Overview
Post Date May 9, Number WEBWW-- Job Function Sales Location North of Portugal Country Portugal
About the Position
Job Summary
The role involves a close cooperation with DM to define strategic guidelines and get approval to implement business strategy on the market.
KAM will be focused in market prospection and proactively identifying new opportunities to sell the actual and growing portfolio. Will also be responsible for maintaining existing business through regular communication with the customers.
Should contribute to company business development, reporting to DM and collecting market data, identifying opportunities for new products and reporting all market information achieved by his own prospection or by other information channels, like congresses, meetings, conferences and other relevant events.
Implementation of KAM business policy over a territory and managing respective customers and accounts, will be an overall KAM role.
This position requires developing strong professional relationships with customers, strong communication skills and strong negotiation capabilities.
Key Accountabilities
• Ensures compliance with Werfen Code of Ethics.
• Acts with professionalism and deontology
• Manages the relationship between the company and KDM and KOLs.
• Establishes and maintains relationships with customer´s management structure.
• Applies the business strategy defined for each business line.
• Responsible for the global and customer budget
• Focuses the actions on Value Selling, knowing our product specifications and its impact on our customer health economics
• Responsible for the profitability of the accounts.
• Maintains a current and in-depth knowledge of all products in the range.
• Assures the compliance of the agreements and service levels with customers and that MC products are used to the best performance level.
• In conjunction with the Application Specialists and FSE, ensures that new systems are installed efficiently and brought into routine use as quickly as possible
• Gets to know all the relevant information about customers buying procedures, use it and report it with the adequate tools.
• Articulates the Company's resources (ex: specialists, champions, technical support) for specific projects and problem resolution.
• Knows the product specifications and its impact on our customer health economics.
• Prepare, if needed and requested, product presentation and analysis, including stocks, forecasts and all other relevant information.
• Share with other team members, especially Clinical Application Specialist, the responsibility to train the customers
• Leads public tenders and private customer negotiations.
• Provides a sales forecast to year end at each Sales Meeting; must be able to give an in-depth review of each account on the presented forecast.
• Is aware of and report on competitive activities / strategies.
• Understands the views of users and non-users on our products and their future product wishes.
• Ensures familiarity with our Quality System and following relevant procedures.
• Provide troubleshooting support to customers on request and prepare and perform commercial and clinical/technical presentations upon request
• Build strong and lasting relationships with key decision makers, especially clinical customers including Key Opinion Leaders
• Report immediately and accurately all customer or product related events (e.g., customer feedback, product complaints, legal issues, and risks etc.)
• Carry out all administrative duties and all necessary reports in a timely and diligent manner, (i.e., answer public tenders, stock reports, stock movements, market analysis, etc..)
• Attend regional, national and international meetings if/when requested to
Networking/Key relationships
To be determined based on department needs, to include interactions such as:
• Sales Manager
• Technical Sales Specialist
• Clinical Application Specialist
• Champions
• Technical Support team
• Customer Service & Logistics
• Contracting Department
• Other company departments (mainly Operations, Finance, Regulatory)
Minimum Knowledge & Experience required for the position:
Education:
1. Bachelor´s Degree (preferably Engineering in Biomedical or similar)
Experience:
2. 3 year experience in a clinical or sales healthcare environment; selling or supporting products in healthcare industry
3. Previous work experience in medical devices business is valued
4. Demonstrated experience and a track record of success in support of medical devices products will be a plus
Additional Skills/Knowledge:
5. Knowledge of main areas of ED business
6. Language: Fluency in Portuguese and English is a must, Spanish is a plus
7. Solid Computer skills, including MS Office tools
Skills & Capabilities:
The ideal candidate for this position will exhibit the following skills and competencies:
• Knowledge of medical devices market specially Critical Care Areas: ICU and OR
• Strong Customer focus
• Good organizational skills
• Ability to work under pressure
• Project management skills
• Effective team worker
• Good communication skills and ability to influence at all levels
• Good interpersonal skills and a good listener
• Negotiation skills, Proactivity, Results-orientation
• Holistic view of business
• Must be prepared to travel regularly
• Entrepreneurship, Professionalism and deontology
Travel requirements:
• Up to 50% of time