Key Account Manager (Thailand)

Job Overview

Post Date
Job Function
Bangkok Area

About the Position

Title of position: Key Account Manager | Thailand

Name of Department: Country Sales

This position reports to: South East Asia 2 Area Director

Location (base): Bangkok - Thailand

Number of direct reports (and total number of team members) reporting to this position: Nil        

Position Summary

The Key Account Manager is responsible for identifying and managing, together with our distribution partners, the relationship between the Key Decision Makers (in hospitals, private laboratories, region & health administrations) and the Company. Business territory is Thailand and main focus on Hemostasis and Blood Gas product Lines.

Key Accountabilities:

  • Assures the Compliance with Ethical Code
  • Manages the relationship between the company and the KDM, KOL and Distribution Partners
  • Establishes and maintains relationships with customer´s management
  • Applies the business strategy defined for each business line
  • Responsible for following the sales funnel and actively seek out new sales opportunities together with our distribution partners
  • Focuses the actions on Value Selling
  • Responsible for the profitability of the accounts
  • Maintains a current and in-depth knowledge of all products in the range
  • Ensures that new accounts place a standing order as soon as possible and that Werfen products are used to the maximum extent. 
  • In conjunction with Area Director ensures that reagent standing orders are renewed prior to expiry of the current one.
  • Assures the compliance of the agreements and service levels with customers
  • Gets to know all the relevant information about customers buying procedures, use it and report it with the adequate tools
  • In conjunction with the Application Specialists ensures that new systems are installed efficiently and brought into routine use as quickly as possible
  • Articulates the Company’s resources (specialists, product managers, technical support) for specific projects and problem resolution
  • Knows the product specifications and its impact on our customer health economics
  • Leads public tenders and private labs negotiations
  • Provides a sales forecast at each Sales Meeting; must be able to give an in-depth review of each account on the presented forecast.
  • Is aware of and report on competitive activities / strategies
  • Understands the views of users and non-users on our products and their future product wishes
  • Ensures that you are familiar with our Quality System and follow relevant procedures.

Budget managed (if applicable)


Internal Networking/Key relationships

To be determined based on department needs, to include interactions such as:

  • Area Director and Product Managers
  • Commercial Technical Specialists and Technical Support Team
  • Customer Service and Logistics

Skills & Capabilities:

Min Knowledge & Experience required for the position:

  • Education: BSc or equivalent in Medical Technology or Biomedical Science 
  • Experience: Laboratory experience and 3-5 year experience in the field of sales & marketing in in-vitro diagnostics sector, and minimum 3 years with national sales, channel or distributor management in Thailand.
  • Additional Skills/Knowledge:
    • A good working knowledge of laboratory equipment
    • Computer skills, including Word, Excel and PowerPoint
    • Language: English and Thai

International Mobility:

  • Required: Yes

Travel requirements:

  • Up to 80% of time
  • Frequent trips within Thailand and eventual trips to US and/or Europe for training and business meetings.

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