KAM MANAGER

The National Key Account Manager (KAM) is accountable of the achievement of the revenue and profitability targets for the accounts and partners (e.g., distributors, purchasing organizations) he oversees.

To do this and based on the local strategic plan, he defines the strategy per account in collaboration with the Sales Managers and their teams, the Marketing Manager and his team and the General Manager. He translates this strategy in account plans and ensures those plans are regularly enhanced and updated. He shares the account plans with the organization and, with the two Sales Managers, ensures their comprehensive and successful implementation.

The KAM directly interacts with key customers and decisions makers from the National Key Accounts, with distributors from overseas territories and public or private purchasing groups.

He collaborates with the other colleagues of the affiliate, especially with his/her counterparts of the Hemostasis/Auto-immune and ACDx Sales teams, the Marketing team, the Lab Consultant and other departments (Finance, Services, QA/RA) when relevant and with The European Key Account Manager.

He provides a comprehensive market transparency and drives funnel and forecast processes for his accounts and partners, in collaboration with the Sales representatives and their Managers.

He applies corporate sales methodologies like Strategic Selling and Value Selling.

This position requires leadership, accountability, strong capability to collaborate with the colleagues from other departments and excellent communication and negotiation skills, in addition to a deep understanding of market environment and trends.

Reporting to the national Sales Manager, he actively collaborates with his/her colleagues from the sales departments and with all other departments of the affiliate.