Job Overview
Post Date: April 5, 2024
Job Number: WEBOE-2024-000004
Job Function: Sales
Location: Lliça d'Amunt, Spain
About the Position
Job Summary: This position reports to the VP Sales and Marketing OEM. She/he is responsible for maintaining business-to-business (B2B) sales of OEM products and R&D services to the existing assigned customers, and to grow the business within the existing customers and with new customers.
Key Accountabilities:
* Deliver the Budget of the assigned customers (Sales and Gross Profit).
* Provide input to the three Year Strategic Plan of his/her area of responsibility.
* Provide input to the Budget of his/her areas of responsibility.
* Report YTD (Year to date) deviations and redefine a recovery plan if needed.
* Provide regularly 3 months rolling Sales forecast and Year to go sales updates.
* Keep sales funnel permanently updated.
* Co-lead with assigned R&D/Operations and RA/QA the Core Team dedicated to Assay Development and Biomaterials/bulk customized services for the assigned customers (when applicable).
* Lead internally the full quotation process.
* Full responsibility on searching the contact persons and keeping the database updated; including influencers and decision makers in all targeted accounts, including procurement, marketing, portfolio management, R&D, and Procurement departments.
* Attend tradeshows to perform business-meeting updates, generate new leads, evaluate Competitors Sales strategies, and value propositions, and identify new markets and customer opportunities.
* Provide input on advertising, promotion materials, company presentations, and web information related to OEM Services, Bulk reagents, and biomaterials.
* Negotiate contracts.
* Lead and coordinate quarterly review meetings/steering committee meetings with the accounts of his/her responsibility if applicable.
* Internal meetings: Monthly 1 to 1 with direct manager, SaM Meetings, and Sales and Coordination Meetings.
Networking/Key relationships: This position requires interaction with the whole Sales and Marketing team as well as cross-functional collaboration with different stakeholders at:
* Werfen OEM (all areas within R&D, Operations, QRA, and Finance)
* Werfen Corporate (Legal Department)
Minimum Knowledge & Experience required for the position:
* Education:
o Required: Bachelor's degree (Licenciatura) in any related area with the business and science field.
o Valuable: Any additional degree higher than that required previously.
* Experience:
o Professional experience is required, ideally 10 years in a similar position.
* Additional Skills/Knowledge:
o Software: Proficiency in Office Tools (Excel & Word), and required knowledge in SAP.
o Language: Fluency in Spanish or Catalan. Advanced knowledge of English (reading and speaking).
o Standards: Ideally with extensive knowledge of IVD Market, Competition Dynamics, and Product Value Proposition in terms of impact on customer's value chain. Knowledge on Value Selling & Strategic Selling.
Skills & Capabilities: The ideal candidate for this position will exhibit the following skills and capabilities:
* Management of decisions under pressure.
* Methodical and well-organized person.
* Teamwork.
* Time management skills.
* Ability to express information clearly and concisely to the staff, ensuring their understanding.
* Ability to apply a systematic approach and constant control, follow-up, and verification of the results.
* Ability to collaborate, participate and coordinate actively with working groups.
* Reflects values of Werfen in the quality of work and working relationship.
Travel requirements: Up to 25% of time.
Individual Contributor Core Competencies:
* Managing Work: Effectively managing one’s time and resources to ensure that work is completed efficiently.
* Emotional Intelligence Essentials: Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; leveraging insights to effectively manage own responses so that one’s behavior matches one’s values and delivers intended results.
* Building Partnerships: Developing and leveraging relationships within and across work groups, including cross-functional groups, to achieve results.
* Decision Making: Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.
* Continuous Improvement: Originating action to improve existing conditions and processes; identifying improvement opportunities, generating ideas, and implementing solutions.
* Continuous Learning: Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.
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