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del trabajo\nVentas\nTipo de empleo\nTiempo completo\nUbicación\nCastilla y León\nPaís\nEspaña\n### **Acerca del puesto**\n\n#### **Introducción**\n\n\nWerfen es una empresa familiar innovadora en crecimiento, fundada en 1966 en Barcelona, España. Somos líderes mundiales en diagnóstico especializado en los campos de Hemostasia, Diagnóstico de Atención Crítica, Transfusión, Autoinmunidad y Trasplante. A través de nuestra línea de negocio de fabricación de equipos originales (OEM), investigamos, desarrollamos y producimos ensayos y biomateriales personalizados. Operamos directamente en 30 países y en más de 100 territorios a través de distribuidores. Nuestras sedes centrales y centros tecnológicos se encuentran en Estados Unidos y Europa, y contamos con una plantilla superior a 7.000 empleados.\n\n\n#### **Descripción general**\n\n\nEl Responsable de Cuentas Clave tiene como responsabilidad alcanzar los objetivos de facturación y rentabilidad del cliente correspondiente, tanto público como privado. Con este fin, promueve las soluciones, productos y servicios ofrecidos por Werfen a sus clientes, generando oportunidades de venta para las líneas de producto pertinentes, de acuerdo con las políticas y normativas comerciales internas.\n\n\nImplementa la estrategia definida junto con el Director de Área y el Departamento de Marketing, asegurando el cumplimiento de los KPI específicos.\n\n\nPara su territorio, gestiona las relaciones con los clientes, técnicos, ingenieros, departamentos de informática, técnicos de laboratorio, administradores, y se enfoca en cada uno de ellos (incluyendo usuarios) en la medida en que participan en el proceso de toma de decisiones.\n\n\n#### **Responsabilidades**\n\n\n* Establece la estrategia comercial para los clientes por los que es responsable.\n* Gestiona directamente las oportunidades comerciales utilizando la metodología de venta basada en valor (Value Selling) y, en caso de negociaciones complejas, también las metodologías de venta estratégica (Strategic Selling), definiendo proyectos estructurados de ventas y planes de acción, e involucrando a las distintas funciones en las diferentes acciones del proceso de venta (Ventas, Postventa, Control de gestión, ...). Coordina la intervención de los diversos interlocutores necesarios para la finalización exitosa de la negociación, identifica los recursos necesarios y garantiza su asignación adecuada.\n* En estrecha colaboración con el departamento de control de gestión, es responsable del desarrollo de una oferta económica mediante la correcta aplicación del P\\&L ZGP Sap.\n* Pone a disposición de otros compañeros KAM sus conocimientos sobre el mercado por el que es responsable y, si es necesario, actúa como mediador e influenciador; comparte su conocimiento sobre el proceso de toma de decisiones con el objetivo de aportar valor añadido a la negociación/reunión.\n* Es responsable del crecimiento, rentabilidad y cumplimiento de los compromisos contractuales de cada uno de sus clientes.\n* Alcanza los objetivos anuales en cuanto a instalaciones instrumentales divididas entre nuevos clientes y renovaciones, número de operaciones ganadas para las diferentes líneas de producto o en términos de crecimiento de cuota de mercado, tasa de retención, tasa de conversión y balance de \"ganar \\& perder\" (impacto neto anual de activos ganados frente a pérdidas) u otros indicadores que midan el rendimiento empresarial.\n* En coordinación con las líneas de negocio de Marketing, implementa campañas y eventos de marketing y garantiza su éxito.\n* Es responsable del ciclo de ventas (investigación, calificación, gestión de nuevas oportunidades, visitas, demostraciones, presentaciones de productos y servicios, respuestas a licitaciones públicas o privadas, negociación, obtención de acuerdos y finalización de contratos, mantenimiento y/o desarrollo del negocio).