• Proactively identify, recruit, onboard, and manage new selling partners • Directly support partners in closing deals to attain revenue and margin targets • Build and manage relationships with partners to optimize sales of all Edge solutions

• Drive new customer acquisition • Provide timely and accurate sales forecasts to inform management's strategic decision-making, and to reflect appropriate management of the territory and sales pipeline • Strategic Account Planning • Active prospection, visit non-buying customers • Manage significant deal volume and target account pipelines • Develop and execute strategic sales plans, targeting prioritized opportunities • Build network with critical influencers, establish relationships with key decision makers • Leverage knowledge of industry and sales experience to establish credibility with current and prospective customers • Collaborate with internal stakeholders to win new business

Role Description The National Key Accounts Manager will be responsible for managing and expanding MSD's most strategic accounts across China, focusing on major contract research organizations (CROs), large pharmaceutical companies, and key service providers. - Own and manage relationships with approximately 20 of MSD's largest national accounts. - Achieve quarterly and annual revenue targets through direct sales to key accounts. - Develop comprehensive strategic account plans that identify growth opportunities, competitive threats, and relationship-building initiatives. - Conduct regular business reviews with key stakeholders to understand their evolving needs, research pipelines, and strategic priorities. - Position MSD as a strategic partner by understanding customers' business models, competitive pressures, and growth objectives. - Identify and pursue expansion opportunities within existing accounts across multiple departments, divisions, and geographic locations. - Drive revenue growth through both increased utilization of existing MSD platforms and adoption of new products and applications. - Manage complex sales cycles involving multiple stakeholders and decision-makers within large organizations. - Develop and present customized value propositions that align MSD's capabilities with customer business needs. - Navigate procurement processes and negotiate pricing, terms, and service agreements. - Maintain accurate forecasting and pipeline management using Salesforce CRM. - Collaborate with Regional Sales Managers when key accounts have activities or locations within specific regions. - Serve as a trusted technical advisor to key accounts, leveraging deep understanding of immunoassay technologies, biomarker analysis, and research workflows. - Understand customer applications and research objectives to recommend appropriate MSD solutions. - Coordinate with Field Applications Scientists to provide technical demonstrations, method development support, and troubleshooting. - Stay current on emerging trends in drug development, biomarker research, and CRO service offerings to identify new application areas. - Provide customer feedback to product management and R&D teams to inform future product development. - Work closely with MSD's national distributor to coordinate logistics, order fulfillment, and customer service for key accounts. - Collaborate with regional distributors as needed to support key account activities in specific territories. - Ensure seamless customer experience by managing the intersection of direct sales relationships and distributor logistics. - Provide distributors with account intelligence and strategic context to optimize their support. - Partner with Regional Sales Managers to ensure coordinated coverage and avoid conflicts on account ownership. - Work closely with Marketing to develop account-specific campaigns, case studies, and promotional materials. - Collaborate with Field Applications, Technical Support, and Customer Service teams to ensure exceptional customer experience. - Provide market intelligence on competitive activity, customer trends, and industry developments. - Participate in strategic planning and contribute insights on key account trends and opportunities. - Build strong relationships with key decision-makers, influencers, and technical staff within target accounts. - Represent MSD at industry conferences, tradeshows, and customer-hosted events. - Conduct regular face-to-face meetings with key accounts across China, requiring significant national travel. - Maintain high visibility and accessibility with strategic customers. - Identify and cultivate relationships with emerging accounts that may become strategic in the future. Qualifications - Bachelor's degree in life sciences, biotechnology, or related field required. - Advanced degree (MS, PhD) strongly preferred. - Five to ten years of successful sales experience in the life sciences industry. - Demonstrated experience in key account management or strategic sales. - Experience working with CROs, pharmaceutical companies, or similar organizations in drug development ecosystem. - Experience coordinating with distributors or channel partners. Requirements - Proven track record of managing large, complex accounts and achieving significant revenue targets. - Background selling both capital equipment and consumable products. - Demonstrated ability to build and maintain executive-level relationships. - Strong technical understanding of life sciences research workflows, particularly in drug development and biomarker research. - Deep familiarity with immunoassays, biomarker analysis, proteomics, or related technologies. - Ability to understand complex customer applications and translate them into solution recommendations. - Capability to engage in detailed technical discussions with scientists and technical staff. - Exceptional relationship-building skills with ability to establish credibility and trust with sophisticated customers. - Strategic thinking and ability to develop long-term account growth strategies. - Strong business acumen and understanding of customer business models and economics. - Excellent presentation and communication skills for diverse audiences. - Consultative selling approach with ability to uncover customer needs and develop tailored solutions. - Strong negotiation skills and commercial acumen. - Self-motivated with ability to work independently and manage complex, multi-stakeholder sales processes. - Excellent organizational skills and attention to detail. - Proficiency with CRM systems (Salesforce experience preferred). - Analytical mindset with ability to use data to drive account strategies. - Excellent verbal and written communication skills in English. - Ability to travel extensively that can include overnight stays and working outside normal business hours as needed. Physical Demands - This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about a home office. Work Environment - This position is performed in a home office environment. - This position requires extensive travel (up to 60 to 70% of the time).

