OEM Business Manager

Job Summary

This position reports to: VP Sales and Marketing OEM

She/he is responsible for maintaining business-to-business (B2B) sales of OEM products and R&D services to the existing assigned customers, and to grow the business within the existing customers and with new customers.

Key Accountabilities

• Deliver the Budget of the assigned customers (Sales and Gross Profit).
• Provide input to three Year Strategic Plan of his/her area of responsibility.
• Provide input to the Budget of his/her areas of responsibility.
• Report YTD (Year to date) deviations and redefine a recovery plan if needed.
• Provide regularly 3 months rolling Sales forecast and Year to go sales updates.
• Keep sales funnel permanently updated.
• Co-lead with assigned R&D /Operations and RA/QA the Core Team dedicated to Assay Development and Biomaterials/ bulk customized services for the assigned customers (when applicable)
• Lead internally the full quotation process.
• Full responsibility on searching the contact persons and keeping the data base updated; including influencers, and decision makers in all targeted accounts, including procurement, marketing, portfolio management, R&D, and Procurement departments.
• Attend tradeshows to perform business-meeting updates, generate new leads, evaluate Competitors Sales strategies, and value propositions, and identify new markets and customer opportunities.
• Provide input on advertising, promotion materials, company presentations and web information related to OEM Services, Bulk reagents and biomaterials.
• Negotiate contracts.
• Lead and coordinate the quarterly review meetings/steering committee meetings with the accounts of his/her responsibility if applicable.
• Internal meetings: Monthly 1 to 1 with direct manager, SaM Meetings and Sales and Coordination Meetings                                                                                                                                                                                                                 

Networking/Key relationships

This position requires interaction with the whole Sales and Marketing team as well as cross-functional collaboration with different stakeholders at:

• Werfen OEM (all areas within R&D, Operations, QRA and Finance)
• Werfen Corporate (Legal Department)

Minimum Knowledge & Experience required for the position:

• Education:
  • Required: Bachelor's degree (Licenciatura) in any related area with the business and science field
  • Valuable: Any additional degree higher than that required previously
• Experience:
  • Professional experience is required, ideally 10 years in a similar position.
• Additional Skills/Knowledge:
  • Software: Proficiency in Office Tools (Excel & Word), and required knowledge in SAP
  • Language: Fluency in Spanish or Catalan. Advanced knowledge of English (reading and speaking)
  • Standards: Ideally with extensive knowledge of IVD Market, Competition Dynamics, and Product Value Proposition in terms of impact on customer's value chain. Knowledge on Value Selling & Strategic Selling

Skills & Capabilities:

The ideal candidate for this position will exhibit the following skills and capabilities:

• Management of decisions under pressure
• Methodical and well-organized person.
• Teamwork
• Time management skills
• Ability to express information clearly and concisely to the staff, ensuring their understanding.
• Ability to apply a systematic approach and constant control, follow-up and verification of the results.
• Ability to collaborate, participate and coordinate actively with working groups.
• Reflects values of Werfen in the quality of work and working relationship.

Travel requirements:

• Up to 25% of 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.