The role involves close cooperation with DM to define strategic guidelines and get approval to implement business strategy on the market.
KAM will focus on market prospection and proactively identifying new opportunities to sell the actual and growing portfolio. They will also be responsible for maintaining existing business through regular communication with 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 their 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 management structures.
Applies the business strategy defined for each business line.
Responsible for the global and customer budget.
Focuses actions on Value Selling, knowing product specifications and their impact on customer health economics.
Responsible for the profitability of the accounts.
Maintains a current and in-depth knowledge of all products in the range.
Assures compliance with 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 relevant information about customers' buying procedures, uses it, and reports it with the adequate tools.
Articulates the Company's resources (e.g., specialists, champions, technical support) for specific projects and problem resolution.
Knows product specifications and their impact on customer health economics.
Prepares, if needed and requested, product presentations and analyses, including stocks, forecasts, and all other relevant information.
Shares with other team members, especially Clinical Application Specialists, the responsibility to train 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 reports on competitive activities/strategies.
Understands the views of users and non-users on products and their future product wishes.
Ensures familiarity with the Quality System and follows relevant procedures.
Provides troubleshooting support to customers on request and prepares and performs commercial and clinical/technical presentations upon request.
Builds strong and lasting relationships with key decision-makers, especially clinical customers, including Key Opinion Leaders.
Reports immediately and accurately all customer or product-related events (e.g., customer feedback, product complaints, legal issues, and risks).
Carries out all administrative duties and necessary reports in a timely and diligent manner (i.e., answer public tenders, stock reports, stock movements, market analysis, etc.).
Attends regional, national, and international meetings if/when requested.
Networking/Key Relationships To be determined based on department needs, to include interactions such as:
Technical Sales Specialist
Technical Support team
Other company departments (mainly Operations, Finance, Regulatory)
Minimum Knowledge & Experience Required for the Position: Education:
Bachelor's Degree (preferably Engineering in Biomedical or similar)
Experience:
3 years of experience in a clinical or sales healthcare environment; selling or supporting products in the healthcare industry.
Previous work experience in the medical devices business is valued.
Demonstrated experience and a track record of success in supporting medical devices products will be a plus.
Additional Skills/Knowledge:
Knowledge of main areas of ED business.
Language: Fluency in Portuguese and English is a must; Spanish is a plus.
Skills & Capabilities: The ideal candidate for this position will exhibit the following skills and competencies:
Knowledge of medical devices market, especially Critical Care Areas: ICU and OR.
Strong customer focus.
Good organizational skills.
Ability to work under pressure.
Effective team worker.
Good communication skills and ability to influence at all levels.
Good interpersonal skills and a good listener.
Holistic view of business.
Must be prepared to travel regularly (up to 50% of the time).
Entrepreneurship, professionalism, and deontology.
Acknowledgement: The above statements are intended to describe the general nature and level of work being performed by the incumbent. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of this position.
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