Key Account Manager - Diagnostic ANZ 1

Key Account Manager - Diagnostic ANZ

Key Account Manager – Commercial Division

Australia & New Zealand

POSITION PURPOSE:

• Accountable for sales results, growth and overall customer satisfaction for business expansion projects and accounts designated to the key accounts segment

• Develop comprehensive business strategies and plans, financial models and competitive intelligence for the segment and for specific customers at an account level

• To manage the key accounts, by providing sales and marketing expertise, product knowledge, training and support to key customers

• To build and maintain relationships with key clients including the Australian Red Cross Lifeblood (ARCL) and New Zealand Blood Service (NZBS)

• To facilitate account management and sales team process through effective leadership, communication and implementation with other KAMs, Territory Managers, DxCTS and Business Unit Director

• To maintain profitable results by continually updating and staying abreast of product knowledge development

• To work effectively with sales reporting, processes and systems, towards increasing sales

• To meet agreed targets and ensure Grifols maintains a strong presence throughout the relevant region

• To assist in developing high standards of training aimed at educating and informing the end user of the Grifols product range
• To work collaboratively with the internal stakeholders to ensure that Grifols can meet contractual obligations

• To assist in business development activities by facilitating strong links between our internal customer interfacing resources and key stakeholders and clients

• To ensure that all activities align with overall Grifols spirit, goals and objectives

ORGANISATIONAL RELATIONSHIPS

Position reports to: Business Unit Director, Commercial Division, Grifols Australia

Position supervises: Nil

Internal Relationships:        

Refer to current Organisational Chart

External Relationships: Key Clients, Supply chain professionals, ARCL, NZBS

KEY RESPONSIBILITY AREAS and DUTIES

Sales

• Analyse competitive scenarios and develop appropriate commercial strategies.
• Manage and attend national and regional meetings and symposiums towards the advancement of strategic initiatives.
• Establish and maintain relationships with Key Accounts in the region

• Assist in the development of strategic plans to drive sales activities
• Review and report on sales activities on a regular basis to ensure they align with the needs of customer and the healthcare sector
• Provide reports to BUD related to Key Accounts on a regular basis.

Communication

• Develop communication strategies to assist in the development and management of key accounts and business expansion opportunities
• Ensure that all activities comply with legal and statutory requirements

• Provide insight and links to the external market in respect to the Grifols product range
• Utilise internal sales reporting systems towards the growth and development of the business.

EXTENT OF AUTHORITY

As prescribed by Grifols.

KEY CAPABILITIES

• Demonstrable sales skills and capability
• Ability to train and educate users of scientific or clinical products
• Ability to align work activities with the vision and corporate objectives
• Strong problems solving skills
• Relationship building skills within government departments, scientific or clinical environment.
• Negotiating skills with AHP’s (Australian Healthcare Professionals) and scientists.
• Ability to work with different cultures and nuance organisational directives with local expectations to achieve outcomes.

QUALIFICATIONS AND EXPERIENCE

• Minimum of 5 year’s experience in technical sales, Account Management and/or marketing experience in a healthcare or related industry, preferably in a multi-national and technical oriented organisation.
• Demonstrated ability to develop relationships in the healthcare sector
• Tertiary qualification in a relevant Science or Business degree
• Qualifications in a management, sales or marketing discipline would be highly regarded