Main Purpose of the Job

Applications are invited for a Key Account and Sales Manager to join the Business Development and Impact Group at the Earlham Institute, based in Norwich, UK.

As the Key Account & Sales Manager, you will:
Develop Sales Strategies: Create and execute effective sales strategies for existing products and services, and lead on developing new products and services and sale strategies to drive revenue growth. Conduct annual price benchmarking and competitor analysis to identify the unique selling points for the Earlham services and use this information to inform the marketing and sales strategy.
Customer Engagement: Provide up-to-date technical service updates to both new and existing customers, ensuring their needs are met and exceeded
Lead Generation & Conversion: Identify and cultivate leads, convert prospects into sales, and secure repeat business through strong relationship management.
Negotiation & Agreements: Lead negotiations for service agreements, ensuring favorable terms and fostering long-term customer relationships.
Process Optimisation: Streamline sales and project management processes, maintaining accurate forecasting, budgeting, and resource allocation.
Project Administration: Oversee commercial project administration, ensuring timely management and comprehensive reporting.
Cross-Functional Collaboration: Partner with technical and operational teams to deliver an exceptional customer experience. Coordinate the marketing and sales focus between the individual teams providing services and communications team.
Team Leadership: Motivate and guide internal teams to achieve lead conversion and account management targets aligned with the sales plan.
Sales Campaigns: Implement and manage sales campaigns in collaboration with the communications team to enhance market presence.
Commercial Intelligence: Adhere to best practices for tracking, recording, and analysing commercial data to inform strategic decisions.
Stakeholder Reporting: Assist the Head of BDI in reporting team KPIs and performance metrics to stakeholders.

Key Relationships

Reporting to the Head of Business Development and Impact, the Key Account & Sales Manager will be a member of the Operations Division and will work closely with other members of the Business Development and Impact Team, Technology Platforms staff, and Senior Management Team members. The post holder will work closely with institute support functions such as contracts and finance.
 

Main Activities & Responsibilities

Develop Sales Strategies: Create and execute effective sales strategies for existing products and services, and lead on developing new products and services and sale strategies to drive revenue growth. Conduct annual price benchmarking and competitor analysis to identify the unique selling points for the Earlham services and use this information to inform the marketing and sales strategy.

Customer Engagement: Provide up-to-date technical service updates to both new and existing customers, ensuring their needs are met and exceeded.

Lead Generation & Conversion: Identify and cultivate leads, convert prospects into sales, and secure repeat business through strong relationship management.

Negotiation & Agreements: Lead negotiations for service agreements, ensuring favourable terms and fostering long-term customer relationships.

Process Optimisation: Streamline sales and project management processes, maintaining accurate forecasting, budgeting, and resource allocation.

Project Administration: Oversee commercial project administration, ensuring timely management and comprehensive reporting.

Cross-Functional Collaboration: Partner with technical and operational teams to deliver an exceptional customer experience. Coordinate the marketing and sales focus between the individual teams providing services and communications team.

Team Leadership: Motivate and guide internal teams to achieve lead conversion and account management targets aligned with the sales plan.

Sales Campaigns: Implement and manage sales campaigns in collaboration with the communications team to enhance market presence.

Commercial Intelligence: Adhere to best practices for tracking, recording, and analysing commercial data to inform strategic decisions.

Stakeholder Reporting: Assist the Head of BDI in reporting team KPIs and performance metrics to stakeholders.

As agreed with line manager, any other duties commensurate with the nature of the role.
 

Education & Qualifications

Requirement

Importance

Bachelor’s degree in Biological Sciences, Life Sciences, or a related field.

Essential

Significant and relevant work experience in the life science sector.

Essential

Master’s degree or higher in Business Administration, Marketing, Life Sciences, or a related discipline.

Desirable

Specialist Knowledge & Skills

Requirement

Importance

Advanced proficiency in CRM software and other sales-related tools.

Essential

In-depth understanding of current genomics technologies, their applications, and the broader life sciences and genomics market.

Desirable

Relevant Experience

Requirement

Importance

Extensive experience in consulting, commercial operations, sales support, or related roles within the biotech, healthcare, or genomics industries.

Essential

Demonstrated track record of driving operational efficiency and achieving commercial targets.

Essential

Interpersonal & Communication Skills

Requirement

Importance

Strong analytical and problem-solving abilities with the capacity to interpret data and make informed decisions.

Essential

Excellent verbal and written communication skills, capable of building and maintaining relationships with diverse stakeholders.

Essential

Proven ability to work both independently and collaboratively in a fast-paced, dynamic environment

Essential

Proactive, positive attitude with the initiative to take action while exercising sound judgment and tact.

Essential

Additional Requirements

Requirement

Importance

Attention to detail

Essential

Promotes equality and values diversity

Essential

Willingness to travel extensively within the UK and internationally for client meetings, conferences, and events.

Essential

Availability to work outside standard working hours as needed to meet business demands.

Essential

Ability to attend and host events, representing the Earlham Enterprises Ltd and the Earlham Institute professionally.

Essential

Earlham Institute

About the Earlham Institute
The Earlham Institute is a hub of life science research, training, and innovation focused on understanding the natural world through the lens of genomics.

We are building a future where the biology of any organism can be understood by analysing its genome. Our mission is to decode the scale and complexity of living systems so we can understand, benefit from, and protect life on Earth.

The Earlham Institute is based on the Norwich Research Park and is one of eight institutes that receive strategic funding from the UKRI Biotechnology and Biological Science Research Council (BBSRC).

