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EEMEA - Strategic Sales Manager Autoimmunity
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
Job Summary
The Strategic Sales 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 business line of responsibility. They provide value by delivering 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.
Responsibilities
Key Accountabilities
* Support channel partners with a consultancy approach by providing the necessary sales support to create and execute sales strategies and driving profitable sales growth
* Identify viable leads, manage and qualify prospects to build a sustainable sales pipeline to increase sales and acquiring new and profitable business to meet and exceed sales goals
* In coordination with the Distribution Channel and Area Management, analyse and identify opportunities per areas, segmenting the market and assigning priorities and resources based on market potential, reference sites and profitability.
* Devote at least half of the time to visit strategic accounts and prospects together with our partners, making sure to build a strong new business pipeline, and providing any sales support with a consultative approach.
* Develop a Value and Strategic Selling strategy for opportunities in key accounts, using the Value Prompter together our partners, mentoring them and making sure they implement and adopt this methodology.
* Manage the customization of our different product solutions that suit the best to solve the business issues of our customers and promote the use of corporate health economics and commercial tools during the selling process.
* Responsible to coordinate the tender activities and requirements and work together with the distributor on technical tender specifications and documentation in key opportunities
* Responsible to initiate the profitability analysis for those opportunities in CRM under tender process for zero distance countries, being part as well in the approval flow and pricing to confirm Werfen is providing the right solution to the customer needs.
* Own and administrate the CRM in coordination with our partners, making sure the commercial opportunities are fully updated.
* Collaborates with the Marketing team in the development of go to market strategies and marketing tactical plan according to the needs of the assigned territory.
* Cooperate with other internal representatives to support EEMEA and Company’s commercial strategy.
* Prepare regular reports of progress and forecasts to Sales Director using key account metrics.
* Attend international meetings to remain current on technical updates, best practices, application strategy and corporate projects.
Networking / Key relationships
1. Internal
Sales Department
2. Customer Support Department
3. Marketing Department
4. Finance Department
5. External
Channel Partners
6. Customers
7. Key Opinion Leaders
Qualifications
Minimum Knowledge & Experience required for the position
8. Education : Master’s Degree in Biology, Biotechnology, Biomedical Engineering, Medicine or Pharmacy.
9. Experience : Minimum of 5-year work experience in a similar position within Sales and Applications environment for the business line of responsibility, Autoimmunity
o IVD experience
o Commercial and Key Account Management skills
o Knowledge of Autoimmunity
Skills & Capabilities
10. Self-motivated
11. Results oriented
12. Customer centric
13. Problem Solving
14. Strong communication and presentation skills
15. Teamwork
16. Demonstrates integrity and respect in the performance of his / her duties.
Up to 60% of working time.
If you are interested in constantly learning and being challenged on a daily basis, we encourage you to submit your resume or CV.
Werfen appreciates and values diversity. We are an Equal Opportunity / Affirmative Action Employer M / F / D / V.
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