KAM AID

Job Summary

The Key Account Manager acts as a liaison between customers, channel partners, and Werfen departments, developing and executing strategies to attract and retain business in the EuroDealers region for the business line of responsibility, Hemostasis. They provide value by delivering solutions to customer issues with the help of partners and internal stakeholders. Additionally, they support the Sales Director in creating and implementing sales strategies to grow the business.

Key Accountabilities

• Support channel partners with a consultancy approach by providing the necessary sales support to create/execute sales strategies and driving profitable sales growth
• Identify viable leads, manage and qualify prospects to build a sustainable sales pipeline to increase sales and acquiring new and profitable business to meet and exceed sales goals
• In coordination with the Distribution Channel and Area Management, analyse and identify opportunities per areas, segmenting the market and assigning priorities and resources based on market potential, reference sites and profitability.
• Devote at least half of the time to visit strategic accounts and prospects together with our partners, making sure to build a strong new business pipeline, and providing any sales support with a consultative approach.
• Develop a Value and Strategic Selling strategy for opportunities in key accounts, using the Value Prompter together our partners, mentoring them and making sure they implement and adopt this methodology.
• Manage the customization of our different product solutions that suit the best to solve the business issues of our customers and promote the use of corporate health economics and commercial tools during the selling process.
• Responsible to coordinate the tender activities and requirements and work together with the distributor on technical tender specifications and documentation in key opportunities
• Responsible to initiate the profitability analysis for those opportunities in CRM under tender process for zero distance countries, being part as well in the approval flow and pricing to confirm Werfen is providing the right solution to the customer needs.
• Own and administrate the CRM in coordination with our partners, making sure the commercial opportunities are fully updated.
• Collaborates with the Marketing team in the development of go to market strategies and marketing tactical plan according to the needs of the assigned territory.
• Cooperate with other internal representatives to support EEMEA and Company’s commercial strategy.
• Prepare regular reports of progress and forecasts to Sales Director using key account metrics.
• Attend international meetings to remain current on technical updates, best practices, application strategy and corporate projects.

Networking/Key relationships

• Internal
  • Sales Department
  • Customer Support Department
  • Marketing Department
  • Finance Department
• External
  • Channel Partners
  • Customers
  • Key Opinion Leaders

Minimum Knowledge & Experience required for the position:

•     Education: Master’s Degree in Biology, Biotechnology, Biomedical Engineering, Medicine or Pharmacy.

•     Experience: Minimum of 5-year work experience in a similar position within Sales and Applications environment for the business line of responsibility, Hemostasis

•     Additional Skills/Knowledge:

o        IVD experience

o        Commercial and KAM skills

o        Knowledge of Hemostasis

o        Language: English Proficiency

Skills & Capabilities

• Self-motivated
• Results oriented
• Customer centric
• Problem Solving
• Assertiveness
• Strong communication and presentation skills
• Teamwork
• Demonstrates integrity and respect in the performance of his/her duties

Travel requirements

Up to 60% of working time

Individual Contributor Core Competencies

Managing Work
Effectively managing one’s time and resources to ensure that work is completed efficiently.

Emotional Intelligence Essentials
Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; leveraging insights to effectively manage own responses so that one’s behavior matches one’s values and delivers intended results.

Building Partnerships
Developing and leveraging relationships within and across work groups, including cross-functional groups, to achieve results.

Decision Making
Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.

Continuous Improvement
Originating action to improve existing conditions and processes; identifying improvement opportunities, generating ideas and implementing solutions.

Continuous Learning
Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through  their application.