Grow OEM business and secure regional OEM funnel growth, orders and sales to meet and exceed Budget and long-term growth expectations
Fill the funnel: identify and develop new OEM accounts & opportunities based on strategic OEM criteria (segment, business model, meeting Eppendorf’s abilities to execute)
Allocate to accounts: manage the assigned (solely) OEM accounts in the region and in case a Global Key Account manager is identified, then the job of this person is support in the following tasks as it relates to Key Account Management.
Develop and execute an OEM account strategy plan (for selected accounts in focus) including Account Planning
Assure presentation of the business case for new OEM business in cooperation with PLM using NPV sheet, New Business Opportunity (NBO) in the relevant review meeting.
Negotiate and close contracts
Manage existing business under contract
Assure implementation and adherence to the Global OEM Business processes
Cooperation and coordination of account approach with the local SSO’s and EKAM Team
The role is part of the European Key Account Management & OEM team and is accountable for the European businesses of our defined OEM Key accounts.
Support in the definition of the Global OEM Key Account Management Strategy and its implementation across Europe (related to the 3x3y initiative)
Manage, develop and expand the OEM Key account business of Eppendorf Group in Europe
Managing the Global OEM Key account (European part) business
Achieving strategic goals of the OEM strategy for the European market
Achieving profitability and growth goals of the European OEM business
Achieving timeline and budget goals of the European OEM business
Driving collaboration and synergies within the EKAM/OEM team and regional SSO’s
Significant years of experience in a complex business to business related sales role in the life science/diagnostic OEM market
Significant years of experience with Key Account Management/OEM business models
Experience working in an international environment and matrix organizations
Ability to talk 1:1 to OEM accounts on a high, VP-CEO level on commercial, technical, application and operational issues
Excellent presentation and negotiation skills and bringing complex business to business contracts to signing
Academic degree in business administration or science discipline, graduate degree preferable
Experience with business relevant financial, legal, QMRA task and understand financial data
Excellent verbal and written communication skills in English, German language skills ideally. Further European languages are a plus.
Competencies in project management methods, tools and skills