Account Manager, South China

Summary

The role will work with other experienced professionals globally to actively drive growth and awareness of company’s products. They will be responsible, along with others in team, for implementing a strategic business plan and delivering to commercial targets within the region. They will support driving growth through established and new customers in China South region. A critical aspect of this role is to proactively co-sell and co-develop opportunities alongside our distribution partners, rather than simply managing them as channel intermediaries. They are supported by the Customer Service, Technical Support and Applications teams.

Key Responsibilities:

• Gathering potential key account information and identifying and closing new opportunities within hospitals, clinical laboratories, and diagnostic centres

• Contributing to planning to disrupt the existing NGS market

• Understanding of budget cycles, procurement processes, and the decision-making process in designated key accounts

• Delivering to the agreed commercial targets for MinION, GridION and PromethION systems

• Collaborate closely and co-sell with channel partners and distributors — joining them on hospital visits, co-developing clinical account strategies, and providing technical and commercial backing to drive mutual success in the clinical space

• Adhering to standard methodologies for tracking, recording and detailing relevant commercial intelligence from all customer interactions

• Handling weekly sales prospective information and reporting and updating the regional team
• Maintain accurate pipeline forecasting, opportunity tracking, and commercial reporting

Duties
Duties include, but are not limited to:

• Build and sustain close co-selling partnerships with dealers and distributors — acting as their go-to resource for Oxford Nanopore’s clinical technology portfolio, while jointly developing and executing territory account plans to expand clinical market coverageEstablish and Drive dealer/distributor relationships to expand the commercial reach within assigned territories
• Provide product updates to customers, prospective customers and partners
• Manage weekly sales prospective information and report/update to the Sales Management
• Gather potential key account information and identify and close new opportunities within Territory
• Understanding of budget cycles and clinical procurement/decision-making processesfunding cycles and decision-making process in Territory
• Delivering to the agreed commercial targets for MinION, GridION, P2 and PromethION systems
• Adhere to best practices for tracking, recording and documenting relevant commercial intelligence from all customer interactions
• Ensuring CRM opportunity database is routinely reviewed and up to date and forecasting is accurate and up to date
• Any other duties as might be required within the remit and responsibilities of the post.

Qualifications/Experience:

• MSc degree (preferably in the Life Sciences)

• Proven track record as a commercial professional
• Proven experience in selling into clinical environments or complex hospital systems
• Experience of working under pressure with minimum supervision in a highly matrixed sales and service environment
• Experience working with CRM to track sales activity
• Proven track record as a commercial professional
• Proven experience in selling into clinical environments or complex hospital systems
• Experience of working under pressure with minimum supervision in a highly matrixed sales and service environment
• Experience working with CRM to track sales activity
• Knowledge of the clinical life sciences / molecular diagnostics landscapeKnowledge of the Life Sciences and clinical Markets
• Local knowledge of Chinese best business practices
• Strong communications skills, Chinese and English – written and verbal
• Good business sense and the ability to work to budgets
• Good organisational and time management skills
• Confidence and tact (particularly when dealing with senior clinicians)
• Positive, can-do attitude
• Team orientated approach to learning

Desirable Person Specification:

• Post graduate study in related scientific field
• Experience working with Clinical Pathology/Diagnostic departments highly preferred
• Experience within corporate/commercial markets highly preferred
• Proven experience selling complex products/services utilising a ‘consultative sales’ approach
• Strong presentation and negotiation skills
• Sound judgement and self-sufficient working style
• Ability to navigate complex multi-stakeholder clinical environments
  
  

Please note that no terminology in this advert is intended to discriminate on the grounds of a person's gender, marital status, race, religion, colour, age, disability or sexual orientation. Every candidate will be assessed only in accordance with their merits, qualifications and abilities to perform the duties of the job.