Key Account Director (DACH)

The Key Account Director at Airfinity plays a vital role in growing our business within the pharmaceutical sector. This includes developing strategies to increase our footprint in assigned accounts, building and maintaining relationships with key executives, and working closely with internal teams to create tailored solutions for clients. Staying updated on industry trends and representing Airfinity at conferences are also essential aspects of this position.

To be considered for the Key Account Director role at Airfinity, candidates should have at least five years of experience in Key Account Management, particularly within the pharmaceutical industry. A strong background in selling SaaS, data analytics, or consulting services is essential. Candidates should also demonstrate excellent communication skills and a proven track record of revenue growth and relationship-building.

At Airfinity, we believe in the continuous growth of our employees. The Key Account Director will have access to a dedicated Learning & Development Budget, allowing them to pursue personal and professional development opportunities. This position also offers the chance to work overseas, broadening your experience while contributing to international projects.

Airfinity offers a hybrid and agile working environment for the Key Account Director. This means you'll have flexibility over how, where, and when you work. You're encouraged to choose your days in the office based on what suits your work-life balance, empowering you to work in a way that's most productive for you.

Yes, the Key Account Director may be required to travel as needed to meet with customers and represent Airfinity at key industry events. This travel component is essential for building relationships and expanding our business in the DACH region.

In responding to this question, candidates should detail their relevant experience in managing key accounts, highlighting specific successes and strategies used to drive revenue growth in the pharmaceutical sector. Mentioning quantifiable achievements can significantly strengthen your response.

A strong response will include insights into your relationship-building strategies, such as understanding client needs, maintaining regular communication, and providing value through collaboration. Share examples of successful partnerships you’ve established.

Candidates should be prepared to discuss specific sales methodologies they utilize, such as MEDDPIC or SPIN. Explain how you apply these methodologies in real-world scenarios to achieve sales goals and provide concrete examples.

Discuss your methods for staying updated, such as attending conferences, reading industry publications, or participating in relevant online forums. Emphasize your commitment to continuous learning and adapting to changes in the industry.

When addressing this question, provide a specific example that illustrates your problem-solving and negotiation skills. Explain the context, your actions, and the positive outcome achieved, demonstrating your resilience and strategic thinking.

Effective candidates will speak to their strategies for differentiating their offering, understanding competitor strengths and weaknesses, and anticipating market changes. Providing examples of successful competitive tactics can add weight to your answer.

In your response, discuss the key performance indicators (KPIs) you track, such as client satisfaction, revenue growth, and account retention rates. Explain how these metrics help shape your strategy and inform your actions.

Articulate your belief in collaboration and how you work with cross-functional teams to deliver value to clients. Highlight successful projects where teamwork was critical to achieving objectives.

Share your experience in adapting your communication strategies based on the audience. Emphasize how understanding stakeholder preferences can enhance your effectiveness in conveying complex information.

Candidates should convey their enthusiasm for Airfinity and the pharmaceutical sector, aligning their career goals with the company's vision. Mentioning specific attributes about Airfinity that resonate with you can create a compelling answer.