I&A - Key Account Manager - Life Science

Date: 20 May 2025

Location:

Beijing, CN

Job Function: Commercial

Business Unit: Andor Technology

Role Details

Business, Location:	Imaging & Analysis (I&A), Beijing, China
Role:	Key Account Manager - Life Science, I&A, North China
Reports to:	Regional Sales Manager – North China I&A
Direct Reports:	None
Primary Purpose:	This is a key appointment for the successful development of I&A life science products and solutions. This role will aim to grow the market coverage of full I&A life science products and solutions.

Key Responsibilities

· To well understand the I&A life science products and solutions, including confocal microscope, IMARIS software, RAMAN confocal microscope, AFM & EDS.

· To well understand customer’s job-to-be-done and promote related product/solutions.

· To develop and manage the implementation of the sales strategy in line with I&A Business plans.

· To develop Key Opinion Leaders (KOL) and Key Account (KA) in designated territory and maintain strong intimacy to enlarge I&A influence.

· To plan and organize marketing events with KOL/KA, including seminars, workshops, webinars and training school to enlarge market presence, with the support from application, BD and marketing team.

· To work with I&A stakeholders to win as one team with improved sales coverage and efficiency.

· To develop & expand direct sales coverage to achieve annual sales targets.

· To develop and work with partners with due diligence checked to further increase market share.

· To provide high level market/competitive information contributing to the overall strategic direction of I&A.

· To provide formal weekly & monthly reports on territories with accurate forecast.

· To drive a strong pipeline in CRM and update actively.

· To work with commercial team to complete order booking, shipment driving and balance collection to increase the cash flow.

· To work with service team to coordinate service problems solving and increase customer satisfaction.

· To prepare channel partner agreements and due diligence with the guidance of legal team.

Indicative Performance Measures

· Sales volume and value for I&A life science products and solutions

· Leads generation & pipeline management

· Marketing events effectiveness

· Market coverage and market share

Person Specification – Essential requirements unless stated

Education / Qualifications:

Essential

· Master’s degree majored in Biology related subjects

· Understanding of I&A relevant scientific applications

· Understanding of I&A relevant technologies

Professional Skills/ Abilities:

· Candidates should have proved successful experiences leading project-based cases to sell high value products/systematic portfolio.

· Demonstrated ability in selling complex systems to end user customer.

· Good learning agility, the candidate should be able to learn product and understand market/customers rapidly

· A strong network in relevant research & industrial communities to facilitate creation of new opportunities.

Personal Qualities:

Communication

· Strong team-work spirit.

· Ability to handle pressure.

· Open and frank communication within the team

Motivation & Drive

· Is driven and enthusiastic, which encourages commitment from others.

· Responds positively to problems and uses them as an opportunity to do things differently or better.

Delivering Results & Continuous Improvement

· Is flexible and able to revise the plan when needed.

· Highlights areas for continuous improvement.

Customer Focus

· Able to build and mature effective business relationships across a wide variety of cultures, personalities and sectors