Strefa Klienta
Our client is an international diagnostics company, which produces an innovative game-changing solution for blood grouping and blood screening. We are searching for a Key Account Manager Central and Eastern Europe (m/f), who builds up and manages the CEE market, located in Czech Republic.
What's on Offer
Attractive salary package.
Job Description
- Establishes a significant global footprint for a successful and innovative product portfolio in blood banks, donor centres, and other blood establishments in Central and Eastern Europe.
- Is responsible for managing distributor/agent relations by country as well for direct channel, management of Key Opinion Leaders and tender management depending on the market.
- Plans and executes sales activity to provide successful sales results within the multiple donor screening sites to compete for new accounts and gain market share according to the sales and marketing strategy.
- Analysis of the customer's market, business targets & strategy, issues, needs, processes, value chain and key business drivers.
- Evaluates the account potential and the account penetration as well as prioritisation.
- Develops and implements a unified 3-5 years account strategy based on the strategic goals of the customer and market knowledge.
- Develops and maintains the account business plans within the CRM and utilises the CRM to maximise efficiency of forecasting and results.
- Identifies significant opportunities and raises this accordingly for support and development of new solutions to meet customer requirements.
- Input to tenders on territory (positioning, appropriate solution, pricing). Review of completed tender response for accuracy and compliance prior to submission.
- Prepares pricing for quotes by utilising the cost models, illustrations, bids, contract extensions, contract modifications and tenders on territory, following EMEA pricing policies / guidelines, marketing strategy and product knowledge gaining management support and approval as required.
- Coordinates and participates in promotional events, trade shows / conventions on territory.
The Successful Applicant
- Have a minimum of 5 years advanced selling experience in medical devices and /or diagnostic industry in blood transfusion - ideally direct and indirect channel management for several countries in CEE.
- Tender writing experience as well as experience in pre and post tender sales activities.
- Relevant education to degree standard or equivalent in biology, chemistry, lab medicine sciences or other related disciplines.
- Very good knowledge of blood and transfusion transmitted transfusion disease screening.
- Be able to demonstrate proven winning sales performance particularly in high value competitive wins.
- Very good negotiation, commercial skills and financial acumen.
- Strong networking and communication skills.
- Good understanding and advising on laboratory procedures around donor testing, country regulatory requirement fulfilment, customer enquiries, co-ordinating implementation of the installation and commissioning, training, lectures, presentations and demonstrations in IVD market.
- Good understanding of healthcare compliance.
- Good computer skills (Microsoft office; Word, Excel, PowerPoint).
- Effective and professional communication and presentation skills.
- Fluent in Czech and Polish (ideally Hungarian, Romanian, Bulgarian).
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