharmaceutical clients in precision medicine and diagnostic strategy. This full-time permanent role will report to the Deputy Global Head of Sales.
DXRX is an end-to-end solution for the development and commercialization of Precision Medicine diagnostics, from biomarker discovery to in-market test availability.It enables a vibrant marketplace where all stakeholders in Precision Medicine come to find trusted partners and collaborations in a secure, standardized way
The DXRX, Key Account Manager will drive sales revenue with prospective and existing pharmaceutical clients to get them engaged on the DXRX platform. They will act as a client advocate to deliver the highest possible professional standards, work cross functionally on project strategy and insights, identify new business opportunities, and build an extensive business network within Key Clients. The role will be committed to achieving sales targets by addressing clients’ business goals with DXRX – The Diagnostic Network, other Diaceutics solutions and working with the Diaceutics Technical Domain Experts and Project Managers to ensure customers receive quality deliverables.
The individual will be highly skilled in identifying needs and requirements of pharmaceutical clients and matching these to Diaceutics solutions contained within DXRX and the broad service portfolio. The successful candidate will be responsible for developing the pipeline, through relationships, collaborative partnerships and strategic planning. The candidate will diligently update the Company CRM and Business Development tools.
Duties and Responsibilities:
Identify clients’ needs
•Actively listen and quickly identify business opportunities from client interactions.
•Ability to ask the right questions and the right time to discover business opportunities
•Critically analyze our client’s pipelines, scientific literature, environmental situations and business reports to identify where Diaceutics solutions can be positioned to support our customers’ business needs and articulate the benefits to our clients.
•Have an up to date, knowledge of precision medicine and be able to have a peer to peer discussion with our clients.
•Present the full range of Diaceutics solutions confidently, with a focus on DXRX, in a way that shows the differentiated benefits of working with Diaceutics.
•Ensure a high degree of professionalism and diligence in the contracting with clients to ensure Diaceutics is an easy partner to work with.
•Negotiating with and influencing existing and new clients.
Measuring and reporting
•Proactively track and measure core KPIs in line with Diaceutics’ CRM program.
•Be accountable for the reporting on key account BD activities to senior leadership.
•Conduct new business prospecting based on company data analytics and development of specific company profiling and thorough business plans. Drive persistence to pursue follow on and lateral opportunities across client portfolios.
Building trusted rapport with clients
•Effectively network with the relevant stakeholders and decision makers across all functions within our target clients. Actively pursue symbiotic relationship with senior leadership.
•Delight our clients, ensuring the correct products and services are delivered to the highest standards in a timely manner.
•Suggest solutions and innovative ideas to meet client needs.
•Handle challenges and questions in a timely and effective manner.
•Deep life sciences industry knowledge with practical expertise in sales cycle ownership and execution.
•Proven experience selling data and / or consulting services from across any of the Data providers, CRO services or Life Science Business Consulting marketplaces.
•Preference is given for commercial experience in Oncology, Clinical Diagnostics and Precision Medicine.
•The ideal candidate will have experience in selling complex, high value services, data analytics and strategic planning products into commercial teams at biopharmaceutical organisations
•Strong interpersonal skills with aptitude in building relationships with professionals of all organizational levels with the ability to establish and maintain successful networks.
•Excellent organizational skills with the ability to self-motivate and diligence in CRM management
•Strong strategic mind set with the ability to plan and execute and manage accounts to drive future business opportunities. Experience building and executing Account Plans is essential.
•Goal oriented with a high achiever mindset and proven track record delivering and exceeding annual sales targets.
•High levels of impact and influence – both internal and external across different functions.
•Strategic thinking, problem-solving ability, customer focus.
•Entrepreneurial, positive, can-do attitude that seeks to identify innovative solutions.
•Excellent communication skills (written & spoken) with individuals from different cultural, professional and academic backgrounds, including the ability to simplify complex issues.
•Bright, conceptual, quick learner, able to quickly assess a situation and generate new insights and actionable ideas.
•Effective learning agility with an aptitude to learn, understand and communicate detailed technical/medical terminology and to maintain an appropriate knowledge level.
General Education and Experience:
1. Education – Bachelor’s degree required in life sciences, business administration, economics, statistics, computer science or a related field. MBA or higher degrees are preferred.
2. Experience – Min 3-5 years of sales experience in life sciences consulting, data services, CRO pharmaceutical or IVD industry. Commercial experience in data services is preferred.
3. Demonstrated experience with driving revenue within existing clients and in developing new prospects.
4. Computer and Software Knowledge and Skills – Proficient in Microsoft Office Suite, skilled user Excel and Powerpoint. Experience of CRM / SFDC is advantageous
Life at Diaceutics
We are a multi-cultural, diverse team spanning 23 countries around the world with current expansion across Asia. One thing we all have in common is that we are dedicated people who are passionate about patient outcomes. 80% of our employees work remotely and we collaborate together as a global village. At Diaceutics, we live by our values, The Diaceutics EFFECT. Our employees are Empowered to take responsibility for their own personal development, encouraged to use strategic Foresight in leadership decisions, to build positive working relationships through Fun and productive engagements and to think independently like an Entrepreneur where the best idea wins no matter who said it. Communication flow is a key part of our inclusive working culture where team building leads to camaraderie and Trust between co-workers. We hire smart, fun people who care about our mission and about each other. Some interesting points about us:
• Competitive salary (and attractive bonus scheme dependant on role).
• Training and development budgets for every team.
• Remote / Virtual Working.
• 9 Day Working Fortnight
• Generous Annual and Public Holiday allowance.
• Healthcare (including Vision and Dental) and Additional Benefits.
• Enhanced Maternity and Sick Pay Provisions.
• Robust Performance Management Framework and Individual Development Plan.
• Generous Staff Referral Scheme.
• Dedication to positive working culture with regular health and wellbeing activities and annual company get together.
This particular role has a Commission Scheme.
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