Key Account Manager

Werfen is a growing, family-owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors. Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7,000 strong.

Overview

The Key Account Manager is responsible for achieving the turnover and profitability objectives for the relevant Customer base, both public and private. To this end, it promotes solutions, products and services offered by Werfen to its customers, to generate sales opportunities for the relevant product lines, in accordance with internal commercial policies and regulations.

Implements the strategy defined with the Area Manager and the Marketing Department, ensuring that the specific KPIs are achieved.

For his / her territory, manages relationships with the customers, technicians, engineers, IT, laboratory technicians, administrators and focuses on each one (including users) to the extent that they are involved in the decision-making process.

Responsibilities

Establishes the commercial strategy for the clients for which he / she is responsible.

Directly manages the commercial opportunities by leverage on the use of the Value Selling methodology and, in the presence of complex negotiations, also of Strategic Selling methodologies, defining structured sales project and action plans and involving the various functions in the different actions of the sales process (Sales, Marketing post Sales, Controlling, ...). Coordinates the intervention of the various interlocutors necessary for the successful completion of the negotiation, identifies necessary resources and ensures adequate allocation.

Working closely with the controlling department, is responsible for the development of an economic offer through the correct application of the P&L zGP SAP.

Makes his / her knowledge of the market for which he / she is responsible available to other KAM colleagues and, if necessary, acts as a mediator and influencer; shares his / her knowledge of the decision-making process with the aim of providing any added value to the negotiation / meeting.

Is responsible for the growth, profitability, and fulfilment of contractual commitments of each of its customers.

Achieves annual objectives in terms of instrumental installations divided between new customers and renewals, number of operations won for the different product lines or in terms of growth in market share, retention rate, conversion rate and "win & loss" balance (annual net impact of assets won versus losses) or other indicators that measure business performance.

In agreement with Marketing business lines, implements marketing campaigns and events, and ensure they are successful.

Is responsible for the sales cycle (research, qualification, management of new opportunities, visits, demonstrations, presentations of products and services, responses to public or private tenders, negotiation, acquisition of deals and finalization of contractual agreements, maintenance and / or development of the business)

Develops and maintains our customers' trust through a professional approach and targeted actions. Detects and manages the needs and problems expressed by current or potential customers.

Establishes and develops relationships with potential Key Opinion Leaders (KOL) in collaboration with the relevant business lines and sales management.

Qualifications

Networking / Key relationships

External : Customers, Key Opinion Leaders, IVD Associations.

Minimum Knowledge & Experience required for the position :

Education :

Bachelor´s Degree in Life Sciences and / or marketing and / or proven sales experience in the role in complex and constantly changing contexts, both public and private.

Experience :

At least 5 years of sales experience in the healthcare industry.

A minimum of 3 years sales experience in IVD market.

Sales experience in private and public segments.

Economic basics : Turnover / Margin / Income statement / reading ed interpretation of economic KPIs / DSO … (To consider having an MBA).

AdditionalSkills / Knowledge :

SAP (Business Transactions)

CRM tool

Skills & Capabilities :

The ideal candidate for this position will exhibit the followingskills andcompetencies :

Customer orientation

Business Acumen

Leadership, reliability, and ability to influence others.

Change agility, i.e. the ability to evolve in a complex and dynamic environment.

Ability to manage commercial tools such as CRM and complex sales management methodologies

Skills in the use of Value Selling and Strategic Selling methodologies

Excellent organizational and project management skills

Aptitude for continuous updating in a technical and clinical environment

Proactivity

Listening and analytical skills

Ability to motivate his proposals and influence at all organizational levels

Transparency and ethics in behavior

Determination in pursuing business objectives

Up to 50% of working time

If you are interested in constantly learning and being challenged on a daily basis, we encourage you to submit your resume or CV.

Werfen appreciates and values diversity. We are an Equal Opportunity / Affirmative Action Employer M / F / D / V.

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