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. 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.
Overview
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, generating sales opportunities for the relevant product lines, in accordance with internal commercial policies and regulations.
Implements the strategy defined with the Area Manager and the Marketing Department, ensuring that the specific KPIs are achieved.
For his/her territory, manages relationships with customers, technicians, engineers, IT, laboratory technicians, and administrators, focusing on each one (including users) involved in the decision-making process.
Responsibilities
1. Establishes the commercial strategy for the clients he/she is responsible for.
2. Manages commercial opportunities using Value Selling methodology and, in complex negotiations, Strategic Selling methodologies, defining structured sales projects and involving various functions in the sales process.
3. Works closely with the controlling department to develop economic offers through the correct application of P&L ZGP SAP.
4. Shares market knowledge with other KAM colleagues and acts as a mediator and influencer to provide added value in negotiations.
5. Responsible for growth, profitability, and contractual commitments of each customer.
6. Achieves annual objectives related to installations, market share growth, retention, and other business performance indicators.
7. Implements marketing campaigns and events in collaboration with Marketing, ensuring their success.
8. Manages the entire sales cycle from research to finalization, including presentations and negotiations.
9. Develops and maintains customer trust through professional and targeted actions, managing expressed needs and problems.
10. Establishes relationships with potential Key Opinion Leaders (KOLs) in collaboration with sales management.
11. Follows up on existing customers for contract renewals and extensions.
12. Ensures accuracy of commercial conditions and monitors customer turnover evolution.
13. Coordinates client presentations involving relevant stakeholders.
14. Monitors CPR (cost per reportable result) to ensure compliance with commitments.
15. Keeps informed on product news and participates in training sessions.
16. Maintains awareness of market positioning, competitor activities, and customer needs, sharing insights with marketing.
17. Implements clinical approach strategies in collaboration with Clinical Managers and KOLs.
Qualifications
Minimum Knowledge & Experience:
* Bachelor's Degree in Life Sciences, Marketing, or proven sales experience in complex, dynamic environments in both public and private sectors.
* At least 5 years of sales experience in healthcare, with a minimum of 3 years in the IVD market.
* Experience in private and public segments.
* Basic economic understanding (Turnover, Margin, KPIs, DSO); MBA preferred.
Additional Skills/Knowledge:
* SAP (Business Transactions)
* CRM tools
* Office 365
Skills & Capabilities
* Customer orientation, Business acumen, Leadership, Reliability, Influence skills
* Change agility, Organizational skills, Proactivity, Listening and analytical skills
* Motivational ability, Transparency, Ethical behavior, Determination
If you are interested in constant 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.
#J-18808-Ljbffr