Care Aide
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. Our company researches, develops, and manufactures customized assays and biomaterials through our Original Equipment Manufacturing (OEM) business line. We operate directly in 30 countries and in more than 100 territories via distributors. Our headquarters and technology centers are located in the US and Europe, with a workforce of over 7,000 employees.
Overview
The Key Account Manager is responsible for achieving sales and profitability objectives for the relevant customer base, including public and private sectors. The role involves promoting Werfen's solutions, products, and services to generate sales opportunities aligned with internal policies and regulations. The manager implements strategies defined with the Area Manager and Marketing Department, ensuring KPI targets are met. They manage relationships with customers, technicians, engineers, IT personnel, laboratory technicians, and administrators, focusing on each stakeholder involved in decision-making processes.
Responsibilities
1. Establishes the commercial strategy for assigned clients.
2. Manages commercial opportunities using Value Selling methodology and, for complex negotiations, Strategic Selling methodologies. Defines structured sales projects and involves relevant functions across the sales process, coordinating resources for successful negotiations.
3. Develops economic offers in collaboration with the controlling department, applying the P&L ZGP SAP system.
4. Shares market knowledge with colleagues and acts as a mediator and influencer to add value to negotiations.
5. Ensures growth, profitability, and fulfillment of contractual commitments with each customer.
6. Achieves annual objectives related to instrument installations, market share growth, customer retention, and other performance indicators.
7. Implements marketing campaigns and events in coordination with the Marketing team.
8. Oversees the entire sales cycle, including prospecting, qualification, demonstrations, presentations, tender responses, negotiations, and contract finalizations.
9. Builds and maintains trust with customers through professional and targeted actions, managing customer needs and issues.
10. Establishes relationships with Key Opinion Leaders (KOLs) in collaboration with relevant teams.
11. Follows up on existing contracts and manages renewals and extensions.
12. Maintains accurate commercial conditions and monitors customer turnover evolution.
13. Coordinates client presentations involving other stakeholders such as marketing and service teams.
14. Ensures compliance with CPR (cost per reportable result) and other commitments.
15. Keeps updated on product news and participates in training sessions.
16. Understands the market positioning of solutions, products, and services.
17. Implements clinical market strategies in collaboration with the Clinical Manager and KOLs.
18. Maintains knowledge of market trends, competitors, and shares insights with marketing.
19. Identifies and reports new customer needs to marketing.
Qualifications
Minimum Knowledge & Experience:
* Education: Bachelor's Degree in Life Sciences, Marketing, or proven sales experience in complex, dynamic environments in both public and private sectors.
* Experience: At least 5 years of sales experience in healthcare, with a minimum of 3 years in the IVD market, including private and public segments.
* Economic basics: Understanding of turnover, margin, income statements, KPIs, DSO, etc. An MBA is a plus.
* Additional skills: SAP (Business Transactions), CRM tools, Office 365.
Skills & Capabilities:
* Customer orientation, business acumen, leadership, reliability, and influence skills.
* Ability to adapt to change in a complex environment.
* Proficiency with CRM and complex sales methodologies such as Value Selling and Strategic Selling.
* Excellent organizational and project management skills.
* Continuous learning in technical and clinical areas.
* Proactivity, listening, analytical skills, motivation, transparency, ethics, and determination in achieving objectives.
If you are interested in continuous learning and daily challenges, we encourage you to submit your resume or CV.
Werfen values diversity and is an Equal Opportunity / Affirmative Action Employer M / F / D / V.
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