OEM Key Account Manager - Optical Systems (Sales)

About this role

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.

With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.

Sr. OEM Key Account Manager - Optical Systems

Who is IDEX Health & Science (IH&S)? As a business unit of IDEX Corporation, IH&S has a long history of driving growth in life sciences and healthcare by embracing innovation and redefining the supplier-customer relationship. The work we do every day allows us to discover key insights and break new ground to create some of the most meaningful technologies that have a lasting impact on companies, industries, and society. One of business segments is called Life Science Optics and we are looking to add more talent to the team.

IDEX HEALTH & SCIENCE, LLC: IDEX Health & Science is the global leader in life science fluidics, microfluidics, and optics, offering a three-fold advantage to customers by bringing optofluidic paths to life with strategic partnerships, solutions, and expertise. As one of the few companies in the world with component, sub-system, and application-level experts, IDEX Health & Science helps instrument developers solve the most demanding fluidic and optical challenges in a wide array of applications. With over 1,200 employees around the world, we believe partnership will change the way the world innovates, leading to new technologies that improve our health, protect our planet, and enrich our lives. For more information visit: www.idex-hs.com

Our formula for success is simple. We work hard to maintain a culture where you can own your work; you are encouraged to try new ideas in a collaborative environment; and you can apply your skillset to enable our clients to gain a competitive advantage in their own market. At IDEX Health & Science, you have the opportunity to work with a great group of people, mentor others, and build a great future.

SCOPE OF ROLE: As the OEM Key Account Manager - Optical Systems you will develop new business and drive sustained, profitable sales growth for the Life Sciences Optics business across North America. You will identify and qualify prospective customers and applications, build and manage a robust opportunity pipeline, and convert targeted opportunities into long-term customer relationships. You will develop, manage, and guide sales activities; create, review, and update territory and opportunity plans; and adjust strategy as required based on technology, product, geopolitical, market, or competitive forces. A significant part of the role is to build broad and deep relationships with key functional decision makers at prospective and existing customers. You will use Microsoft Dynamics 365 to accurately record critical customer and opportunity information and maintain timely forecasting information.

ESSENTIAL DUTIES: • Develop New Business and Strengthen Customer Relationships • Build and maintain multi-level, cross-functional relationships with key stakeholders at prospective and existing customers, including Executives, RD&E, Procurement, and Supply Chain • Create consistent touch points for IDEX and IH&S executives with key stakeholders at target prospects and assigned customers • Partner with Market Development, Product Management, and Engineering to identify target applications, gain access to key customer stakeholders, and obtain feedback regarding Optical Systems innovation

• Develop and Execute North America Territory and Opportunity Plans • Develop and execute actions to build the Optical Systems pipeline, win new customers, grow the core business, and capture share • Lead and coordinate cross-functional teams across IH&S to support strategic growth plans, new-business pursuits, and updates through Monthly Sales Reviews (MSR)

• Deliver Profitable, Sustainable New-Business Revenue Growth • Develop new Optical Systems business across North America • Identify, qualify, and capture new customer and share-gain opportunities

• Maintain Consistent Operating Rhythms • Forecasts - maintain accurate monthly and quarterly opportunity and customer forecasts, and partner with IH&S Finance to analyze and summarize forecast inputs for the Annual Operating Plan (AOP) • Key Performance Indicators – measure and communicate KPI performance with key internal and external stakeholders including metrics in areas such as On-time-delivery, Quality and RMA Warranty Returns • Pricing – negotiate and implement all price changes including periodic adjustments such as tariffs or other business-related charges

EDUCATION AND EXPERIENCE: Required • Bachelor’s degree - preferably in Life Sciences or Engineering.  Advanced degree is preferred. • A minimum of 5 years of sales or business development experience in optical systems, analytical instrumentation, biotechnology, IVD, or related markets • Excellent new-business development, customer relationship, and key account management skills, with a proven track record of increasing sales • Proven experience negotiating and closing multi-million dollar/multi-year contracts 

Preferred • Optical Systems or analytical instrumentation sales experience is strongly preferred

• Strong preference for candidates with experience developing new business with instrument OEM companies • Solid understanding of IVD/Bio instrumentation techniques such as PCR, proteomics, next-gen sequencing, cytometry & cytology, spatial biology, synthetic biology, immunoassay analysis, clinical diagnostics, and the associated sample preparation methods is useful • Knowledge of non-IVD/Bio-specific applications such as chromatography, MS, particle characterization, liquid handling, etc

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