.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 anin-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
