Job Information
About the Position
Introduction
Werfen es una empresa familiar e innovadora fundada en 1966 en Barcelona, España. Somos un líder mundial en diagnósticos especializados en las áreas de Hemostasia, Diagnóstico de Cuidados Agudos, Transfusión, Autoinmunidad y Trasplante. A través de nuestra línea de negocio de fabricación de equipos originales (OEM), investigamos, desarrollamos y fabricamos ensayos y biomateriales personalizados. Operamos directamente en 30 países y en más de 100 territorios a través de distribuidores. Nuestras oficinas centrales y centros tecnológicos se encuentran en Europa y los Estados Unidos, y nuestra fuerza laboral es de más de 7.000 personas.
Overview
Under the direction of the LATAM Distribution Commercial Director, the Area Manager – LATAM Distribution is responsible for managing, developing and consolidating the business through the distributor network, ensuring aligned growth of the specialized diagnostics portfolio across the region. He/She is responsible for:
(i) leading the relationship with distributors and key stakeholders, ensuring consistent execution of Werfen’s commercial frameworks (Value Selling, Strategic Selling). (ii) ensuring disciplined implementation of the business plan, forecasts, KPIs and tactical plans across assigned territories.
(iii) supporting regional execution by coordinating with internal functions (Marketing, Service, Finance, RA, Supply Chain, etc.) to guarantee commercial and operational excellence.
Responsibilities
Tareas clave
- Implement Werfen LATAM Distribution strategic objectives within assigned territories.
- Ensure correct use of Value Selling and Strategic Selling frameworks by distributors.
- Monitor the project funnel from identification to installation and after-sales (CRM Fiori/Opportunities Tool).
- Support distributors in key customer visits and strategic laboratory accounts.
- Review reagent consumption trends against baseline and business expectations.
- Lead periodic business reviews (Scanner Presentation), presenting KPIs, financials, opportunities and corrective actions.
- Support Product Managers and BU Managers in developing and executing tactical plans.
- Prepare and execute distributor visit agendas, considering performance and regional priorities.
- Support development of new opportunities, account conversions and key negotiations.
- Identify growth areas in underpenetrated markets.
- Work with distributors to build sustainable commercial and financial plans.
- Monitor payments, purchase orders, logistics flow and supply chain timing.
- Analyze special pricing requests and ensure alignment with Werfen’s strategic goals.
- Ensure superior customer service to distributors by coordinating with Technical Support, Customer Service, Manufacturing and others.
- Facilitate access to regulatory, operational or scientific documentation (Werfen Docs).
- Ensure compliance with corporate policies, Compliance requirements and Due Diligence procedures.
- Monitor political, economic and regulatory developments in assigned countries to assess risks and opportunities.
Interlocutores Internos
- LATAM Distribution Commercial Director
- Marketing and Business Unit teams
- Technical Support, Customer Service, Tender Office
- Finance teams (sales forecast, pricing, cost control)
- Customer Service in USA
- Distributors and final customers
Qualifications
Conocimientos y experiencia mínima requerida
Título/estudios
Education: Bachelor’s degree in biomedical sciences, engineering, biology, chemistry, healthcare or related fields.
Años de experiencia
A minimum of 5 years laboratory experience and 3 years in Sales or Marketing of IVD or Medical Devices Markets
- Conocimientos mínimos
- A good working knowledge of laboratory equipment
- English B2 proficiency.
- Experience leading indirect or direct commercial teams.
- Basic financial knowledge.
- Microsoft Office
Habilidades y capacidades
- Customer focus
- Problem solving & results orientation
- Collaborative leadership
- Negotiation
- Innovation & analytical thinking
- Organizational skills
- High emotional intelligence
- 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
- Holistic view of business
Mobilidad requerida
50(%)
Si estas interesado en aprender constantemente y te entusiasman los desafios, te animamos a que nos envies tu curriculum vitae o CV.
En Werfen valoramos y apreciamos la diversidad. Estamos orgullosos de ser una empresa que ofrece igualdad de oportunidades.
www.werfen.com
