Key Account Specialist - Lab

Position Overview

We are seeking a dynamic and results-driven Key Account Specialist - Lab to spearhead the expansion of our Life Science and General Lab business across the Western and Southern Regions. This pivotal role is designed to cultivate and manage key accounts, uncover new business opportunities, and consistently achieve sales targets while broadening market coverage. The ideal candidate will engage with government, public, research, and private sector accounts, with a specialized focus on Life Science applications, including stem cells, genetics, research laboratories, biobanking, blood banks, laboratory equipment, consumables, and related solutions.

This position demands a strategic approach to managing opportunities from initial market identification and customer development through to quotation, purchase order, delivery, and invoicing. The successful candidate will maintain meticulous CRM records, market intelligence, and pipeline data to ensure informed decision-making and sustained growth.

Key Responsibilities

• Sales Target Achievement: Consistently meet and exceed assigned annual, quarterly, and monthly sales targets for the Western and Southern Regions.
• Account Development & Management: Cultivate and manage a diverse portfolio of government, public, private, university, research, stem-cell, genetics, biobank, blood-bank, and General Lab accounts to drive revenue growth.
• Opportunity Generation: Identify and develop new sales opportunities and accounts within the assigned territory to expand market presence.
• Cross-Selling & Portfolio Expansion: Enhance existing customer relationships by cross-selling and expanding the complete General Lab and Life Science product portfolio.
• Market Segmentation & Intelligence: Conduct structured market segmentation by region, customer type, application, product category, and business potential. Collect, consolidate, and maintain accurate market data, including customer databases, installed base, competitor analysis, potential projects, consumption trends, and upcoming requirements.
• Strategic Account Planning: Develop comprehensive account plans for key customers, identifying decision-makers, end-users, procurement contacts, and other stakeholders to facilitate targeted engagement.
• Customer Engagement & Territory Management: Execute a structured weekly and monthly territory plan, ensuring regular customer visits and proactive relationship management.
• Opportunity Pipeline Management: Drive opportunities from initial customer requirements through technical discussions, quotation, negotiation, purchase order, delivery, and invoicing. Maintain accurate CRM records for customer interactions, opportunities, quotations, expected orders, and sales forecasts.
• Government & NUPCO Account Management: Manage NUPCO and government account opportunities, with a deep understanding of their purchasing and PO workflows to ensure seamless transactions.
• Tender & Project Identification: Proactively identify upcoming tenders, projects, budgets, and direct-purchase opportunities, escalating them internally within required timelines.
• Competitive Analysis: Monitor competitor activities, products, pricing, installed base, and market developments, providing regular reports to management to inform strategic decisions.
• Cross-Functional Collaboration: Coordinate with technical, logistics, regulatory, supply-chain, and finance teams to ensure flawless execution of customer requirements and orders. Engage with suppliers and product specialists for technical or application support as needed.
• Technical Proficiency: Develop a robust understanding of the assigned product portfolio through continuous self-learning and supplier training to effectively address customer needs.
• Reporting & Forecasting: Submit accurate and timely sales, market, pipeline, and forecast reports to management, ensuring alignment with business objectives.
• Proactive Territory Ownership: Take full ownership of the assigned territory, identifying and pursuing business opportunities proactively rather than relying solely on incoming customer requests or existing tenders.

Qualifications & Experience

• Educational Background: Bachelor’s degree in Medical Laboratory Sciences, Biotechnology, Molecular Biology, Genetics, Biomedical Sciences, Biology, Microbiology, Biochemistry, Pharmacy, or a related Life Science discipline.
• Professional Experience: Minimum of 3 years of relevant field-sales experience in Life Science, research laboratories, laboratory equipment, medical devices, or laboratory consumables. 4–7 years of experience is highly preferred.
• Government & Public Sector Expertise: Proven experience managing government and public-sector accounts, with a strong understanding of NUPCO procurement processes.
• Regional Experience: Prior experience covering the Western or Southern Regions of Saudi Arabia is strongly preferred.
• Sales Track Record: Demonstrated history of achieving and exceeding assigned sales targets, with a preference for candidates experienced in selling capital equipment alongside recurring consumables.