Global Key Account Manager Pharma

PRIMARY RESPONSIBILITIESAs the Global Key Account Manager for assigned strategic accounts – you will establish strong relationships with and gain strategic insight on your global customers. You will develop Key Account Strategies based on a deep understanding of customers’ needs and SGS service offering, then work in close collaboration with local and regional teams to execute the global Key Account Strategy and achieve global sales and profitability targets. You will position SGS as a preferred provider for all analytical work to be outsourced, developing proposals in collaboration with local and regional teams, and recommending capabilities and pricing structures to meet the Business growth targets.The Global Key Account Manager Health Science-Drug Development is primarily responsible for – KEY ACCOUNT MANAGEMENTManagement of Key Customer Accounts globally for an assigned number of global customers (also called ‘Strategic accounts’) with the aim to:Maintain a strong global relationship between SGS and the assigned Key AccountsGrow global revenue from the assigned Key AccountsContinuously strengthening the relationship with, and the strategic understanding of assigned Key Accounts by:Analyzing in-depth the Key Account’s business, financials, strategic direction, key initiativesCoordinating regular touchpoints with the relevant client stakeholdersEstablishing new client contacts in various functions and layers of assigned Key Accounts’ organizationOrganizing and leading global Business Review Meetings with the assigned Key Accounts and SGS operational sites with the aim to:Identify Key Accounts’ needs and challenges to best improve SGS servicesPosition SGS as preferred service providerTrack customer satisfaction and SGS performance to drive Quality improvementGrow global revenue from the assigned Key AccountsMaximize SGS Network cross-saleExchange SGS and Key Accounts’ strategic outlooks to develop strategic partnershipsAssess new capability needs and innovation opportunities COMMERCIAL OPERATIONSIn close collaboration with local, regional teams and relevant SGS laboratories – coordinate global RFP/RFI for the assigned Key AccountsLead RFP strategy calls, develop client proposals and prepare customer presentationsIn close collaboration with local, regional teams and relevant SGS laboratories – develop and implement global Key Account Strategies (including communication plan)Ensure client contractual compliance from a global commercial perspective (manage new contracts, contract amendments and extensions, discount and rebate schemes, etc.)Ensure that technical support is provided to Key Accounts and associated global/complex projectsEnsure independent investigations are conducted in case of major customer claimsJOB SCOPEBusiness Unit: Health Science-Drug DevelopmentGlobal revenue per assigned Key Account: 1-30M €Number of assigned Key Accounts: 4-8Regulatory Environment: Complex, dynamic, regulatedCustomer Base: Across all geographiesREPORTING LINEGlobal Head of Commercial Operations (Health Science-Drug Development)SPECIFIC RESPONSIBILITIESSupport the Global Commercial Operations Team in various activities including:Review of marketing contentRoll-out of new sales tools and client solutionsImprovement of internal processes (CRM, contract review, pricing alignment, etc.)Track the assigned Key Accounts’ revenue, funnel, opportunities (CRM, Sales Dashboards for visibility on pipeline and local sales activity, Revenue Dashboards for visibility of global Key Account spend)Keep relevant customer presentations updatedDeliver customer presentations and consultations when requiredIn collaboration with Global Quality Management, promote Quality Culture and Quality of operational service executionAt all times, adopt a safe behavior by exercising due regard for the health and safety of SGS employees and clients, in line with SGS policies and proceduresAt all times, comply with SGS Code of Integrity and Professional Conduct