Strategic Account Manager

hace 1 mes

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

We are seeking a highly skilled Strategic Account Manager to join our team at Werfen. As a key member of our commercial team, you will be responsible for identifying, developing, and expanding business opportunities in the Latam region.

Key Responsibilities
  • Relationship Management: Build and maintain strong relationships with distributors and key stakeholders in the distribution network, ensuring a collaborative and dynamic team environment.
  • Market Analysis: Conduct thorough market analysis to understand trends, drivers, and needs of the local markets, identifying new opportunities and challenges.
  • Value Selling and Strategic Selling: Implement value selling and strategic selling frameworks to ensure alignment with Werfen's values and objectives.
  • Sales Excellence Practices: Implement sales excellence practices, including the correct use of value selling and strategic selling, to ensure sales objectives are met.
  • Tactical Plan Follow-up: Support product managers and business unit managers in designing tactical plans for distributors, overseeing progress, and ensuring effective execution.
  • Regular Visits to Key Distributors: Prepare and conduct regular visits to key distributors, maintaining strong relationships and ensuring the implementation of value selling and strategic selling.
  • Commercial and Business Instructions: Provide business and marketing advice to distributors to improve their competitive advantage.
  • Finance and Credit Note Process: Develop financial planning strategies with distributors, analyzing financial aspects, and overseeing the financing process and credit notes.
  • Support in Critical Business or New Opportunities: Identify and propose new business opportunities, providing support for critical business or new opportunities.
  • Pricing Strategy and Pricing Offer: Define pricing strategies with the commercial director, analyzing cases for special commercial quotations, and ensuring alignment with Werfen's strategic goals.
  • 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, guiding them in the use of Werfen documentation platforms.
  • Oversight of Customer Service to Local Distributors: Ensure high-quality customer service, overseeing troubleshooting processes, and coordinating with Werfen stakeholders to resolve issues.
  • Payment and Logistics Monitoring: Ensure distributors make payments correctly, monitoring purchase orders, and working 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, ensuring compliance with Werfen policies and regulations.
  • Macroeconomic Analysis: Stay aware of economic development, political trends, healthcare sector policies, and local regulations, assessing potential risks and opportunities.
Requirements
  • Education: Bachelor's Degree or equivalent in a scientific or biomedical field.
  • Required Skills/Knowledge: At least 3 years of experience working with distribution networks in the Latam region, experience and knowledge in IVD and/or Medical and/or Pharmaceutical Industry, language proficiency in Spanish and English, proven experience leading indirect or direct teams, finance knowledge.
  • Preferred Skills/Knowledge: Project management, Microsoft Office, SAP.
Skills and Competencies
  • Customer Focus: Strong customer focus, with the ability to build and maintain relationships with distributors and key stakeholders.
  • Problem Solving and Result-Oriented: Proven problem-solving skills, with a results-oriented approach to achieving sales objectives.
  • Decision Making: Ability to make informed decisions, analyzing market trends and customer needs.
  • Innovation Driven: Innovative thinking, with the ability to identify new business opportunities and challenges.
  • High Emotional Intelligence: Strong emotional intelligence, with excellent communication and interpersonal skills.
  • Negotiation Skills: Proven negotiation skills, with the ability to build strong relationships with distributors and key stakeholders.
  • Teamwork: Ability to work collaboratively as part of a team, with excellent communication and interpersonal skills.
  • Good Organizational Skills: Strong organizational skills, with the ability to prioritize tasks and manage multiple projects.
  • Pro-Active and Committed: Pro-active and committed to achieving sales objectives, with a strong focus on customer satisfaction.
Travel Requirements

Up to 50% of the time, with international mobility required.

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