Key Account Manager, Pharma

6 months ago

Toronto, Canada LifeLabs Full time

LifeLabs is the largest community diagnostics laboratory in Canada, serving the healthcare needs of Canadians for over 50 years. Our team members are truly centred around our customers, and we know that behind every lab requisition, sample being tested, or investment in technology is an individual and their family counting on us.

Consistently named one of Canada's Best Employers by Forbes, LifeLabs has also been recognized for having an award-winning Mental Health Program from Benefits Canada. The passion and commitment of over 6,000 diverse and innovative team members unites and motivates us to ensure our customers receive high quality tests and results that they can trust. Agile, customer-centred, caring and teamwork: we live these values every day in what we do to support our customers and healthcare providers, driving forward our vision of _empowering a healthier you_.

Make a difference - join the LifeLabs team today

The Key Account Manager, Pharma is responsible for building and maintaining effective long-term relationships with pharmaceutical industry professionals and organizations with complex buying units while ensuring a high level of client satisfaction and delivering increased revenues and margin to LifeLabs.

Acting as the primary contact for LifeLabs’ pharma business with clients, the Key Account Manager will leverage their industry contacts and deep market understanding to execute on the business development plan by increasing our market awareness, securing new clients, expanding sales into additional categories. Key deliverables include: prospecting, contract development and negotiations, and continuous management and maintaining of existing business relationships at the executive level.

**Core Accountabilities**:
**Portfolio Performance Management**
- Develop and implement sales strategies for new account prospects to secure profitable new business within current and prospective accounts.
- Responsible for identifying, prospecting, and securing business opportunities to support new revenue growth for specific products
- Leverages the full portfolio of the LifeLabs product and service offerings to create unique customer value to our largest, highest revenue/profit potential and most strategic pharma accounts.
- Negotiate and execute contracts resulting in long term commitments at an MSA/SOW level.
- Maintain and grow C-suite and other KDM’s at targeted pharma and biologic companies to enable sales plan delivery.
- Define and measure leading and lagging KPIs to ensure clear accountability and the achievement of sales targets
- Owns providing timely feedback to underperforming B2B clients and early warning of risk to achieving quotas.
- Accountable for territory budgets
- Work closely with the team to strategize and build pipelines of quality.
- Participate in regular meetings with Director to review/coordinate sales efforts and build a territory business plan.
- Ensure compliance with sales automation platforms (Salesforce, segmentation tools, sales reports & dashboards), completion of mandatory training and goal setting.

**Customer Relationship Optimization**
- Ensures that LifeLabs’ brand promise is delivered to our client
- Ensures that the Voice of Customer (VOC) is brought to our Portfolio Lifecycle Management and Product Development teams in a timely manner with accurate information to inform our decisions and manages reputational risk.
- Identify opportunities with prospective clients. Build and maintain strong client relationships with customer base.
- Leverage existing client relationships to expand service offerings in named accounts.
- Develop an understanding of all services and offerings and create product presentations as required.
- Report product sales and promotional activities to the Company on an ongoing basis;
- Utilize LifeLabs Customer Relationship Management (CRM) software and other productivity tools to plan sales calls, record customer interactions and capture new business;
- Respond to customer enquiries, concerns and messages in a timely manner
- Identify Key Opinion Leaders (KOLs) and develop/maintain long-term relationships within the healthcare community
- Respond to customer enquiries, concerns and messages in a timely manner;
- Facilitate feedback from clients, forwarding to the Company to support new test development and expand service offerings

**Requirements**:

- Bachelor's degree in Health/Life Sciences or a related discipline. Additional business degree is an asset.
- 5-8 years of experience in a Key Account Management role with at least 3 years in business development
- Excellent communication skills
- Demonstrated ability to develop and sustain multilevel relationships in a complex environment
- Previous experience selling products /solutions to pharmaceutical or biologic manufacturers
- Strong understanding of Clinical Trials, Patient Support Programs, and Companion Diagnostic programs with relevant experience.
- Experience with RFPs, Busi

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