About the opportunityThe Key Account Manager serves as the senior relationship manager with QIAGEN's most strategic Key Accounts in Oncology and Clinical Genomics, as well as select IDN's (Integrated Delivery Networks). This role is accountable for driving predictable instrument and revenue growth, expanding business partnerships, and maximizing the value of QIAGEN's full portfolio across assigned Key Accounts.
The KAM role combines executive-level communication and relationship management to a wide variety of buying influences from C-Suite to Strategic Sourcing, Laboratory and various other business units in each Key Account. The
KAM must display excellent competencies in business strategy, communication, data and finance composition, technical comprehension and delivery, and cross-functional managerial skills to organize various QIAGEN assets across the company and drive long term success in each Key Account. These skill sets are critical to ensure each KAM is expanding partnerships and increasing share of wallet across the entire QIAGEN portfolio at each assigned account.
Core Responsibilities- Create, retain and grow relationships with critical buying influences across C-Suite, Lab Leadership, Strategic Sourcing and Procurement at each assigned Key Account
- Drive portfolio-level growth through strategic partnerships, committed long-term contracts, menu expansion, automation, and workflow optimization aligned to customer priorities
- Consistently and accurately forecast instrument revenue, reagent revenue and services for each assigned Key Account on a monthly basis
- Work cross-functionally to act as the quarterback and senior point of contact for QIAGEN within the account, creating and owning collective strategy across all QIAGEN business verticals to ensure cohesive selling strategies for each Key Account
- Create and present recurring business reviews to a broad range of key buying influences within each Key Account that provide a thorough view of all QIAGEN business within the account and opportunities for new growth and increased share of wallet
- Work cross-functionally as a team leader to bridge the gap between the customer and critical internal QIAGEN assets including but not limited to Marketing, Service, Customer Support, Finance and R&D
- Act as the technical expert for QIAGEN MTO products in assigned Key Account
- Attend Regional and National trade shows as needed to implement QIAGEN's business strategy with a focus on owning the communication and execution for each assigned Key Account
Your profile- Education level: minimum of Bachelor of Science or equivalent, graduate degree preferred.
- 5+ years of proven track record and documented success selling diagnostic capital equipment and reagent/consumables within Oncology, Clinical Genomics and/or Integrated Delivery Network Accounts
- Wide range of knowledge of molecular biology applications, products, and diagnostics market. Knowledge of QIAGEN products preferred
- Excellent comprehension, retention and delivery of detailed technical product information with demonstrated ability to transfer complex material into digestible verbal and written communication that progresses opportunities across product lines within the account
- Proven experience navigating complex sales cycles, preferably including capital justification, value analysis committees, C-suite engagement, contracting and implementation
- Expertise in developing and executing account-based strategies that align capital and reagent pull-through and share of wallet growth with customer base
- Exceptional strategic planning, negotiation, and forecasting skills and deep knowledge and experience with pipeline and opportunity management in CRM
- Ability to operate independently in a senior, high-visibility role while representing the priorities and culture of QIAGEN to executive-level buying influences in each covered Key Account
Personal Requirements - Preferred home base location: Easily accessible to a major airport that provides access to all assigned IDN's. Preferred residence centrally located to assigned accounts
- 80%+ of time spent in the field. Willingness to travel and retain optimal productivity while working in the field during customer travel
- Valid driver's license required
- Ideally based in California
The estimated base salary range for this position is $110,000-130,000. Compensation will be based on the candidate's experience, skills, geographic location, and other job-related factors. In addition to base salary, we offer a total compensation package that includes a commission plan, and generous benefits.
What we offer - Internal Academy (QIALearn)
- Employee Assistance Program
- Hybrid work (conditional to your role)
