Care Aide Werfen is a growing, family-owned, innovative company founded in 1966 in Barcelona, Spain. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7,000 strong.
The Key Account Manager is responsible for achieving the turnover and profitability objectives for the relevant Customer base, both public and private. To this end, it promotes solutions, products and services offered by Werfen to its customers, to generate sales opportunities for the relevant product lines, in accordance with internal commercial policies and regulations.
Establishes the commercial strategy for the clients for which he / she is responsible.
Directly manages the commercial opportunities by leveraging the use of the Value Selling methodology and, in the presence of complex negotiations, also of Strategic Selling methodologies, defining structured sales projects and action plans and involving the various functions in the different actions of the sales process (Sales, Marketing post Sales, Controlling, ...). Working closely with the controlling department, is responsible for the development of an economic offer through the correct application of the P&L ZGP Sap.
Makes his / her knowledge of the market for which he / she is responsible available to other KAM colleagues and, if necessary, acts as a mediator and influencer; Achieves annual objectives in terms of instrumental installations divided between new customers and renewals, number of operations won for the different product lines or in terms of growth in market share, retention rate, conversion rate and "win & loss" balance (annual net impact of assets won versus losses) or other indicators that measure business performance.
Is responsible for the sales cycle (research, qualification, management of new opportunities, visits, demonstrations, presentations of products and services, responses to public or private tenders, negotiation, acquisition of deals and finalization of contractual agreements, maintenance and / or development of the business).
Establishes and develops relationships with potential Key Opinion Leaders (KOL) in collaboration with the relevant business lines and sales management.
Guarantees the accuracy of the commercial conditions of the assigned customers and follows the evolution of their turnover.
Plans, coordinates and leads client presentations involving other stakeholders (e.g. marketing, service, management).
Keeps informed on product news and participates in training planned by marketing both plenary and online training.
Knows the market positioning of our solutions, products, and services.
Implement the clinical approach as a market approach strategy, closely working with the Clinical Manager and KOLs.
Knowledge of the market and its trends, in relation to Werfen solutions, products and services.
Bachelor´s Degree in Life Sciences and / or marketing and / or proven sales experience in the role in complex and constantly changing contexts, both public and private.
At least 5 years of sales experience in the healthcare industry.
A minimum of 3 years sales experience in IVD market.
Sales experience in private and public segments.
Turnover / Margin / Income statement / reading and interpretation of economic KPIs / DSO … (To consider having an MBA).
Sap (Business Transactions)
CRM tool
Office 365
Ability to manage commercial tools such as CRM and complex sales management methodologies.
Excellent organizational and project management skills.