Our Science
Earlham Institute scientists specialise in developing and testing the latest tools and approaches needed to decode living systems and make predictions about biology.

We are home to state-of-the-art facilities and technology, creating a unique combination of expertise and infrastructure. We have dedicated laboratories for genome sequencing, single-cell analysis, engineering biology, and large-scale automation; as well as one of the largest supercomputing facilities for life science research in Europe. Our Advanced Training team also provides access to specialised scientific training to upskill the next generation of research and technical staff.

Our Culture
The Earlham Institute champions 'team science'. Our collegiate and innovative research environment comes with significant support, including a commitment to your professional development, research and administrative assistance, and opportunities to build collaborations with scientists and industry on the Norwich Research Park, across the UK, and internationally.

The Institute is also home to talented technical and operational staff, whose invaluable contributions enable our science to have the maximum impact. We aim to recognise, reward, and develop all staff and students so that every individual feels able to achieve their best with us.

We work hard to nurture an engaged and positive workplace, centred on core values that include openness, technical excellence, and collaboration. We attract staff from around the world who contribute to - and benefit from - an environment that enables them to deliver world-class science alongside a supportive and social community.

For more information about working at the Earlham Institute, please click here.

Further Information:

Our Vision and Mission

Our Strategy

Our Culture

Life at Earlham Institute

Department

Business Development and Impact Group

Group Details

The aim of the Business Development and Impact Team is to support Earlham in translating our research and realising impact through working with local, national, and international partners to deliver commercial, environmental, cultural and place-based benefits.

​​​​​​This role will support the work of the Earlham Enterprises Ltd, a wholly-owned subsidiary of the Earlham Institute that serves as a key conduit for translating the Earlham Institute’s innovative research into real-world applications. Earlham Enterprises Ltd delivers premium genomic and computational research services, catering to small and medium-sized businesses as well as large multinational organisations.
 

Living in Norfolk

• Visit Norfolk
• Schools in Norfolk
• Childcare in Norfolk

Key Account and Sales Manager

Applications are invited for a Key Account and Sales Manager to join the Business Development and Impact Group at the Earlham Institute, based in Norwich, UK.

Background:

The Earlham Institute is at the forefront of genomic research, dedicated to decoding the complexities of living systems to benefit and protect life on Earth. We are driven by a passion for applying our expertise to solve critical industrial challenges, from enhancing global food security to improving the health of humans, animals, and plants. Our work also supports impactful initiatives in the charity, conservation, and environmental sectors, delivering meaningful solutions to complex global problems.

Located within the prestigious Norwich Research Park, the Earlham Institute is part of a world-renowned bioscience hub with expertise spanning plant and microbial sciences, interdisciplinary environmental studies, and food, diet, and health research.

Earlham Institute is committed to deliver a strategy aiming to grow and diversify funding to the Institute, including growing commercial income. This role will support the work of the Earlham Enterprises Ltd, a wholly owned subsidiary of the Earlham Institute that serves as a key conduit for translating the Earlham Institute’s innovative research into real-world applications. Earlham Enterprises Ltd delivers premium genomic and computational research services, catering to small and medium-sized businesses as well as large multinational organisations. Earlham Enterprises Ltd specialise in contract research, bespoke services, and consultancy, designed to address the unique needs of our clients.

Examples of services provided through the Earlham Enterprises Ltd include:

Custom protocol development for genomics and NGS
Computational genomics consultancy
Comprehensive sequencing services
Bioinformatics and data interpretation
High-throughput genomics and molecular biology tools

The role:

Key Account & Sales Manager will play a pivotal role in driving revenue growth through strategic sales planning, effective customer engagement, and relationship management.

As the Key Account & Sales Manager, an example of the duties you will be carrying out are as follows:

•Develop Sales Strategies: Create and execute effective sales strategies for existing products and services, and lead on developing new products and services and sale strategies to drive revenue growth. Conduct annual price benchmarking and competitor analysis to identify the unique selling points for the Earlham services and use this information to inform the marketing and sales strategy.
•Customer Engagement: Provide up-to-date technical service updates to both new and existing customers, ensuring their needs are met and exceeded.
•Lead Generation & Conversion: Identify and cultivate leads, convert prospects into sales, and secure repeat business through strong relationship management.
•Negotiation & Agreements: Lead negotiations for service agreements, ensuring favourable terms and fostering long-term customer relationships.

The ideal candidate:

Previous experience in consulting, commercial operations, sales support, or related roles within the biotech, healthcare, or genomics industries is essential. Candidates need to possess an in-depth understanding of current genomics technologies, their applications, and the broader life sciences and genomics market.

Additional information:

Salary on appointment will be within the range £55,500 to £61,300 per annum, plus commission depending on qualifications and experience.  This is a full-time post offered on an indefinite basis.

Informal enquiries are welcomed, please contact the hiring manager liliya.serazetdinova@earlham.ac.uk. Please be aware that due to the Christmas period, you may not receive a reply until the week commencing 6 January 2025. 

Interviews will be held w/c 20 January 2025.

Application is by CV and up to two-page supporting statement, which should be submitted by 23:59 BST on 10 January 2025. 

This role meets the criteria for a visa application, and we encourage all qualified candidates to apply.  Please contact the Human Resources Team if you have any questions regarding your application or visa options.

As a Disability Confident employer, we guarantee to offer an interview to all disabled applicants who meet the essential criteria for this vacancy.

The closing date for applications will be 10 January 2025.