Strategic Sales Manager Acute Care EEMEA
Join to apply for the Strategic Sales Manager Acute Care EEMEA role at Werfen
Werfen is a growing, family-owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors. Our Headquarters and Technology Centers are located in the US and Europe. Worldwide sales exceeded €1.84 billion in 2022, and our workforce is more than 7,000 strong.
Job Summary
Acting as a key interface between customer, channel partner and all relevant Werfen departments, the Strategic Sales Manager develops and executes business development and key account management strategies to develop new business and retain existing business within the EuroDealers region. Creating added value to our customers by providing solutions that solve their business issues in coordination with our partners and/or any other internal stakeholder that can add further value to the customer experience. Supporting the Sales Director in proactively developing and implementing sales strategies to grow and develop the business within the assigned business line.
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, analyse and identify opportunities per area, segment the market and assign 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, ensuring a strong new business pipeline and providing sales support with a consultative approach
Develop a Value and Strategic Selling strategy for opportunities in key accounts, using the Value Prompter with partners, mentoring them and ensuring adoption of this methodology
Manage the customization of our 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 for key opportunities
Initiate profitability analysis for those opportunities in CRM under tender process for zero distance countries, being part of the approval flow and pricing to confirm Werfen provides the right solution to customer needs
Own and administrate the CRM in coordination with 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 for the 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: Customer Support Department, Marketing Department, Finance Department
External: Customers, Key Opinion Leaders

Minimum Knowledge & Experience required for the position:

Education: Master’s Degree in Biology, Biotechnology, Biomedical Engineering, Medicine or Pharmacy
Experience: Minimum of 5‑year work experience in a similar position within Sales and Applications environment for Acute Care

IVD experience
Commercial and KAM skills
Clinical Selling, Value Selling, Strategic Selling
Specific technical and scientific knowledge of Acute Care


Skills & Capabilities

Self‑motivated
Results oriented
Customer centric
Problem Solving
Strong communication and presentation skills
Teamwork
Demonstrates integrity and respect in the performance of duties

Up to 50% of working time
We are an Equal Opportunity/Affirmative Action Employer M/F/D/V.
Seniority level: Mid‑Senior level
Employment type: Full‑time
Job function: Medical Equipment Manufacturing and Hospitals & Health Care
Referrals increase your chances of interviewing at Werfen by 2x
Get notified about new Strategic Sales Manager jobs in Milan, Lombardy, Italy.
#J-18808-Ljbffr