Nova Biomedical: One Global Brand. One Vision. Together under one name.

Advanced Instruments and Nova Biomedical are now united under one brand, Nova Biomedical, marking a major milestone in our journey to deliver greater value to our customers. By combining our strengths, we're accelerating innovation, supporting critical workflows, and delivering world-class service across the biopharmaceutical and clinical markets.

Job Summary:

The Artel Key Account Manager (KAM) is a key member of our international commercial organization.

This role is responsible for building the Artel business across France and French-speaking Europe almost from the ground up, by identifying, developing, and closing new opportunities while expanding existing customer relationships.

Unlike many established laboratory equipment businesses, Artel operates in a market where brand awareness remains relatively low. Success in this role depends on proactively creating demand, educating customers, opening new accounts, and building a sustainable commercial pipeline through disciplined prospecting and field execution.

This is a true hunter role for someone who enjoys building territories, opening new doors, influencing complex buying groups, and winning competitive business.

The successful candidate will spend the majority of their time engaging laboratories, understanding automation workflows, identifying business opportunities, and positioning Artel as the preferred solution for liquid handling verification.

The Key Account Manager plays a critical role in accelerating market adoption, growing revenue, strengthening customer relationships, and supporting the long-term expansion of the Artel business.

Success is measured through revenue growth, pipeline generation, opportunity quality, forecast accuracy, and long-term customer development.

In terms of territory, primary responsibilities include France, Luxembourg, French-speaking Belgium, and French-speaking Switzerland.

Responsibilities:

Territory Development & Business Growth

• Build the Artel business across France and French-speaking Europe through systematic territory development
• Develop and execute strategic territory mapping and plans aligned with annual sales objectives
• Identify high-potential laboratories according to profile, activity, workflows, instruments, existing install base…
• Prioritize biopharma, biotech, genomics, diagnostics, hospital labs and laboratory automation environments
• Maintain a healthy sales pipeline capable of consistently exceeding quarterly objectives
• Create opportunities where none currently exist

New Business Development

• Generate new qualified opportunities every week through disciplined prospecting
• Execute high-quality outbound outreach using field visits, telephone, email, LinkedIn and industry networking
• Develop relationships with laboratories beyond the existing installed base
• Build trust with scientists, automation specialists, lab managers, QA, procurement and executive stakeholders
• Identify customer challenges and translate them into meaningful business opportunities
• Own opportunities from initial engagement through purchase order

Laboratory Automation & Consultative Selling

• Understand customer laboratory workflows and automation strategies
• Position Artel solutions as workflow optimization, quality assurance and risk reduction tools rather than just instruments
• Demonstrate clear customer value through improved data quality, compliance, productivity and cost reduction
• Conduct product demonstrations, presentations and technical discussions
• Build compelling financial and operational business cases for investment

Competitive Displacement & Installed Base Expansion

• Identify competitive systems and replacement opportunities
• Develop strategies to displace competing technologies and verification methods
• Expand existing customer relationships across departments, laboratories and international sites
• Drive instrument upgrades, software upgrades, service contracts and consumable sales
• Promote trade-in and end-of-life replacement programs

Account Planning & Territory Management

• Develop detailed account plans for strategic customers
• Map complex buying centers and decision-making processes
• Identify champions, technical influencers and executive sponsors
• Coordinate customer visits with marketing, field application scientists and service teams
• Execute territory reviews with management to continuously improve performance

Commercial Execution & Forecasting

• Maintain accurate opportunity management in Salesforce
• Provide reliable sales forecasting and pipeline visibility
• Maintain disciplined account planning and opportunity progression
• Execute structured sales methodology throughout every opportunity
• Deliver timely opportunity updates, forecasts and territory reports

Market Intelligence

• Monitor competitor activities, market trends and laboratory automation developments
• Capture customer feedback and communicate market intelligence internally
• Identify new applications and emerging market opportunities
• Support product management and marketing through customer insight

Experience Requirements:

Execution & Commercial Excellence

Excellence is the standard. The Artel KAM is expected to operate with the highest level of commercial, scientific and operational rigor. This includes:

• Mastery of the complete Artel product portfolio, applications, competitive positioning and value proposition
• Strong understanding of complex consultative sales methodologies
• Excellent territory planning and opportunity management
• Disciplined use of Salesforce (CRM) and commercial tools
• Accurate forecasting and pipeline management
• Close collaboration with Marketing, Product, Customer Service, Technical Service and Field Applications
• Continuous professional development and product knowledge

Mindset & Attitude

This is not a role for someone waiting for inbound opportunities. We are looking for someone who creates them.
The successful candidate enjoys opening new accounts, developing relationships from scratch, educating customers, and creating commercial momentum where little currently exists.

