The Key Account Manager acts as a liaison between customers, channel partners, and Werfen departments, developing and executing strategies to attract and retain business in the EuroDealers region for the Hemostasis business line. They deliver value by providing solutions to customer issues with the help of partners and internal stakeholders. Additionally, they support the Sales Director in creating and implementing sales strategies to grow the business.
Key Accountabilities
1. Support channel partners with a consultancy approach by providing the necessary sales support to create and execute sales strategies, driving profitable sales growth.
2. Identify viable leads, manage and qualify prospects to build a sustainable sales pipeline, increase sales, and acquire new profitable business to meet and exceed sales goals.
3. Coordinate with Distribution Channel and Area Management to analyze and identify opportunities, segment the market, and allocate resources based on market potential, reference sites, and profitability.
4. Spend at least half of the time visiting strategic accounts and prospects with partners, building a strong new business pipeline, and providing sales support with a consultative approach.
5. Develop a Value and Strategic Selling strategy for key accounts, using the Value Prompter with partners, mentoring them to implement and adopt this methodology.
6. Manage customization of product solutions to address customer business issues and promote the use of economic and commercial tools during sales.
7. Coordinate tender activities and requirements with distributors, including technical specifications and documentation for key opportunities.
8. Initiate profitability analysis in CRM for tender opportunities, participate in approval flows and pricing to ensure solutions meet customer needs.
9. Manage and update CRM in collaboration with partners, ensuring all commercial opportunities are current.
10. Collaborate with Marketing on go-to-market strategies and tactical plans for the territory.
11. Support EEMEA and company’s commercial strategies through internal cooperation.
12. Prepare regular progress and forecast reports for the Sales Director using key account metrics.
13. Attend international meetings to stay current on technical updates, best practices, and corporate projects.
Networking / Key relationships
* Internal: Sales, Customer Support, Marketing, Finance Departments
* External: Channel Partners, Customers, Key Opinion Leaders
Minimum Knowledge & Experience
* Education: Master’s Degree in Biology, Biotechnology, Biomedical Engineering, Medicine, or Pharmacy.
* Experience: At least 5 years in a similar Sales and Applications role within Hemostasis, with IVD experience, and strong KAM skills.
Skills & Capabilities
* Self-motivated, results-oriented, customer-centric, problem-solving skills, strong communication and presentation skills, teamwork, integrity, and respect.
Managing Work
Effective time and resource management to ensure efficient completion of tasks.
Emotional Intelligence
Building trusting relationships by perceiving and interpreting emotions and behaviors, managing responses, and aligning behavior with values to achieve results.
Building Partnerships
Developing and leveraging relationships within and across work groups to achieve goals.
Decision Making
Analyzing problems and opportunities, evaluating alternatives, and making timely decisions to optimize outcomes.
Continuous Improvement
Proactively improving processes and conditions through idea generation and implementation.
Continuous Learning
Seeking out new learning opportunities and applying new knowledge on the job.
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