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Kelly Scientific Resources
    Kelly Services, a leading company in scientific recruiting, for an Healthcare multinational company is looking for an: ACCOUNT MANAGER DIAGNOSTICS KIT Role Purpose Manages, retains, and penetrates one or more account(s) in a manner that meets the business needs of key customer(s), differentiates Corning within the marketplace, and supports the achievement of the divisionís sales and profit objectives. Key Responsibilities: - Develops and executes account plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on company total value proposition to meet specific business needs; - Maintains frequent contact with the customer to identify, build and strengthen the relationship, continually assess Companyís effectiveness in meeting the customerís needs, and ultimately maximize account penetration and customer retention; - Serves as an advocate for both Company and the customer by creating value for both parties and balancing the needs and constraints of both parties; - Stays informed of customer requirements and key buying factors, and uses this knowledge to pursue profitable selling opportunities for current or next generation products and to modify account plans, as needed - Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers; - Proactively clarifies and executes contract terms and aligns customersí expectations with the divisionís ability to deliver; - Coordinates cross-functional account services (with Applications Engineering, Customer Service, Systems Engineering, Technical Management) to lead the account and serve the customer with one, unified voice and to provide seamless support; - Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes; - Collects sales information within the account to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan) at the account and division level and inform inventory management efforts. - Customizes presentation / marketing collateral to fit the customerís technical needs. - Assesses the overall cost of sales to ensure that resources are optimally allocated to align with the opportunities that are available. - Aligns the technical and sales capabilities of Corningís resources with the customerís needs and with consideration of individual interests, capabilities, and development needs. Requirements: - Bachelorís Degree. - 2-4 years work experience in technical sales. - 2-4 years work experience as a Sales Representative. - Demonstrated track record of meeting or exceeding sales goals. - Successful completion of a basic sales training course. - Fluency in the English languae. - Language skills in customersí primary geographic location(s). Desired Requirements: - Masterís Degree. - Work experience within the divisionís industry. - Experience working in more than one country. - Work experience in a Commercial function. - Technical degree or equivalent experience. - Work experience in a global company. - Demonstrated track record of implementing solutions/value selling strategies. - Demonstrated track record of managing and growing a medium size account through cross-selling and penetration over a 2-year period. - Demonstrated track record of working with multiple functions within Corning and/orthe customer to close a sale. - Demonstrated track record of aligning internal technical and selling resources with the appropriate customer stakeholders. - Completion of fundamental training in Finance, IP, and Business Law. Personal Attributes: - Is cool under pressure; - Is widely trusted; - Relates well to all kinds of peopleó up, down, and sideways, inside and outside the organization; - Builds constructive and effective relationships; - Uses diplomacy and tact; - Can negotiate skillfully in tough situations with both internal and external groups; - Can settle differences with minimum noise; - Can win concessions without damaging relationships; - Can be both direct and forceful as well as diplomatic; - Gains trust quickly of other parties to the negotiations; - Has a good sense of timing. - Navigates the customerís organization to identify and gain access to new stakeholders and expand Companyís relationships and opportunities within the account. - Establishes and maintains relationships with decision-makers and influential figures to generate support and buy-in for Companyís products and services; - Establishes a keen sense of customer interaction style and builds account team(s) that function well within that environment. - Gains the customerís confidence and positions Corning as a trusted advisor to the customerís organization by demonstrating clear knowledge of the organization and its business needs. - Frames the customerís needs and articulates how Corningís products and services can bring unique value to their product and / or their manufacturing process. Remuneration and Fringe benefits: Negotiable. This position will attract a competitive fixed and variable remuneration package as well as a pre-defined career path. Permanent position. Location: Rome Candidates are kindly invited to submit their CV to clearly indicating the reference AMKD Kelly Services S.p.A., registered since 11/26/2004 in the Staffing Agencies Computer Register, Sect. I., prot. no. 1098-SG. Candidates of either sex (according to L. 903/77) are kindly invited to read the Privacy Statement on (art. 13 D.Lgs.196/2003).

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