Job Information
About the Position
Job Summary
Acting as a key interface between customer, channel partner and all relevant Werfen departments, the Key Account Manager ACDx develops and executes business development and key account management strategies to develop new business and retain existing business within the Eurodealers region. Creating added value to our customers by providing solutions that solve their business issues in coordination with our partners and/or any other internal stakeholder that can add further value to the customer experience. Supporting the Sales Director in proactively developing and implementing sales strategies to grow and develop the business within the assigned business line.
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 ACDx 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 Autoimmunity Sales and Applications environment.
• Additional Skills/Knowledge:
o IVD experience
o Commercial and KAM skills
o Clinical Selling, Value Selling, Strategic Selling
o Language: English Proficiency
o Specific technical and scientific knowledge of Autoimmunity diagnostics
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
