Key Account Manager

TERRITORY: London
PRODUCTS: Full range of Nikon Instruments microscopy equipment.
CLIENTS: Research and academia

1. Principal responsibilities
Delivery of sales plan
o Delivery of net sales budgets and targets, ensuring all appropriate actions are taken in order to maximise sales performance

Sales strategy development
o Create, deliver and execute territory and customer sales strategies, frequently reviewing and up-dating action plans

Customer relationship management
o Build, develop and maintain long-term relationships with customer base, ensuring the timely and successful delivery of solutions to customers’ needs

Internal stakeholder management
o Ensure that all customer issues are resolved promptly through effective, timely internal communi-cation

2. Main tasks

Delivery of sales plan
– Ensure delivery of sales plan through prospecting and closing sales leads and opportunities
– Ensure timely, high quality demonstrations are carried out to customers to support sales
– Ensure quotations provided to customers are accurate
– Ensure all sales opportunities are captured and logged on the CRM system
– Initiate corrective actions as and when required to minimise instances of poor customer service
resulting in lost sales opportunities

Sales strategy development
– As part of annual planning process create, develop and execute territory sales strategies to
enable the business to achieve its overall objectives
– Identify key institutes and decision makers, building plans in order to grow sales in these key
areas
– Define and execute action plan for each key institute
– Participate in the production of bottom-up sales targets based on these plans

Customer Relationship Management
– Take full ownership of the business’ relationship with territory accounts, overseeing the end-toend customer experience pre- and post-sale
– Take a relationship based approach to working with territory accounts, maintaining a visible
presence where required
– Pro-actively utilise existing customer network to establish relationships with potential new
customers
– Ensure existing customers have a relationship with Nikon regardless of where they are in the
funding cycle
– Keep customers fully informed with the status of sales related issues, including estimated
delivery and install times, as and when required
– Be able to provide customers with updates on service related issues as and when required
– Assist customers with requests for information regarding to funding applications as and when
required

Territory management & communication
– Lead, plan and organise territory operational meetings, ensuring all members of territory team
are aware of on-going sales opportunities, hardware/software issues and relevant next steps
– Manage internal communication of customer issues, informing internal stakeholders and
escalating as and when required to resolve customer issues promptly
– Utilise Advanced Imaging and Service teams as and when required to assist with the
development of sales opportunities and the resolution of customer issues
– Ensure customers receive prompt, thorough and professional communication at all times
– Lead, co-ordinate and organise attendance of customer events such as workshops, seminars and symposiums. Attendance at such events requires approval from Regional Sales Manager.

Sales Process Management
– Ensure all end-to-end sales processes, including sales territory strategy planning, qualification of
leads, ownership and development of customer relationships and tender responses are carried
out in an efficient and effective manner
– Operate and communicate effectively with other Instruments UK departments to minimise
inefficiencies

Qualify cold leads
– Ensure that any leads registered through the sales office are followed up on and qualified with a
72-hour period
– Update and maintain opportunities within CRM system
– Create and maintain sales opportunity information within the CRM system
– Update CRM opportunities on an on-going basis with latest status, next steps required, expected
end date and probability rating

Demonstrations
– Lead and manage the process of demonstrating products to customers
– Produce a pre-demonstration plan, booking and co-ordinating internal resources effectively to
ensure a quality demonstration can be carried out
– Lead the demonstration, utilising the support of the Advanced Imaging team for any Advanced
Imaging system demonstrations
– Produce a post-demonstration report to be shared internally and with the customer

Produce customer quotations
– Produce quotations for customers as and when required for all non-advanced imaging systems
– In the first instance, recommend preferred supplier products to customers unless products
produced by other manufacturers are specifically requested by the customer
– Share quotations for all systems with customers
– Highlight any issues with Experlogix models to Product & Support Manager as and when required
Sign off and manage pricing
– Sign off all pricing within 30% discount level
– Ensure that all pricing offered to customers has the required authorisation, referring all requests
for discounts above 30% to Regional Sales Manager with clear rationale and supporting evidence
for discount level requested
– Assist with the creation of profit simulations for customer quotations where required
– Ensure all sales are fully compliant with competition law

