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Key Account Manager (Managed Service Contracts)
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About the Author: Bianca Frossell
Salary: £60k – £65k dependent upon experience
Bonus: 15%, + Commission
Company Car and Excellent Benefits
(5 to 10 onsite visits per year)
About the role:
We are seeking a highly motivated Managed Service Contract Account Manager to join our clients sales team. You will be responsible for managing and developing partner supplier business within primary Managed Service Contracts, supporting the growth of their IVD business. Reporting to the Managed Service Contract Commercial Manager, you will take ownership of assigned targets, ensure contractual obligations are met and build strong relationships with both customers and partner suppliers.
Key Responsibilities:
Account Management & Contract Delivery
- Manage existing primary MSC customers, ensuring support, installations and training meet contractual commitments.
- Oversee partner supplier management, including contract preparation, execution, monitoring and review.
- Develop and monitor Business Recovery Plans for partner suppliers when required.
- Handle contract change control documentation and ensure proper implementation.
- Prepare and deliver quarterly business reviews and annual service contract quotations.
- Ensure service contracts are in place and meeting KPIs.
- Maintain regulatory compliance, e.g., fridge and centrifuge calibration in line with UKAS.
Business Development & IVD Promotion
- Work with Regional Commercial Managers and Account Managers to identify and develop new business opportunities.
- Deliver monthly IVD and Other sales forecasts in line with reporting standards.
- Expand and maintain a portfolio of partner suppliers meeting approved standards for MSC inclusion.
- Contribute to tender responses and participate in pre-sales and customer presentations.
- Promote retention of core business via direct MSCs.
Partner Supplier Management
- Continually assess the market and partner suppliers to identify opportunities for inclusion in MSCs.
- Build and maintain strong relationships with partner suppliers, negotiating mutually beneficial terms.
Process Management & Reporting
- Collaborate with finance teams to ensure accurate process management and billing for third-party business.
- Standardise processes across MSC accounts to ensure consistency.
- Maintain accurate business forecasts, incorporating customer feedback and market trends.
Key Skills & Qualifications:
- Experience and broad understanding of the pathology diagnostics market in the UK and Ireland.
- Proven track record in bidding, negotiating and executing successful MSC contracts.
- Confident understanding of public sector procurement regulations and commercial contracts.
- Experience supporting sales/business development teams to deliver objectives.
- Knowledge of laboratory-based partner supplier technologies.
- Strong stakeholder management, business relationship and negotiation skills.
- Target-driven with excellent commercial focus and attention to detail.
Desirable:
- Degree level education or equivalent.
- Experience collaborating with partner suppliers to deliver mutual success under Managed service contracts.
- Proven ability to develop business and execute commercial strategies successfully.
Benefits:
Holiday Entitlement 28 days plus (8 days bank holiday), Company Vehicle, Bonus, Pension, Health Care Insurance (BUPA), Cash Plan (Simplyhealth), Income Protection Insurance, Educational Grant Scheme, Employee Assistance Program, Life Insurance 6 times the annual salary, Perkbox, Gym membership.
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