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 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.
Key Accountabilities
* Support channel partners with a consultancy approach by providing the necessary sales support to create and execute sales strategies, driving profitable sales growth.
* Identify viable leads, manage and qualify prospects to build a sustainable sales pipeline, increasing sales and acquiring new, profitable business to meet and exceed sales goals.
* Analyze and identify opportunities per area in coordination with Distribution Channel and Area Management, segment the market, and prioritize resources based on potential, reference sites, and profitability.
* 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.
* Develop a Value and Strategic Selling strategy for key accounts, using the Value Prompter, mentoring partners, and ensuring implementation of this methodology.
* Manage the customization of product solutions to address customer business issues and promote the use of health economics and commercial tools during sales.
* Coordinate tender activities and work with distributors on technical specifications and documentation for key opportunities.
* Initiate profitability analysis in CRM for tender opportunities in zero-distance countries, participate in approval flow and pricing to ensure optimal solutions for customers.
* Administer and update CRM in coordination with partners, ensuring all commercial opportunities are current.
* Collaborate with Marketing on go-to-market strategies and tactical plans for the assigned territory.
* Support EEMEA and company’s commercial strategy through internal cooperation.
* Prepare regular progress and forecast reports for the Sales Director using key account metrics.
* Attend international meetings to stay updated on technical developments, best practices, and corporate projects.
Networking / Key relationships
Internal
* Sales Department
* Customer Support Department
* Marketing Department
* Finance Department
External
* Channel Partners
* Customers
* Key Opinion Leaders
Minimum Knowledge & Experience required for the position :
* Education: Master’s Degree in Biology, Biotechnology, Biomedical Engineering, Medicine, or Pharmacy.
* Experience: Minimum of 5 years in a similar Sales and Applications role within Hemostasis, with IVD experience, and strong KAM and commercial 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 duties.
Emotional Intelligence Essentials
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 teams to achieve results.
Decision Making
Analyzing problems and opportunities, evaluating options, making timely decisions, and acting to optimize outcomes.
Continuous Improvement
Initiating actions to improve processes and conditions, identifying opportunities, and implementing solutions.
Continuous Learning
Seeking new learning opportunities, applying new knowledge and skills on the job.
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