Strategic Account Director (M/F)


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: Strategic Account Director


  • Position located in Europe (ideally in either France, Netherlands, Belgium, or UK)
  • Possibility to be home based.
  • Must be close to an international airport. 

Position in Organization

  • Part of the Sales Organisation
  • Reports to the VP Sales and Service (ExCom)

Direct reports 

Currently The KAM team is made up of 1 direct report (Key Account Manager) and one indirect report (Key Account Manager based in USA). Thus, this important role, has a wide influence both across the whole IMV organisation on an international level.

Position Summary and Key accountabilities

The purpose of the role is to develop or establish profitable strategic relationships with high value customers with a holistic account management strategy, creating growth (turnover, EBITDA) across EMEA, Asia, US, India. 

The Strategic Account Director will be primarily responsible for improving our Key Account Management structure as well as handling a select few of our most important accounts.

As a new role to the organisation, our Strategic Account Director will be focused on establishing best practice and process within the Key Accounts department, working with his peers on Commercial excellence & continuous improvement. 

As our Key Accounts make up the highest percentage of IMV Technologies’ revenue, it is essential that the Strategic Account Director builds and maintains strong relationships with our customer base and can build those relationships with key decision makers and business leaders and drive for solutions for them to ensure IMV is their strategic partner of choice. The Strategic Account Director will always be seeking opportunities to grow within our existing accounts as well as developing new relationships with potential future Key Accounts.

The Strategic Account Director 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 responsible for. This means driving not only sales but also driving innovative projects and being a leader within the organisation when it comes to cross functional collaboration with departments such as Marketing, R&D and Commercial.

The Strategic Account Director will feel comfortable managing the complexity in our sales process and help the client succeed by understanding its value creation process. 

Specific Responsibilities

  • Lead Business Development and Project Performance
    • Meet strategic business objectives and customer penetration strategies for your area in conjunction with all regions: EMEA, Asea, US and India.
    • Develop excellence in account management in collaboration with Head of Commercial Excellence
    • Develop and implement an agreed framework for Account management and identifying and qualifying current or future customers to include within this framework. 
    • Generate and drive project pipeline through targeting potential (new) accounts.
    • Drive high profit margins and ROI with the best mix of products.
  • Marketing/Strategy
    • Identify and listen to the main drivers and the main technical expectations of the customer.
    • Be a leader in making it possible, supporting IMV with a best-in-class execution plan for our new innovative product launches into the market.
    • Improve our make or buy strategy for several solutions where partnership could be useful in relation with R&D and Marketing. 
    • Lead keys events such as exhibitions and conferences.
  • Leadership
    • Collaborative way of working with Head of Commercial Excellence, R&D, Marketing, and all key stakeholders within the group
    • Lead by example and have the ability to take the lead into the region & manages projects from the beginning to the end (commercial closure) managing technical developments in conjunction with site technical function.
    • Support local sales peoples by providing in depth knowledge of the segment.
    • Further develop the internal & external network to identify new business opportunities.
  • Account Management
    • Build and deploy strategic account plans for each of your key accounts.
    • Develop trusting relationships with the portfolio of major clients, at all levels of their organization.
    • Establish sales and industrial forecasts and follow-up their execution.
    • Coordinate the execution of joint strategic initiatives and, therefore, coordinate internal project teams.
    • To coordinate actions and message delivery to local account executives
    • 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

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.

Personal Characteristics 

  • Entrepreneurial spirit
  • Fast learner
  • Strong listening, influencing and negotiation skills.
  • Strong commercial drive and the ability to shake the status quo.
  • Takes a consultative approach with a project management attitude and skills in complex sales.
  • Excellent navigation and communication skills within a matrix organisation, with the ability to adapt your personal style accordingly and consider cultural differences.
  • Highly credible person both professionally and personally
  • Strong team player. Collaborative mindset. Willingness to share responsibilities.
  • Rigorous, analytical, well organized, and goal/result oriented
  • Customer centric (i.e. ability to build long term customer/supplier relationships) 
  • Engaging and action orientated. Showing both empathy and firmness
  • Solution driven. Finding alternatives. Pragmatic. Willingness to resolve roadblocks.  
  • Strong attention to details. Hands-on approach to problem solving.

IMV Technologies Leadership Anchors

The candidate behaviour should be in line with IMV’s values and leadership anchors: 

  • Chart the course 
    1. Moves strategy to action 
    2. Leads in a global environment
  • Leads through Lean:
    1. Champions continuous improvement
    2. Solves problems
    3. Drives for Results
  • Build people, team & organization 
    1. Creates followership through collaboration 
    2. Builds strong, effective and diverse organizations
  • Drive innovation and growth 
    1. Listens and responds to customer needs 
    2. Encourages balanced risk taking to advance innovation 
  • Transparency & Integrity 
    1. Consistently uses sound judgment 
    2. Operates with transparency and is trusted 
    3. Demonstrates humility

Send your application to Sophie Andison (Talent Acquisition) :