Role Description The Channel Sales Partner Manager is an established role within ITS's Print & Copy Channel Business Unit. The Partner Manager will take full ownership of the commercial intelligence for ITS's channel product portfolio in France, driving market understanding, shaping channel strategy, and ensuring seamless alignment across development, sales, and marketing. With a strong focus on the French market, the role plays a critical part in defining the channel partner strategy and uniting all commercial functions behind a clear, coherent direction. Key Responsibilities - Drive channel sales by implementing iTS’s strategic goals and objectives. - Act as the primary point of contact for iTS partners and customers. - Build and maintain strong, long-term relationships with partners. - Focus on sales and presales activities to maximize revenue growth. Additional Responsibilities - Based in France, with regular travel across France. - Achieve monthly sales targets by managing and motivating resellers to perform. - Recruit, grow, and manage the reseller network through proactive outreach, including cold calling and relationship building. - Manage partners/dealers and drive sales for solutions such as PaperCut (MF, NG, Hive, Pocket), Umango, Docslide, and iTS print and copy control hardware. - Deliver sales and product training to new resellers and provide periodic refresher sessions for existing partners. - Maintain accurate customer and reseller records in our CRM system (webCRM). - Distribute promotional materials, letters, and email campaigns regularly. - Educate resellers on new features and products as they become available. - Maintain dealer price lists and communicate updates promptly. - Issue Not-for-Resale licenses and set up trials when required. - Invite customers and resellers to conferences, exhibitions, and events. - Host monthly webinars to educate and promote iTS solutions and services. - Collaborate with the Marketing Department on email campaigns, direct mail, and website content for iTS and Print and Copy Control platforms. - Support resellers with tenders and respond to technical/functional queries. - Generate quotations and verify pricing accuracy. - Demonstrate software to resellers’ end-users when required. - Attend monthly sales meetings online and at iTS offices across Europe. - Perform general administrative tasks as needed. Qualifications - Minimum 2–3 years of proven experience in direct or channel sales, negotiation and achieving targets. - Strong outbound sales skills, including cold calling and lead generation. - Excellent business acumen and a successful track record in sales. - Exceptional communication skills in French & English (spoken and written). - Experience managing reseller networks is preferred but not essential if you have strong direct sales experience. - Background in selling software solutions or technical products is advantageous (full training provided). - Knowledge of the print and copy dealer industry is a plus but not mandatory. - Ability to work under pressure, adapt to changing priorities, and maintain flexibility. - High attention to detail and commitment to delivering outstanding customer service. - Positive attitude, willingness to learn, and ambition to grow within a dynamic organization. - Self-disciplined with the ability to work independently and collaboratively. - Proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook) and experience with CRM systems. What Sets You Apart - You have a genuine understanding of the French channel landscape and know how to build and nurture partner relationships that drive measurable commercial results. - You can operate at both a strategic and executional level — defining the channel partner strategy one day and managing partner negotiations and joint business plans the next. - You are comfortable working in a fast-paced, evolving environment and can translate complex market dynamics into clear priorities and actionable plans. - You have a proven track record of working cross-functionally across product, sales, and marketing, and can influence and drive outcomes without direct authority. - You understand what motivates channel partners and always lead with value — positioning ITS's product portfolio in a way that resonates with both partners and end customers. - You bring a results-driven mindset, combining commercial intelligence with a hands-on approach to ensure targets are met and partner relationships are continuously developed. Benefits - A career within a stable, established global organization recognized as a leader in its field. - Competitive salary based on experience. - Uncapped commission structure plus an annual bonus for achieving targets. - Company laptop and mobile phone. - Business travel reimbursement (per mile and or km). - 25 days annual leave. - Extensive training and ongoing support. - A dynamic, international work environment with a strong team ethos and a family feel. Company Description iTS is an independently run company established in 1988 with its headquarters in Harrow, London in the United Kingdom. We have operations throughout Europe and North America with customers across five continents.