Key Account Manager

WERFEN

JOB DESCRIPTION: Key Account Manager

Title of position: Key Account Manager

Name of Department: Sales

Location: Colombia  

This position reports to: Area Manager

Number of direct reports (and total number of team members) reporting to this position: N/A           

Position Summary

The Key Account Manager is responsible for identifying and managing the relationship between the Key Decision Makers (in hospitals, private laboratories, region & 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

Budget managed (if applicable)

Yes

Internal Networking/Key relationships

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

• Area Manager and Product Managers
• Commercial Technical Specialists and Technical Support Team
• Contracting Department

Skills & Capabilities:

• The ideal candidate for this position will exhibit the following core competencies:
  • Customer 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
  • Good interpersonal skills and a good listener
  • Negotiation skills
  • Proactivity
  • Results-orientation
  • Holistic view of business

Min 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

International Mobility:

• Required: Yes

Travel requirements:

• Up to 80% of time