They combine technical credibility with commercial discipline and thrive in an entrepreneurial environment.

We are looking for someone who:

• Takes ownership of results rather than activities
• Is naturally curious and enjoys understanding lab workflows
• Loves prospecting and opening new doors
• Is resilient, persistent and comfortable hearing "no"
• Operates with urgency, discipline and consistency
• Treats Salesforce (CRM) as a commercial tool, not an administrative task
• Is motivated by building something rather than maintaining something
• Is highly organized and executes with precision.

Education, skillset, experience and personal attributes required:

• Background in Life Sciences or Engineering (or Business with strong experience in Life Sciences)
• Minimum 5 years of successful field sales experience selling lab automation solutions
• Previous commercial experience with an automated liquid handling manufacturer or laboratory automation company such as Hamilton, Tecan, Beckman Life Science, SPT Labtech, Analytik Jena, Agilent, Opentrons
• Proven track record of consistently exceeding sales targets through new business acquisition
• Demonstrated success managing complex sales cycles involving multiple technical and commercial stakeholders
• Strong understanding of laboratory automation workflows
• Experience selling into pharmaceutical, biotechnology, CDMO, academic research or hospital laboratories
• Proven experience in complex sales processes with multiple stakeholders and large budgets
• Native French, fluent English (or daily working proficiency), one other language (Dutch or German preferred)
• Strong commercial and technical communication skills. Passion for sales excellence and methodology, scientific and technical expertise. Entrepreneurial mindset with a results-oriented approach
• Strong IT proficiency (Excel, PowerPoint, Word)
• Strong CRM experience (Salesforce.com preferred)
• Excellent presentation and customer engagement skills
• Willingness to travel extensively (60% to 70%)
• Valid driver’s license

Why Work for Nova Biomedical

• Nova Biomedical believes in transparency and integrity throughout all we do, including compensation. The provided salary range for this role represents the expected base salary or hourly rate for this opening. Actual compensation will be commensurate with the candidate’s experience and may vary based on individual factors such as location, skills, and education.

Work Location: Remote - France

Nova Biomedical believes in transparency and integrity throughout all we do, including compensation. The provided salary range for this role represents the expected base salary or hourly rate for this opening. Actual compensation will be commensurate with the candidate’s experience and may vary based on individual factors such as location, skills, and education.

About the company

At Nova Biomedical, we’re not just building instruments, we’re powering breakthroughs that improve lives. Our smart, science-driven solutions are trusted in over 100 countries to speed drug development and enhance patient care.

Our integration brings together more than 70 years of scientific excellence with Nova’s cutting-edge innovation, forming a powerhouse of precision, purpose, and possibility. With FDA-registered, ISO-certified manufacturing, more than 125 FDA approvals, and industry-trusted diagnostics, we’re setting new standards in quality and reliability. Nova Biomedical is proud to be a global leader in osmolality testing and biotechnology and in vitro diagnostic (IVD) instrumentation, dedicated to advancing patient care and scientific discovery with a legacy that continues to shape the future of life sciences.

With headquarters in Norwood and Waltham, Massachusetts, and a global team of nearly 2,000 employees, we’re building a collaborative, empowered culture grounded in shared values: Customer Centricity, Ingenuity, Ownership & Accountability, Collaboration, and Integrity.

Working at Nova Biomedical means joining a mission-driven organization where your contributions matter. Whether you're in engineering, science, manufacturing, or support, you’ll be part of a team that values innovation, invests in your growth, and is committed to making a real-world impact on global health.

Explore what’s next with us at novabiomedical.com

EEO Statement:

Nova Biomedical takes pride in being an equal opportunity employer committed to hiring a diverse and inclusive workforce. As a part of our commitment to a diverse and inclusive workforce, Nova Biomedical will continue to take steps to assure that recruitment, hiring, assignment, promotion, compensation, and all other personnel decisions are made and administered without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, gender expression, veteran status, age, mental or physical disability, genetic information or any other protected class.

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