Tender responses
– Attend tender response meetings held for customers within territory
– Provide information for tender response documents as and when required

Site Surveys
– Manage the process of carrying out a site survey for customers, delegating to other functions as
and when required

Customer training
– Create and deliver training plans for customers as and when required for non-advanced imaging
systems

Product knowledge
– Maintain a strong understanding of Nikon and approved 3rd party product ranges in order to be
able to effectively promote the right product to match the customers’ application requirements
– Maintain a broad understanding of current life science application trends
– Provide feedback and input to Product Manager regarding Nikon product as and when required
– Refer all enquiries from 3rd party suppliers to Product Manager

Market Intelligence
– Be fully aware of and highlight market and competitor insights from the territory, including
products, commercial terms, pricing, staff, key customers, sales and major installations

Project Management
– Pro-actively plan, lead & drive sales business projects as required, working cross-functionally to
deliver successful outcomes

Policies & Procedures
– Follow all Nikon Healthcare UK policies and procedures
– Highlight any instances where a policy prevents resolution of an issue to Regional Sales Manager

Support Regional Sales Manager
– Provide input into overall sales strategy and planning as required

Nikon UK Limited is a subsidiary of the Nikon Corporation, Tokyo, Japan. The group currently employs circa 13,000 people worldwide and has an annual turnover in excess of $3.5 billion. Established in 1917 the company is a leading supplier of optical products with a worldwide reputation. The corporation has a presence in all major trading areas. The business of the Corporation is multi-faceted; there are 2,300 products that carry the Nikon name. Over 300 types of glass are used across the product range.

Nikon UK Limited was established in 1979. The head office is on the edge of Richmond Park in Kingston upon Thames, Surrey and a total of approximately 125 staff are employed across two divisions (Imaging and Instruments).

The Instruments division in the UK is recognised as one of the leading suppliers in the microscopy field, in direct competition with Leica, Olympus and Zeiss.

Behaviours
Essential:
– Be pro-active: Demonstrate a dynamic, pro-active approach to achieving targets and meeting deadlines
– Communicate well: An outgoing & confident individual who demonstrates a high level of effective verbal & written communication
– Display integrity: Able to plan, organise & prioritise workload effectively and work autonomously when at home
– Embrace diversity: A team player who is able to work effectively with customers and colleagues of all backgrounds.
– Seek new knowledge: A fast learner who is able to quickly understand &interpret new concepts and ideas
Desirable:
– Highly motivated by achieving targets and delivering results
– An articulate, effective presenter
– Able to manage customer expectations and deliver an excellent customer experience and results without compromising overall business objectives
– Able to influence and engage effectively at all levels of the business
– Displays enthusiasm for finding innovative solutions to customers needs, challenges the status quo and shares knowledge with colleagues

Attainments
Essential:
– Degree in Biosciences or STEM discipline
– Awareness of the UK science capital equipment market
– Proven ability to deliver sales targets and to deliver outstanding customer service
Desirable:
– Live cell imaging experience and/or PhD in Biosciences
– Deep understanding of the Oxford research customer base & private sector life sciences landscape in the territory

Other
Essential:
– Proficient in all Microsoft Office applications
– General interest in science
– Able to lift up to 16 kg on occasion.
– Able to work outside usual office hours, be absent overnight & travel abroad occasionally, as and when required
– Based within London Zones 1-6
Desirable:
– Experience using CRM systems, experience with NIS Elements
– Interest in microscopy
– Prepared to relocate to within 1 hour’s journey of central London

– Base salary will depend on experience: £30-40k per annum
– OTE Commission: £10k, max commission: £20k per annum
– Subsistence allowance of £1,128 per annum
– Travel allowance of £6,900 per annum
– Employee assistance programme
– Discount on Nikon products
– Pension scheme (5-10% employer matched)
– Income protection insurance
– Life assurance
-Private health care*
– Dental scheme*
– Holiday: 27 days per year