Strategic Account Manager

Job Summary

Under the direction of the Commercial Director, the Strategic account manager is responsible for identifying, developing, expanding and consolidating business opportunities.

He/she is responsible for:

1. manage the relationship with distributors and other key stakeholders of the distribution network, build a strong team dynamic with Werfen Latam Distribuition and other cross-border functional areas of Werfen (Marketing SBU, production, logistics, finance, RA, etc.).
2. have a deep understanding of the trends, drivers and needs of the local markets
3. identify new opportunities and challenges, assist the distributor to align with Werfen´s values and value selling and strategic Selling frameworks.

Key Accountabilities

• Sales excellence practices: implement the Werfen Latam Distribution strategy objectives outlined in the business plan for the regions under responsibility
  • Ensure the correct use of value selling and strategic selling.
  • Implement action plans for each strategic account correctly and on time.
  • Ensure that equipment and software are installed and upgraded on time.
  • Monitor that reagent consumption correlates properly with baseline and business trends
  • Oversee the "project funnel" from identification to installation and follow up, including bidding (CRM Fiori/Opportunities Tool)
  • Assist the preparation and negotiation of public tenders and private labs
  • Track sales, present sales performance and adjusted forecasts on a regular basis to the Commercial director and the General manager
  • Lead the presentation of Scanner presentation periodically to keep the client informed of sales trends, marketing plan implementation, financial KPIs and new opportunities.
  • Ensure compliance with agreements and service levels with customers.
• Tactical plan follow-up: support Product managers and Business unit managers in the design of the tactical plan for distributors under responsability. Oversee the progress of the tactical plan of each distributor, ensure the effective execution of the plan.
• Regular visit to key distributors: prepare distributor visit plan according to Werfen’s strategy, distributor performance and macro-environmental circunstances. Conduct on-site visits to distributors and end clients, maintain strong relationship with distirbutors, ensure the implementation of value selling and strategic Selling with key accounts.
• Provide commercial and business instructions to distributors: provide business and marketing advice (as needed and requested) to distributors in order to improve their competitive advantage.
• Finance and credit note process: develop with each distributor a financial planning strategy to ensure optimal financial terms for each distributor. Analyze the financial aspect of purchase orders or the distributor's financial situation, oversee the financing process and credit notes together with Werfen's financial department.
• Support in critical business or new opportunities: search, evaluate and propose new business opportunities in those areas where Werfen is not yet well established. Provide support for critical business or new opportunities, such as, product introduction, preparation of documentation, visit to new opportunities, etc.
• Pricing strategy and pricing offer: define the pricing strategy together with the Commercial director for the areas under responsibility. Analyze cases in which distributors request special commercial quotations, verify that the results are aligned with Werfen's strategic goals and objectives.
• Business review with distributors: analyze commercial and financial aspects, ensure compliance with the sales budget in the territory of influence and adjust the strategic development plan and tactical plan with distributors based on the results.
• Facilitate access to Werfen documentation: provide necessary assistance when distributors require any regulatory/legal/operational/scientific documentation, guide distributors in the use of Werfen documentation platforms such as Werfen Docs.
• Oversight of customer service to local distributors: ensure high quality customer service, oversee the troubleshooting process and coordinate the different Werfen stakeholders (technical support, CAR, customer service, manufacturing, etc.) to resolve issues as quickly as possible.
• Payment and logistics monitoring: ensure that distributors make payments correctly, monitor purchase orders with distributors and work with Werfen's various logistics and financial departments to achieve a fast and efficient supply chain, pay special attention to order release and logistics issues, and report any emergencies or incidents to stakeholders.
• Follow-up of Distribution Agreements: negotiate and monitor the status of the different terms of the Distribution Agreements, in alignment with the Commercial director and in compliance with Werfen Policies and regulations.
• Macroeconomic analysis: be aware of economic development, political trends, healthcare sector policies and local regulations in each country of influence on a regular basis. Assess potential risks and opportunities.
• Comply with Werfen’s current compliances policies and procedures. Implement Anti-Corruption risk assessments and Due Diligence questionnaires as requested by the Compliance Department of Werfen. Assure that the Code of Ethics and Werfen Values are applied at distributors level,

Networking/Key relationships

This position has strict relationships with:

• Commercial team (with Commercial director), for sales activiteis and commercial actions
• Marketing team, for marketing actions prioritization and alignement
• Communications & Marketing team, for event organization and anouncement
• Technical support team, for customer service
• Tender area, for opportunity identification and evaluation
• Finance department, for sales forecast and cost control
• Cross-collaboration with other Werfen offices, such as Barcelona, Milano, San Diego, Munich and Boston, for customer service and other backoffice affairs
• Distribuidors and end clients, for commercial actions and customer service

Minimum Knowledge & Experience required for the position:

• Education:
• Bachelor’s Degree or equicalent in a scientific or biomedical field
• Required skills/knowledge:
• At least 3 years of experience working with distribution network in Latam region
• Experience and knowledge in IVD and/or Medical and/or Pharmaceutical Industry
• Language: Spanish and English proficiency
• Proven experience leading indirect or direct teams
• Finance knowledge
• Preferred skills/knowledge:
• Project management
• Microsoft office
• SAP

Skills & Capabilities:

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

• Customer focus
• Problem solving and result-oriented
• Decision making
• Innovation driven
• High emotional intelligence
• Negotiation skills
• Teamwork
• Good organizational skills
• Pro-active and committed

Travel requirements:

• Up to 50% of the time
• International mobility required