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Strategic Account Manager

hace 2 meses

Bogotá, Bogotá D.E., Colombia Werfen A tiempo completo
About the Position

This is a key role within Werfen's commercial team, responsible for driving business growth and development through strategic account management and sales excellence practices.

Key Responsibilities
  1. Sales Excellence Practices
  • Develop and implement sales strategies to achieve business objectives and drive revenue growth.
  • Build and maintain strong relationships with distributors and key stakeholders to ensure effective sales execution.
  • Monitor and analyze sales performance, identifying areas for improvement and implementing corrective actions.
Tactical Plan Follow-up
  • Support product managers and business unit managers in designing and executing tactical plans for distributors.
  • Oversee the progress of tactical plans, ensuring effective execution and timely completion.
Regular Visits to Key Distributors
  • Plan and conduct regular visits to distributors and end clients to maintain strong relationships and ensure effective sales execution.
  • Provide business and marketing advice to distributors to improve their competitive advantage.
Finance and Credit Note Process
  • Develop financial planning strategies with distributors to ensure optimal financial terms.
  • Analyze financial aspects of purchase orders and distributor financial situations, overseeing the financing process and credit notes.
Support in Critical Business or New Opportunities
  • Identify and evaluate new business opportunities in areas where Werfen is not yet well established.
  • Provide support for critical business or new opportunities, including product introduction and documentation preparation.
Pricing Strategy and Pricing Offer
  • Develop pricing strategies with the commercial director for areas under responsibility.
  • Analyze cases where distributors request special commercial quotations, ensuring alignment with Werfen's strategic goals and objectives.
Business Review with Distributors
  • Analyze commercial and financial aspects, ensuring compliance with sales budgets and adjusting strategic development plans and tactical plans with distributors.
Facilitate Access to Werfen Documentation
  • Provide necessary assistance to distributors requiring regulatory, legal, operational, or scientific documentation.
  • Guide distributors in using Werfen documentation platforms, such as Werfen Docs.
Oversight of Customer Service to Local Distributors
  • Ensure high-quality customer service, overseeing troubleshooting processes and coordinating with Werfen stakeholders to resolve issues quickly.
Payment and Logistics Monitoring
  • Ensure distributors make payments correctly, monitor purchase orders, and work with Werfen's logistics and financial departments to achieve a fast and efficient supply chain.
Follow-up of Distribution Agreements
  • Negotiate and monitor the status of distribution agreements, aligning with the commercial director and complying with Werfen policies and regulations.
Macroeconomic Analysis
  • Stay aware of economic development, political trends, healthcare sector policies, and local regulations in each country of influence.
  • Assess potential risks and opportunities.
Networking/Key Relationships

This position has strict relationships with:

  1. Commercial team (with Commercial Director) for sales activities and commercial actions.
  2. Marketing team for marketing actions prioritization and alignment.
  3. Communications & Marketing team for event organization and announcements.
  4. Technical support team for customer service.
  5. Tender area for opportunity identification and evaluation.
  6. Finance department for sales forecast and cost control.
  7. Cross-collaboration with other Werfen offices for customer service and back-office affairs.
  8. Distributors and end clients for commercial actions and customer service.
Minimum Knowledge & Experience Required for the Position
  1. Education:
  2. Bachelor's Degree or equivalent in a scientific or biomedical field.
  3. Required Skills/Knowledge:
  4. At least 3 years of experience working with distribution networks in the Latam region.
  5. Experience and knowledge in IVD and/or Medical and/or Pharmaceutical Industry.
  6. Language: Spanish and English proficiency.
  7. Proven experience leading indirect or direct teams.
  8. Finance knowledge.
  9. Preferred Skills/Knowledge:
  10. Project management.
  11. Microsoft Office.
  12. SAP.
Skills & Capabilities

The ideal candidate for this position will exhibit the following skills and competencies:

  1. Customer focus.
  2. Problem solving and result-oriented.
  3. Decision making.
  4. Innovation driven.
  5. High emotional intelligence.
  6. Negotiation skills.
  7. Teamwork.
  8. Good organizational skills.
  9. Pro-active and committed.
Travel Requirements

This role requires up to 50% international mobility.