Strategic Sales Manager Autoimmunity

About 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 exceed €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 acquiring new and profitable business to meet and exceed sales goals

• In coordination with the Distribution Channel and Area Management, analyse and identify opportunities per areas, segmenting the market and assigning 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, making sure to build a strong new business pipeline, and providing any sales support with a consultative approach.

• Develop a Value and Strategic Selling strategy for opportunities in key accounts, using the Value Prompter together our partners, mentoring them and making sure they implement and adopt this methodology.

• Manage the customization of our different product solutions that suit the best to solve the business issues of our customers and promote the use of corporate health economics and commercial tools during the selling process.

• Responsible to coordinate the tender activities and requirements and work together with the distributor on technical tender specifications and documentation in key opportunities

• Responsible to initiate the profitability analysis for those opportunities in CRM under tender process for zero distance countries, being part as well in the approval flow and pricing to confirm Werfen is providing the right solution to the customer needs.

• Own and administrate the CRM in coordination with our partners, making sure the commercial opportunities are fully updated.

• Collaborates with the Marketing team in the development of go to market strategies and marketing tactical plan 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 to 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
• Sales Department
• Customer Support Department
• Marketing Department
• Finance Department
• External
• Channel Partners
• 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 Autoimmunity.

•
Additional Skills/Knowledge:

o IVD experience

o Commercial and KAM skills

o Clinical Selling, Value Selling, Strategic Selling

o Language: English Proficiency

o Specific technical and scientific knowledge of Autoimmunity

Skills & Capabilities

• Self-motivated
• Results oriented
• Customer centric
• Problem Solving
• Assertiveness
• Strong communication and presentation skills
• Teamwork
• Demonstrates integrity and respect in the performance of his/her duties

Travel requirements

Up to 50% of working time

If you are interested in constantly learning and being challenged on a daily basis, we encourage you to submit your resume or CV. Werfen appreciates and values diversity. We are an Equal Opportunity/Affirmative Action Employer M
/F/D/V.