Client Success Manager Academia
The Role:
The Client Success Manager (CSM) serves as the primary point of contact for generating sales of products and services by focusing on selling to end users (i.e. Scientists including core facilities). This includes managing stakeholders to identify high priority or high value opportunities and delivering to those opportunities. The position will leverage the CSM’s scientific knowledge to find solutions and provide advise to customers who use our products and services. This position will coordinate all Merck customer support functions, including field and office-based specialists to help our customers meet their objectives and maximize Merck business opportunities.
All Client Success Managers are therefore expected to utilize the available tools and resources to track and report sales activity and share account knowledge, exceed sales targets on a quarterly and annual basis, ensuring a sustainable, profitable and plannable growth. The CSM will also utilize call planning, pipeline management, lead identification and qualification, proactive sales calling and performance monitoring to drive the sales and achieve the set sales target
The Client Success Manager is responsible for the maintenance and growth of products from our portfolio. Key customers will include Researchers, Principal Investigators and Lab Managers, principally within academia. Experience of selling products from this portfolio and to this group of customers is essential.
Requirements:
- Scientific degree or PhD with experience of relevant techniques.
- The ideal candidate will have proven sales experience relevant to the BU, with a track record of achieving targets.
- Strong consultative selling skills
- Solid account planning and management skills
- Be digitally savvy and be able to work with tools such as Sales Force.com
- Able to work autonomously, collaboratively or as part of a team.
- Presentation skills and excellent interpersonal skills are essential.
- Good business acumen and able to produce and interpret sales data in various formats.
- The ability to carry out any additional tasks as set by your line manager to a high level
Account Interface Manager Academia
The Role:
The Account Interface Manager (M) serves as the primary point of contact for the lead decision makers of strategic accounts for our products and services. This role is responsible for identifying and approaching Key Opinion Leaders (e.g. Heads of Department) on our brands and portfolio. Cultivating these interactions to build relationships is important to generate sales and close deals. The AIM will use insights and deep customer knowledge to shape joint priorities and influence solutions. The AIM must coordinate with Merck customer support functions and with Client Success Managers, who partner with our customers’ scientist and lab managers, to help our customers meet their objectives and maximize Merck business opportunities.
All Account Interface Managers are therefore expected to utilize the available tools and resources to track and report sales activity and share account knowledge, exceed sales targets on a quarterly and annual basis, ensuring a sustainable, profitable and plannable growth. The AIM must be able to negotiate and close deals with customers that are profitable to Merck and fair to our customers. This includes understanding our clients’ structure and processes and succeeding on complex deals.
The Account Interface Manager is responsible for the maintenance and growth of products from our portfolio. The position is responsible for account planning and management of strategic accounts for Academia. Key customers will include Heads of Departments, procurement and advisory boards of our current and future customers.
Requirements:
- Scientific degree and/ or industry/sales experience.
- Strong negotiation skills and contract implementation in complex environments
- Understanding of Account management including strategy, planning, customer segmentation and financials
- Previous sales experience preferably within a similar industry. This could include internal sales experience.
- Able to work autonomously and collaboratively as part of a team.
- Self-motivated, able to prioritize, strong organizational and time management skills.
- Strong Interpersonal skills and excellent communication skills, both written and verbal.
- Ability to produce and interpret sales data in various formats and use digital tools (e.g. Salesforce.com)
- Understanding of customers and understanding the process to identify market dynamics and competition.
- Understand the roles and responsibilities of customer stakeholders and establish trusting relationships
