Key Account Manager (H/F)
13.11.2023
IMV Group
Created in 1963 and based in L'Aigle, France, IMV Technologies is the World Leader in animal reproductive biotechnologies. The Group has a dominant position in both the bovine and swine segments from gametes harvesting, analysis, packaging, freezing to insemination. The IMV group also has a strong presence in aquaculture, equine and other markets. The Group is committed to contribute to the preservation of the genetics of endangered species like the Great Panda in China.
Through its subsidiary Cryo Bio System, IMV Technologies is also present since 1987 in the human reproduction and biobanking sector, applying its expertise in embryo vitrification and sperm freezing for medically assisted procreation procedures or cryo-preservation solutions for the biobanking of biological samples.
In 2021, the Group achieved a turnover of €135M and double-digit EBITDA ratio with a strong resilience in the COVID19 crisis environment. Since its creation the Group has always experienced sustained growth and a high level of profitability. Based in France, with subsidiaries in 9 countries (Brazil, China, India, Ireland, Netherlands, UK, United States, Spain, South Africa), and 3 representation offices (Germany, Italy, Russia) and an extensive network of distributors in more than 120 countries, IMV Technologies generates 88% of its turnover outside France. The Group has seven production sites located in 5 countries (France, UK, Spain, Netherlands, China. The Group has over 650 employees, including 240 in France, 160 in China and 100 in the UK.
In addition to its organic development, IMV Technologies has been expanding its portfolio of activities and services through highly targeted acquisitions of either complementary businesses such as insemination endoscopy equipment (Herritech – 2015), ultrasound imaging (BCF & ECM - 2017), Swine Post Cervical AI (Tecnovet - 2020), technologies such as fish egg selection (GenetiRate - 2021) or manufacturing to strengthen the core business regionalization / localization such as the China Nelson Factory (2015).
The growth ambition is strong, aiming for a turnover of €200m within 5 years and a continuously improved high level of profitability. To ensure its scalability and strengthen its process and organisation, the group has initiated different transformation programs in commercial efficiency, supply chain, quality, and finance & IT systems. To support the growth and these transformations, a specific focus is done on Lean to build the IMV Business System (IBS) and HR to set up a global HR strategy.
The Group started its fourth LBO in 2021 with Montagu Private Equity, that took over from Qualium Investissement, which was shareholder since 2014. More than 80% of the Group's managers are shareholders and hold about 15% of the capital.
The Group's Management Committee has been chaired by Alain de LAMBILLY since January 2020. At his side, within the management committee: CFO, CHRO, Marketing Director, R&D and Quality Director, Industrial Director, Imaging Director, Farm Animal Sales Director, Human Reproduction Sales Director and the Subsidiary or Country General Managers.
The Position
Title: Key Account Manager
Location
- Position located in Europe
- Possibility to be home based
Position in Organization
- Part of the Sales Organisation
- Reports to the VP Sales and Service (ExCom)
Direct reports
Position Summary and Key accountabilities
The Key Account Manager is responsible for:
- Improving our Key Account Management structure
- Handling a handful of our most important accounts
As our Key Accounts make up the highest percentage of IMV Technologies’ revenue, the Key Account Manager must build and maintain a strong relationship with this customer base.
The Key Account Manager will be the lead point of contact for all Key Account matters, both in terms of structure and execution for the selected accounts he/she will directly be in charge of. This includes anticipate the Account’s needs, work within the company to ensure deadlines for the client are met, and help the client succeed by understanding its value creation process.
The Key Account Manager will also expand his accounts’ share of wallet and develop new relationships with potential future Key Accounts.
Specific Responsibilities
- To refine the Key Account Management structure (SOPs, KPIs, etc)
- To develop trust relationships with a portfolio of major clients, at all levels of the organization
- To handle both procurement processes such as RFQs etc. as well as value sales, implying a deep understanding of the key account decision making process and drivers
- To build and deploy an account business plan for each of the key accounts
- To act as facilitator and people connector both internally and externally at the key account
- To establish sales and industrial forecasts and follow-up their execution
- To coordinate the execution of joint strategic initiatives and therefor to coordinate internal project teams
- To coordinate actions and message delivery to local account executives
The Person
- Nationality: Open
- Languages: Bilingual English and fluent in French mandatory
- University degree
Previous Experience
- Proven experience, 8 years minimum in account management, with the ability to sell value.
- Proven experience managing Key Accounts, which we define as accounts with large turnover, high growth potential, centralised decision marking, multi-site and international.
- Demonstrates proven international key accounts experience of selling a full B2B solution, with a mix between machinery, consumables, and services.
- Demonstrates experience of dealing with C-Suite level in the customer organisation.
- Proven ability to work efficiently and cross functionally in a matrix organisation is essential.
- Previous experience working on tender process would be desirable.
- Animal reproduction, animal health, nutrition, or genetics background preferred but not essential.
- Proven ability to lead organizations in the pursuit of value creation, push beyond the inertia that is linked with large organizations.
- Proven ability to understand scientific topics that are relevant to our field.
- The ability to travel extensively to the key account’s sites, including farms as well as international trade fairs. Expected travel intensity: 50%
- Strong IT skills, including proficient use of MS Office suite, CRM (salesforce), video conferencing tools etc.
The Person
- Nationality: Open
- Languages: Bilingual English and fluent in French mandatory
- University degree
Previous Experience and skills
- Proven experience, 5-10 years minimum in account management, with the ability to sell value
- Animal reproduction, animal health, nutrition, or genetics background preferred
- Strong commercial drive and the ability to shake the status quo
- Strong negotiation skills, including at senior levels of our customer’s organization.
- The ability to navigate a multicultural environment both internally and externally
- The ability to understand scientific topics that are relevant to our field
- The ability to travel extensively to the key account’s sites, including farms as well as international trade fairs. Expected travel intensity: 50%
- Good computer skills, including proficient use of Excel, CRM, PowerPoint video conferencing tools etc.
- Strong organisational skills and project management experience. Ability to coop with commercial processes.
- Strong communication skills.
Personal Characteristics
- Highly credible person both professionally and personally
- Ability to lead organizations in the pursuit of value creation, push beyond the inertia that is linked with large organizations.
- Rigorous, analytical, well organized, and goal/result oriented
- Ability to work efficiently and cross functionally in a matrix organisation
- Customer centric (i.e. ability to build long term customer/supplier relationships)
- Good communication skills for all key stakeholders (incl. global headquarters, ExCom, affiliates, customers, suppliers, third party experts/consultants, direct reports, shareholders)
- Engaging and action orientated. Showing both empathy and firmness
- Enthusiastic, dynamic, proactive, can-do attitude
- Solution driven. Finding alternatives. Pragmatic. Willingness to resolve roadblocks
- Strong attention to details. Hands-on approach to problem solving
- Strong team player. Collaborative mindset. Willingness to share responsibilities.
IMV Technologies Leadership Anchors
The candidate behaviour should be in line with IMV’s values and leadership anchors:
- Chart the course
- Moves strategy to action
- Leads in a global environment
- Leads through Lean:
- Champions continuous improvement
- Solves problems
- Drives for Results
- Build people, team & organization
- Creates followership through collaboration
- Builds strong, effective and diverse organizations
- Drive innovation and growth
- Listens and responds to customer needs
- Encourages balanced risk taking to advance innovation
- Transparency & Integrity
- Consistently uses sound judgment
- Operates with transparency and is trusted
- Demonstrates humility
Send your application to Sophie Andison (Talent Acquisition) : sophie.andison@imv-imaging.com
