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I&A - Key Account Manager - Life Science

Oxford Instruments

United States, Massachusetts, Concord

300 Baker Avenue (Show on map)

May 20, 2025

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I&A - Key Account Manager - Life Science

Date:

20 May 2025

Location:

Beijing, CN

Job Function:

Commercial

Business Unit:

Andor Technology

Role Details

Business, Location:	Imaging & Analysis (I&A), Beijing, China
Role:	Key Account Manager - Life Science, I&A, North China
Reports to:	Regional Sales Manager - North China I&A
Direct Reports:	None
Primary Purpose:	This is a key appointment for the successful development of I&A life science products and solutions. This role will aim to grow the market coverage of full I&A life science products and solutions.

Key Responsibilities

* To well understand the I&A life science products and solutions, including confocal microscope, IMARIS software, RAMAN confocal microscope, AFM & EDS.

* To well understand customer's job-to-be-done and promote related product/solutions.

* To develop and manage the implementation of the sales strategy in line with I&A Business plans.

* To develop Key Opinion Leaders (KOL) and Key Account (KA) in designated territory and maintain strong intimacy to enlarge I&A influence.

* To plan and organize marketing events with KOL/KA, including seminars, workshops, webinars and training school to enlarge market presence, with the support from application, BD and marketing team.

* To work with I&A stakeholders to win as one team with improved sales coverage and efficiency.

* To develop & expand direct sales coverage to achieve annual sales targets.

* To develop and work with partners with due diligence checked to further increase market share.

* To provide high level market/competitive information contributing to the overall strategic direction of I&A.

* To provide formal weekly & monthly reports on territories with accurate forecast.

* To drive a strong pipeline in CRM and update actively.

* To work with commercial team to complete order booking, shipment driving and balance collection to increase the cash flow.

* To work with service team to coordinate service problems solving and increase customer satisfaction.

* To prepare channel partner agreements and due diligence with the guidance of legal team.

Indicative Performance Measures

* Sales volume and value for I&A life science products and solutions

* Leads generation & pipeline management

* Marketing events effectiveness

* Market coverage and market share

Person Specification - Essential requirements unless stated

Education / Qualifications:

Essential

* Master's degree majored in Biology related subjects

* Understanding of I&A relevant scientific applications

* Understanding of I&A relevant technologies

Professional Skills/ Abilities:

* Candidates should have proved successful experiences leading project-based cases to sell high value products/systematic portfolio.

* Demonstrated ability in selling complex systems to end user customer.

* Good learning agility, the candidate should be able to learn product and understand market/customers rapidly

* A strong network in relevant research & industrial communities to facilitate creation of new opportunities.

Personal Qualities:

Communication

* Strong team-work spirit.

* Ability to handle pressure.

* Open and frank communication within the team

Motivation & Drive

* Is driven and enthusiastic, which encourages commitment from others.

* Responds positively to problems and uses them as an opportunity to do things differently or better.

Delivering Results & Continuous Improvement

* Is flexible and able to revise the plan when needed.

* Highlights areas for continuous improvement.

Customer Focus

* Able to build and mature effective business relationships across a wide variety of cultures, personalities and sectors

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