The Key Account Manager serves as a liaison between customers, channel partners and Werfen departments. They develop and execute strategies to attract and retain business in the EuroDealers region for the Hemostasis business line.
Key Responsibilities:
* Support channel partners by providing sales support and driving profitable sales growth through strategic sales planning and execution.
* Identify viable leads, manage and qualify prospects to build a sustainable sales pipeline, increase sales and acquire new and profitable business to meet and exceed sales goals.
* In collaboration with the Distribution Channel and Area Management, analyze market opportunities, segment the market, assign priorities and resources based on market potential, reference sites and profitability.
* Spend at least half of the time visiting strategic accounts and prospects with our partners, building a strong new business pipeline and providing sales support with a consultative approach.
* Develop a Value and Strategic Selling strategy for key accounts using the Value Prompter together with our partners, mentoring them and ensuring they implement and adopt this methodology.
* Customize our product solutions to solve customer business issues and promote the use of corporate health economics and commercial tools during the selling process.
* Coordinate tender activities and requirements, work together with the distributor on technical tender specifications and documentation in key opportunities.
* Initiate profitability analysis for opportunities in CRM under tender process for zero distance countries, participate in the approval flow and pricing to confirm Werfen provides the right solution to customer needs.
* Manage and administer the CRM in coordination with our partners, ensuring commercial opportunities are fully updated.
* Collaborate with the Marketing team to develop go-to-market strategies and marketing tactical plans according to territory needs.
* Cooperate with internal representatives to support EEMEA and Company's commercial strategy.
* Prepare regular reports of progress and forecasts to the Sales Director using key account metrics.
* Attend international meetings to stay current on technical updates, best practices, application strategy and corporate projects.
Negotiations and Key Relationships:
* Internal
o Sales Department
o Customer Support Department
o Marketing Department
o Finance Department
* External
o Channel Partners
o Customers
o Key Opinion Leaders
Requirements:
* Education: Master's Degree in Biology, Biotechnology, Biomedical Engineering, Medicine or Pharmacy.
* Experience: Minimum of 5 years' experience in a similar position within Sales and Applications environment for the Hemostasis business line.
* IIVD experience
* Commercial and KAM skills
* Knowledge of Hemostasis
Skills and Capabilities:
* Self-motivated
* Results-oriented
* Customer-centric
* Problem-solving
* Strong communication and presentation skills
* Teamwork
* Demonstrates integrity and respect in the performance of duties.
Time and Resource Management:
Effectively managing one's time and resources to ensure efficient work completion.
Emotional Intelligence Essentials:
Establishing and sustaining trusting relationships by accurately perceiving and interpreting 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 to achieve results.
Decision Making:
Identifying and understanding problems and opportunities by gathering, analyzing and interpreting information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action consistent with available facts and constraints and optimizing 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.