Strategic Account Manager

hace 2 semanas

Bogota, Colombia Werfen A tiempo completo

**Job Overview**:

- Post Date
- April 20, 2024
- Number
- WEBCO-2024-000003
- Job Function
- Sales
- Location
- Bogota
- Country
- Colombia
- Shift
- Latam Distribution

**About the Position**:
Job Summary

Under the direction of the Commercial Director, the Strategic account manager is responsible for identifying, developing, expanding and consolidating business opportunities.

He/she is responsible for:

- manage the relationship with distributors and other key stakeholders of the distribution network, build a strong team dynamic with Werfen Latam Distribuition and other cross-border functional areas of Werfen (Marketing SBU, production, logistics, finance, RA, etc.).
- have a deep understanding of the trends, drivers and needs of the local markets
- identify new opportunities and challenges, assist the distributor to align with Werfen´s values and value selling and strategic Selling frameworks.

Key Accountabilities
- ** Sales excellence practices**: implement the Werfen Latam Distribution strategy objectives outlined in the business plan for the regions under responsibility
- Ensure the correct use of value selling and strategic selling.
- Implement action plans for each strategic account correctly and on time.
- Ensure that equipment and software are installed and upgraded on time.
- Monitor that reagent consumption correlates properly with baseline and business trends
- Oversee the "project funnel" from identification to installation and follow up, including bidding (CRM Fiori/Opportunities Tool)
- Assist the preparation and negotiation of public tenders and private labs
- Track sales, present sales performance and adjusted forecasts on a regular basis to the Commercial director and the General manager
- Lead the presentation of Scanner presentation periodically to keep the client informed of sales trends, marketing plan implementation, financial KPIs and new opportunities.
- Ensure compliance with agreements and service levels with customers.
- ** Tactical plan follow-up**: support Product managers and Business unit managers in the design of the tactical plan for distributors under responsability. Oversee the progress of the tactical plan of each distributor, ensure the effective execution of the plan.
- ** Regular visit to key distributors**: prepare distributor visit plan according to Werfen’s strategy, distributor performance and macro-environmental circunstances. Conduct on-site visits to distributors and end clients, maintain strong relationship with distirbutors, ensure the implementation of value selling and strategic Selling with key accounts.
- ** Provide commercial and business instructions to distributors**: provide business and marketing advice (as needed and requested) to distributors in order to improve their competitive advantage.
- ** Finance and credit note process**: develop with each distributor a financial planning strategy to ensure optimal financial terms for each distributor. Analyze the financial aspect of purchase orders or the distributor's financial situation, oversee the financing process and credit notes together with Werfen's financial department.
- ** Support in critical business or new opportunities**: search, evaluate and propose new business opportunities in those areas where Werfen is not yet well established. Provide support for critical business or new opportunities, such as, product introduction, preparation of documentation, visit to new opportunities, etc.
- ** Pricing strategy and pricing offer**: define the pricing strategy together with the Commercial director for the areas under responsibility. Analyze cases in which distributors request special commercial quotations, verify that the results are aligned with Werfen's strategic goals and objectives.
- ** Business review with distributors**: analyze commercial and financial aspects, ensure compliance with the sales budget in the territory of influence and adjust the strategic development plan and tactical plan with distributors based on the results.
- ** Facilitate access to Werfen documentation**: provide necessary assistance when distributors require any regulatory/legal/operational/scientific documentation, guide distributors in the use of Werfen documentation platforms such as Werfen Docs.
- ** Oversight of customer service to local distributors**: ensure high quality customer service, oversee the troubleshooting process and coordinate the different Werfen stakeholders (technical support, CAR, customer service, manufacturing, etc.) to resolve issues as quickly as possible.
- ** Payment and logistics monitoring**: ensure that distributors make payments correctly, monitor purchase orders with distributors and work with Werfen's various logistics and financial departments to achieve a fast and efficient supply chain, pay special attention to order release and logistics issues, and report any emergencies or incidents to stakeholders.
- ** Follow-up of Distribution Agreements**: negotiate and monitor the s

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