KAM AID

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 Hemostasis business line. 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 and execute sales strategies, driving profitable sales growth.
• Identify viable leads, manage and qualify prospects to build a sustainable sales pipeline, increasing sales and acquiring new profitable business to meet and exceed sales goals.
• Coordinate with Distribution Channel and Area Management to analyze and identify opportunities, segment the market, and allocate resources based on potential and profitability.
• Spend at least half of the time visiting strategic accounts and prospects with partners to build a strong business pipeline and provide sales support.
• Develop and mentor partners in Value and Strategic Selling strategies, ensuring implementation and adoption.
• Manage customization of product solutions to meet customer needs, promoting the use of health economics and commercial tools during sales.
• Coordinate tender activities and requirements with distributors, including technical specifications and documentation.
• Initiate profitability analysis for tender opportunities in CRM, participate in approval flows, and ensure appropriate solutions are provided.
• Maintain and update CRM in coordination with partners to track commercial opportunities.
• Collaborate with Marketing on go-to-market strategies and tactical plans for the territory.
• Support EEMEA and company’s commercial strategies through internal cooperation.
• Prepare reports on progress and forecasts for the Sales Director using key account metrics.
• Attend international meetings to stay updated on technical developments, best practices, 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

• Education: Master’s Degree in Biology, Biotechnology, Biomedical Engineering, Medicine, or Pharmacy.
• Experience: At least 5 years in a similar Sales and Applications role within Hemostasis, with IVD experience, and strong KAM skills.

Skills & Capabilities

• Self-motivated, results-oriented, customer-centric, problem-solving skills.
• Excellent communication and presentation skills, teamwork, integrity, and respect.

Managing Work & Personal Development

Effective time and resource management; establishing trusting relationships through emotional intelligence; developing partnerships; making informed decisions; pursuing continuous improvement and learning opportunities.