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 AccountabilitiesSupport channel partners with a consultancy approach by providing 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, increase sales, and acquire new profitable business to meet and exceed sales goals.Coordinate with Distribution Channel and Area Management to analyze opportunities, segment the market, and allocate resources based on market potential, reference sites, and profitability.Spend at least half of the time visiting strategic accounts and prospects with partners, building a strong pipeline and providing sales support with a consultative approach.Develop a Value and Strategic Selling strategy for key accounts, using tools like the Value Prompter, mentoring partners, and ensuring methodology adoption.Manage customization of product solutions to address customer business issues, promoting the use of health economics and commercial tools during sales.Coordinate tender activities with distributors, ensuring technical specifications and documentation are met for key opportunities.Initiate profitability analysis for tender opportunities in CRM, participate in approval flows, and pricing to ensure appropriate solutions are offered.Manage and update CRM in coordination with partners, ensuring all commercial opportunities are current.Collaborate with Marketing on go-to-market strategies and tactical plans for the territory.Support the EEMEA and company’s commercial strategy through internal cooperation.Prepare reports on progress and forecasts for the Sales Director using key account metrics.Participate in international meetings to stay current on technical updates, best practices, and corporate projects.Networking / Key relationshipsInternal: Sales, Customer Support, Marketing, Finance DepartmentsExternal: Channel Partners, Customers, Key Opinion LeadersMinimum Knowledge & ExperienceMaster’s Degree in Biology, Biotechnology, Biomedical Engineering, Medicine, or PharmacyAt least 5 years of experience in a similar Sales and Applications role within Hemostasis, with IVD experience, and strong KAM skillsSkills & CapabilitiesSelf-motivated, results-oriented, customer-centricProblem-solving, strong communication and presentation skillsTeamwork, integrity, and respectManaging Work and Emotional IntelligenceEffective time and resource managementBuilding trusting relationships through emotional intelligenceBuilding Partnerships and Decision MakingLeverage internal and external relationships to achieve resultsMake informed, timely decisions based on analysis of data and circumstancesContinuous Improvement and LearningIdentify and implement process improvementsEngage in ongoing learning to enhance skills and knowledge
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