Job Information
About the Position
Introduction
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.
Our success comes from a specific focus in these rapidly evolving diagnostic areas, our commitment to customers, and our dedication to innovation and quality. We’re passionate about providing healthcare professionals the most valuable and complete solutions to improve hospital efficiency and enhance patient care
Overview
Job Summary
- Primary ownership of assigned customer targets within geographic territory. Achievement of annual instrument and reagent sales objectives in all targeted Werfen markets across assigned geograhic territory.
- Lead the critical stages of the Sales Lifecycle within assigned customer base. Identify opportunities through gathering key decision-making criteria, qualifying, and gaining customer understanding (personal & professional goals). Craft product and financial solutions for customers by thoroughly understanding their specific goals and Blood Bank/Lab situations.
- Conduct and present appropriate workflow analysis, product information, and financial justification to create customer value and commitment.
- Gain agreement from the customer and Werfen by following the Contract Department's policies and procedures. Support the implementation of specified product lines from order to go-live and beyond.
- Work collaboratively with the Blood Bank Technical Specialist (BBTS), Molecular and Specialty Technical Specialists (MSDTS) to grow reagent sales and address ongoing customer needs.
- Build and manage customer relationships within assigned geography.
- Prepare accurate CRM based territory business plans, forecasts, and sales reports to achieve assigned sales quota, expense budget, and product mix objectives.
Responsibilities
Key Accountabilities
- Ability to plan and organize a total territory coverage/management strategy
- Develop/Execute capital equipment tactics to drive sales. Define objectives, strategies, and tactics to meet or exceed territory goals, based on value propositions (product, service, and relationship bundles) that meet the needs of the target customer segment within the respective territory
- CRM: Prepare accurate territory business plans, forecasts, and sales reports to achieve assigned sales quota and product mix objectives. Routine account profiling, record keeping and database management is required on a weekly/ongoing basis.
- Satisfy administrative requirements on time (e.g. Expense Reporting, Business Plans, Forecasts, etc.)
- Must exhibit professionalism, desire to succeed, confidence, and be proactive and self-motivated
- Strong communication skills, written, oral and presentation skills
Networking/Key Relationships
- Develop long term Customer alliances to further support and drive capital sales based activities: prospecting, qualifying, account management, and providing sales support to customer base
- Work with the National Sales Director (NSD) and other relevant functions to define territory segment strategies and tactics for all transfusion, molecular, and specialty diagnostics products, capital products, software and finance products and services. Manage local IDNs as needed.
- Work with BBTS/MSDTS teams to grow reagent sales and accelerate Instrument go-lives and reagent usage
Must have:
- Blood bank or laboratory experience.
- Excellent customer service skills.
- Excellent communication skills, both verbal and written.
- Bilingual in French and English.
Nice to have:
- Experience presenting to diverse audiences – this includes key stake holders who could be Physicians or other medical professionals
- High emotional intelligence.
- Strong team player.
- Strong documentation skills.
Territory: Newfoundland, Eastern and Northern Ontario. The candidate should be located in the Ottawa region.
Legal Requirements: The candidate must be able to legally work in Canada.
Qualifications
Minimum Knowledge & Experience required for the position:
- Bachelor's degree (BSc/BA/BS) from four-year college or university; or equivalent combination of education and experience.
- Medical Laboratory Technologist qualification/certification
Skills & Capabilities:
- Ability to read, anlayze and interpret general business periodicals, professional journals, technical procedures, and government regulations. Ability to write reports, and business correspondence.
- Ability to work with mathematical concepts such as probability and statistical interference, and fundamentals of plane and geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations.
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, and schedule form.
Travel Requirements:
- Up to 60%
Additional Requirements:
- Previous Sales experience (3-5 years) preferably in Diagnostics or Blood Bank related roles.
- Previous Capital experience in Diagnostics or Hospital markets is essential.
- Your job role requires your physical presence at certain hospitals, blood donation centers, and/or laboratories. To the extent that those hospitals, blood donation centers, and/or laboratories place certain vendor credentialing requirements on Werfen personnel visiting those facilities, your role will require that you ensure compliance with all such requirements. These requirements may include the provision of records establishing that you have had certain screenings, vaccinations, and/or immunities within specified periods of time prior to your visiting these facilities.
If you are interested in constantly learning and being challenged on a daily basis we encourage you to submit your resume or CV.
Werfen is an Equal Opportunity employer and is committed to a diverse workplace. Werfen strictly prohibits unlawful discrimination, harassment or retaliation based upon an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other protected characteristic as defined by applicable state or federal law. If you have a disability and need an accommodation in relation to the online application process, please contact NAtalentacquisition@werfen.com for assistance.
We operate directly in over 30 countries, and in more than 100 territories through distributors. Annual revenue is approximately $2 billion and more than 7,000 employees around the world comprise our Werfen team.
www.werfen.com