Job Overview Post Date: September 23, 2024
Number: WEBIT-2024-000032
Job Function: Sales
Location: Milano, Italy
About the Position The Key Account Manager acts as a liaison between customers, channel partners, and Werfen departments, developing and executing strategies to attract and retain business in the EuroDealers region for the business line of responsibility, Hemostasis. They provide value by delivering solutions to customer issues with the help of partners and internal stakeholders. Additionally, they support the Sales Director in creating and implementing sales strategies to grow the business.
Key Accountabilities: Support channel partners with a consultancy approach by providing the necessary sales support to create/execute sales strategies and driving profitable sales growth. Identify viable leads, manage and qualify prospects to build a sustainable sales pipeline to increase sales and acquire new and profitable business to meet and exceed sales goals. In coordination with the Distribution Channel and Area Management, analyze and identify opportunities per area, segmenting the market and assigning priorities and resources based on market potential, reference sites, and profitability. Devote at least half of the time to visit strategic accounts and prospects together with our partners, building a strong new business pipeline, and providing any sales support with a consultative approach. Develop a Value and Strategic Selling strategy for opportunities in key accounts, using the Value Prompter with our partners, mentoring them, and ensuring they implement and adopt this methodology. Manage the customization of our different product solutions that best solve the business issues of our customers and promote the use of corporate health economics and commercial tools during the selling process. Coordinate tender activities and requirements, working together with the distributor on technical tender specifications and documentation in key opportunities. Initiate profitability analysis for opportunities in CRM under tender process for zero distance countries, participating in the approval flow and pricing to confirm Werfen is providing the right solution to customer needs. Own and administrate the CRM in coordination with our partners, ensuring commercial opportunities are fully updated. Collaborate with the Marketing team in the development of go-to-market strategies and marketing tactical plans according to the needs of the assigned territory. Cooperate with other internal representatives to support EEMEA and Company's commercial strategy. Prepare regular reports of progress and forecasts to Sales Director using key account metrics. Attend international meetings to remain current on technical updates, best practices, application strategy, and corporate projects. Networking/Key Relationships: Internal: Sales Department Customer Support Department Marketing Department Finance Department External: Channel Partners Customers Key Opinion Leaders Minimum Knowledge & Experience Required: Education: Master's Degree in Biology, Biotechnology, Biomedical Engineering, Medicine, or Pharmacy. Experience: Minimum of 5 years work experience in a similar position within Sales and Applications environment for the business line of responsibility, Hemostasis. Additional Skills/Knowledge: IVD experience Commercial and KAM skills Knowledge of Hemostasis Language: English Proficiency Skills & Capabilities: Self-motivated Results oriented Customer centric Problem Solving Assertiveness Strong communication and presentation skills Teamwork Demonstrates integrity and respect in the performance of his/her duties Travel Requirements: Up to 60% 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. Building Partnerships: Developing and leveraging relationships within and across work groups to achieve results. Decision Making: Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting information. Continuous Improvement: Originating action to improve existing conditions and processes. Continuous Learning: Actively identifying new areas for learning and regularly creating and taking advantage of learning opportunities. Send your Resume
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