Key Account Manager

Job Summary

The Sales Representative is responsible for identifying and managing the relationship

between Key Decision Makers, users, buyers, influential physicians (in hospitals, private

laboratories, regions and health administrations) and the Company.

Key Accountabilities

Ensures compliance with Werfen Code of Ethics

• Manages the relationship between the company and the KDM, KOL

• Establishes and maintains relationships with customer´s management structure

• Applies the business strategy defined for each business line

• Responsible for the global and customer budget

• Focuses the actions on Value Selling

• Responsible for the profitability of the accounts

• Maintains a current and in-depth knowledge of all products in the range

• Ensures that new accounts place a standing order as soon as possible and that Werfen products are used to the maximum extent

• In conjunction with Area Manager ensures that reagent standing orders are renewed prior to expiry of the current one.

• Assures the compliance of the agreements and service levels with customers

• Gets to know all the relevant information about customers buying procedures, use it and report it with the adequate tools

• In conjunction with the Application Specialists ensures that new systems are installed efficiently and brought into routine use as quickly as possible

• Articulates the Company’s resources (specialists, product managers, technical support) for specific projects and problem resolution

• Knows the product specifications and its impact on our customer health economics

• Leads public tenders and private labs negotiations

• Provides a sales forecast to year end at each Sales Meeting; must be able to give an in-depth review of each account on the presented forecast.

• Is aware of and report on competitive activities / strategies

• Understands the views of users and non-users on our products and their future product wishes

• Ensures familiarity with our Quality System and following relevant procedures

• Ensures the timely collection of the outstanding portfolio avoiding delays in the operation due to blockages

• Guarantee the expected productivity of the installed base

• Exceed the financial indicators, budget, DSO, Profitability per client

• Ensure the relationship and consumables not only of direct clients, but also of the ship to

• Present the Scanner periodically to keep the client informed of sales trends, marketing plan implementation, financial KPIs and new opportunities.

• Identify the customer's needs and elevate them to the commercial, marketing and general management of Werfen.

Networking/Key relationships

To be determined based on department needs, to include interactions such as:

• Project Manager and Marketing Managers

• Commercial Technical Specialists and Technical Support Team

• Contracting Department

• Finance Manager

• Tender Area

Minimum Knowledge & Experience required for the position:

Education: BSc or equivalent in Biomedical Science • Experience: A minimum

of 5 years laboratory experience

Additional Skills/Knowledge:

A good working knowledge of laboratory equipment

Computer skills, including Word, Excel and PowerPoint

Language: Specific to country and role´s needs

Skills & Capabilities:

The ideal candidate for this position will exhibit the following core competencies:

• Customer focus o Integrity
• Innovation focus
• Good organizational skills
• Ability to work under pressure
• Project management skills
• Effective team worker
• Good communication skills and ability to influence at all levels o Good interpersonal skills and a good listener
• Negotiation skills o Proactivity o Results-orientation
• Holistic view of business

Travel requirements:

• Up to 50% of time