Key Account Manager

• 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 fulfillment 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.
• Follows up on existing customers and the renewal/extension of their current contracts.
• Guarantees the accuracy of the commercial conditions of the assigned customers and follows the evolution of their turnover.
• Plans, coordinates and leads client presentations involving other stakeholders (e.g. marketing, service, management)
• Pays attention to customers in terms of CPR (cost per reportable result) ensuring the compliance with agreed commitments.
• Keeps informed on product news and participates in training planned by marketing both plenary and online training.
• Knows the market positioning of our solutions, products, and services.
• Implement the clinical approach as a market approach strategy, closely working with the Clinical Manager and KOLs
• Knowledge of the market and its trends, in relation to Werfen solutions, products and services.
• Updated knowledge of the competitors and continuous information exchange with marketing department.
• Pay attention to new needs expressed by customers to report and share with marketing.

Networking/Key relationships

Internal: Sales, Post Sales, Marketing, Finance, QA/RA, Tender & Offer, Contracts departments, Legal & ComplianceExternal: Customers, Key Opinion Leaders, IVD Associations.