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, increase sales, and acquire new profitable business to meet and exceed sales goals.
* 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.
* 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 account opportunities, using the Value Prompter with partners, mentoring them, and ensuring implementation and adoption.
* Manage customization of product solutions to address customer business issues, promoting the use of health economics and commercial tools during sales.
* Coordinate tender activities and requirements, working with distributors on technical specifications and documentation for key opportunities.
* Initiate profitability analysis for tender opportunities in CRM, participate in approval flow and pricing to ensure solutions meet customer needs.
* Administer CRM in coordination with partners, ensuring all commercial opportunities are current.
* Collaborate with Marketing on go-to-market strategies and tactical plans for the territory.
* Support EEMEA and company’s commercial strategy through internal collaboration.
* 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, Marketing, Finance
* 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 commercial and KAM skills.
Skills & Capabilities
* Self-motivated, results-oriented, customer-centric, problem-solving skills, strong communication and presentation skills, teamwork, integrity, and respect.
Managing Work
Efficiently managing time and resources to complete tasks effectively.
Emotional Intelligence
Building trusting relationships by perceiving and interpreting emotions and behaviors, and managing responses accordingly.
Building Partnerships
Developing relationships within and across teams to achieve results.
Decision Making
Analyzing problems and opportunities, evaluating options, making timely decisions, and acting in alignment with facts and constraints.
Continuous Improvement
Initiating actions to improve processes and conditions, and implementing solutions.
Continuous Learning
Identifying learning opportunities, applying new knowledge, and enhancing skills on the job.
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