Key Account Manager

The Key Account Manager is responsible for achieving the turnover and profitability objectives for the relevant Customer base, both public and private. To this end, it promotes solutions, products and services offered by Werfen to its customers, to generate sales opportunities for the relevant product lines, in accordance with internal commercial policies and regulations.

Implements the strategy defined with the Area Manager and the Marketing Department, ensuring that the specific KPIs are achieved.

For his/her territory, manages relationships with the customers, technicians, engineers, IT, laboratory technicians, administrators and focuses on each one (including users) to the extent that they are involved in the decision-making process.

Key Accountability

• the commercial strategy for the clients for which he/she is responsible.
• manages the commercial opportunities by leverage on the use of the Value Selling methodology and, in the presence of complex negotiations, also of Strategic Selling methodologies, defining structured sales project and action plans and involving the various functions in the different actions of the sales process (Sales, Marketing post Sales, Controlling, ...). Coordinates the intervention of the various interlocutors necessary for the successful completion of the negotiation, identifies necessary resources and ensures adequate allocation.
• closely with the controlling department, is responsible for the development of an economic offer through the correct application of the P&L ZGP Sap .
• his/her knowledge of the market for which he/she is responsible available to other KAM colleagues and, if necessary, acts as a mediator and influencer; shares his/her knowledge of the decision-making process with the aim of providing any added value to the negotiation/meeting.
• responsible for the growth, profitability, and fulfillment of contractual commitments of each of its customers.
• annual objectives in terms of instrumental installations divided between new customers and renewals, number of operations won for the different product lines or in terms of growth in market share, retention rate, conversion rate and "win & loss" balance (annual net impact of assets won versus losses) or other indicators that measure business performance.
• agreement with Marketing business lines, implements marketing campaigns and events, and ensure they are successful.
• responsible for the sales cycle (research, qualification, management of new opportunities, visits, demonstrations, presentations of products and services, responses to public or private tenders, negotiation, acquisition of deals and finalization of contractual agreements, maintenance and/or development of the business)
• and maintains our customers' trust through a professional approach and targeted actions. Detects and manages the needs and problems expressed by current or potential customers.
• and develops relationships with potential Key Opinion Leaders (KOL) in collaboration with the relevant business lines and sales management.
• up on existing customers and the renewal/extension of their current contracts.
• the accuracy of the commercial conditions of the assigned customers and follows the evolution of their turnover.
• coordinates and leads client presentations involving other stakeholders (e.g. marketing, service, management)
• attention to customers in terms of CPR (cost per reportable result) ensuring the compliance with agreed commitments.
• informed on product news and participates in training planned by marketing both plenary and online training.
• the market positioning of our solutions, products, and services.
• the clinical approach as a market approach strategy, closely working with the Clinical Manager and KOLs
• of the market and its trends, in relation to Werfen solutions, products and services.
• knowledge of the competitors and continuous information exchange with marketing department.
• attention to new needs expressed by customers to report and share with marketing.

Networking/Key relationships

• Sales, Post Sales, Marketing, Finance, QA/RA, Tender & Offer, Contracts departments, Legal & Compliance

External: Customers, Key Opinion Leaders, IVD Associations.

Minimum Knowledge & Experience required for the position

• Education:Bachelor´s Degree in Life Sciences and/or marketing and/or proven sales experience in the role in complex and constantly changing contexts, both public and private.

• Experience:

At least 5 years of sales experience in the healthcare industry.

A minimum of 3 years sales experience in IVD market.

Sales experience in private and public segments.

Economic basics: Turnover / Margin / Income statement / reading ed interpretation of economic KPIs / DSO … (To consider having an MBA).

• Additional skills/Knowledge:

Sap (Business Transactions)

CRM tool

English B1/B2 level

Office 365

Skills & Capabilities

• orientation
• Acumen
• reliability, and ability to influence others.
• agility, i.e. the ability to evolve in a complex and dynamic environment.
• to manage commercial tools such as CRM and complex sales management methodologies
• in the use of Value Selling and Strategic Selling methodologies
• organizational and project management skills
• for continuous updating in a technical and clinical environment
•  
• and analytical skills
• to motivate his proposals and influence at all organizational levels
• negotiation skills
• and ethics in behavior
• in pursuing business objectives

Travel requirements

• Up to 50% of working time.

Individual Contributor Core Competencies:

Managing Work

Effectively managing one’s time and resources to ensure that work is completed efficiently.

Emotional Intelligence Essentials

Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; leveraging insights to effectively manage own responses so that one’s behavior matches one’s values and delivers intended results.

Building Partnerships

Developing and leveraging relationships within and across work groups, including cross-functional groups, to achieve results.

Decision Making

Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.

Continuous Improvement

Originating action to improve existing conditions and processes; identifying improvement opportunities, generating ideas and implementing solutions.

Continuous Learning

Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.