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Key Account Manager - Diagnostic ANZ 1

Location: 

Clayton South (Victoria), AU

Contract Type:  Regular Full-Time
Area:  Sales/Sales Operations
Req Id:  403273

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