\n* Desarrolla y mantiene la confianza de nuestros clientes mediante un enfoque profesional y acciones dirigidas. Detecta y gestiona las necesidades y problemas expresados por clientes actuales o potenciales.\n* Establece y desarrolla relaciones con posibles Líderes de Opinión (KOL) en colaboración con las líneas de negocio pertinentes y la dirección de ventas.\n* Realiza el seguimiento de los clientes existentes y la renovación/ampliación de sus contratos actuales.\n* Garantiza la exactitud de las condiciones comerciales de los clientes asignados y sigue la evolución de su facturación.\n* Planifica, coordina y dirige presentaciones para clientes incluyendo a otras partes interesadas (por ejemplo, marketing, servicio técnico, dirección).\n* Presta atención a los clientes en términos de CPR (coste por resultado reportable), asegurando el cumplimiento de los compromisos acordados.\n* Se mantiene informado sobre novedades de productos y participa en la formación planificada por marketing, tanto presencial como online.\n* Conoce la posición en el mercado de nuestras soluciones, productos y servicios.\n* Implementa el enfoque clínico como estrategia de aproximación al mercado, trabajando estrechamente con el Director Clínico y los KOL.\n* Conocimiento del mercado y sus tendencias, en relación con las soluciones, productos y servicios de Werfen.\n* Conocimiento actualizado de la competencia e intercambio continuo de información con el departamento de marketing.\n* Presta atención a nuevas necesidades expresadas por los clientes para informar y compartir con marketing.\n\n **Red de contactos/Relaciones clave**\n\n **Internas:** Ventas, Postventa, Marketing, Finanzas, QA/RA, Departamentos de Licitaciones y Ofertas, Contratos, Legal y Cumplimiento **Externas**: Clientes, Líderes de Opinión, Asociaciones del sector IVD.\n\n \n\n\n#### **Requisitos**\n\n \n\n**Conocimientos y experiencia mínimos requeridos para el puesto**\n\n **Formación**: Licenciatura en Ciencias de la Vida y/o marketing y/o experiencia comprobada en ventas en entornos complejos y en constante cambio, tanto públicos como privados.\n\n **Experiencia:**\n\n\nAl menos 5 años de experiencia en ventas en el sector sanitario.\n\n\nUn mínimo de 3 años de experiencia en ventas en el mercado de diagnóstico in vitro (IVD).\n\n\nExperiencia en ventas en segmentos público y privado.\n\n\nConocimientos económicos básicos: Facturación / Margen / Estado de resultados / lectura e interpretación de KPI económicos / DSO … (Se considerará tener un MBA).\n\n* **Habilidades/conocimientos adicionales:**\n\n\nSap (Transacciones comerciales)\n\n\nHerramienta CRM\n\n\nNivel de inglés B1/B2\n\n\nOffice 365\n\n **Competencias y capacidades**\n\n \n\n* Orientación al cliente\n* Visión empresarial\n* Liderazgo, fiabilidad y capacidad de influir sobre los demás.\n* Agilidad ante el cambio, es decir, la capacidad de evolucionar en un entorno complejo y dinámico.\n* Capacidad para gestionar herramientas comerciales como CRM y metodologías complejas de gestión de ventas\n* Competencia en el uso de las metodologías de Value Selling y Strategic Selling\n* Excelentes habilidades organizativas y de gestión de proyectos\n* Aptitud para la actualización continua en un entorno técnico y clínico\n* Proactividad\n* Habilidades de escucha y análisis\n* Capacidad para motivar sus propuestas e influir en todos los niveles organizativos\n* Excelentes habilidades de negociación\n* Transparencia y ética en el comportamiento\n* Determinación en la consecución de los objetivos comerciales\n\n **Requisitos de desplazamiento**\n\n* Hasta el 30% del tiempo de trabajo.\n \n\n\nSi está interesado en aprender constantemente y enfrentarse a desafíos día a día, le animamos a enviar su currículum vitae.\n\n\nWerfen valora y aprecia la diversidad. 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