Descripción de la oferta
Na Roche, você pode-se apresentar como você mesmo, abraçado pelas qualidades únicas que traz. Nossa cultura incentiva a expressão pessoal, o diálogo aberto e as conexões genuínas, onde você é valorizado e respeitado por quem você é, e permitindo que você prospere tanto pessoal como profissionalmente. É assim que pretendemos prevenir, deter e curar doenças e garantir que todos tenham acesso aos cuidados de saúde hoje e nas gerações futuras. Junte-se à Roche, onde cada voz é importante.### A posiçãoAt Roche, we are passionate about transforming patients’ lives and we are fearless in both decision and action - we believe that good business means a better world. That is why we come to work each day. We commit ourselves to scientific rigor, unassailable ethics, and access to medical innovations for all. We do this today to build a better tomorrow.****The Position****Roche Diagnostics Spain has begun a strategic reflection exercise that will lead us to design our roadmap for the next 3-5 years based on the principles of collective leadership, ambition and impact that characterize us as a company with the aim to continue creating sustainable growth, always keeping our customers at the heart of what we do and leveraging the framework defined by our global strategy.Establish and maintain strong relationships with assigned clients, understanding their needs and effectively communicating how our solutions can address their challenges.The Key Account Manager (KAM) is responsible for achieving and exceeding annual goals, contributing to the maintenance and expansion of the product portfolio within their area of responsibility with assigned clients, both current and prospective, **leading and managing a team of sales representatives in their designated area** .Drive business success based on product innovation and the promotion of process and workflow efficiency.Achieve and surpass objectives in the assigned geographical area or market segment, ensuring the implementation and execution of the company's strategy and priorities.Drive growth, as well as the maintenance and expansion of market share within their area, managing and leading a highly effective sales team responsible for all company business lines.Lead the design, planning, and execution of the strategic plan for the assigned area/segment and the Account Plans for strategic accounts, as well as managing relationships and understanding the needs and challenges of key clients and decision-makers throughout the customer lifecycle, to drive commercial success through execution.****Your Key Responsibilities:***** Strategic Account Leadership: Lead the selection, planning, and monitoring of strategic accounts and opportunities within the assigned area, aligning with commercial priorities. Design and implement comprehensive account plans and activities to achieve annual sales/profitability targets, strategic KPIs, and high customer satisfaction throughout the lifecycle.* Customer-Centric Planning: Identify client needs and challenges to develop and continuously update Account Plans (objectives, actions, etc.), incorporating annual integrated plans. Integrate input from all Squad members, efficiently defining and assigning priorities and responsibilities to retain, grow, and acquire new customers.* Market Intelligence and Growth: Continuously monitor market trends, customer changes, and competitor activity to react proactively and effectively. Focus on increasing Market Share, driving short, medium, and long-term sales and profitability growth, and acquiring new clients.* Cross-Functional Collaboration: Deeply understand key stakeholders (decision-makers/influencers) at the client level and within the Roche organization to facilitate plan execution. Support the definition of roles and responsibilities within the Squad, fostering ownership, and identifying team members' skills and potential to enhance customer satisfaction and team development. Align with the broader organization, sharing and adapting best practices from other squads.* Commercial Execution: Negotiate pricing and terms within established guidelines, considering pricing policy, profit strategy, and positioning to secure the best agreements. Utilize corporate tools (e.g., Rexis CRM) for activity tracking, ensuring timely planning, reporting, and updated opportunity mapping.* Tender and Project Management: Actively participate in preparing documentation for public tenders and commercial offers. Manage high-value healthcare projects, coordinating internally and acting as the client liaison to ensure the perfect functioning of contracted equipment and reagents post-contract signing.* Compliance and Internal Processes: Ensure compliance with all relevant Roche guidelines and policies. Maintain a strong knowledge of internal company processes (GDC, Concur, etc.) to ensure timely and accurate completion of administrative tasks.****Mindset:***** Strategic Acumen and Business Expertise: Demonstrated strategic capability, technical proficiency, and strong business understanding for effective decision-making.* Agile Leadership and Operational Excellence: Significant experience in agile project management, process optimization, and applying design methodologies to business processes, driving operational improvements.* Inspirational Leadership and Influence: Ability to inspire, influence, and mobilize cross-functional teams, fostering a collaborative environment towards shared goals. Strong facilitation, moderation, and conflict mitigation skills are highly valued.* Effective Communication and Change Management: Proven ability in communication, training, and successfully managing organizational change.* Results-Oriented and Adaptable: Flexible, self-managed, and efficient in prioritizing work to achieve desired results.* Empathetic and Honest Communication: Active listening skills, honest communication, and the ability to explain the "why" with empathy.* Empowerment and Trust: Capacity to empower and trust individuals to make autonomous decisions.* Fostering Growth and Learning: Ability to encourage continuous learning and develop people.* Shared Ambition and Accountability: Capacity to define ambitious common priorities, simplify processes, execute as a team, and take responsibility.* Cultivating Trust and Feedback Culture: Skill in creating environments of trust and participation with shared responsibility, integrating honest and respectful feedback.* Collective and Committed Leadership: Demonstrated ability to lead collectively with commitment.****Your Profile:***** Experience: Proven success with a minimum of 2-3 years in consultative sales within the commercial field of the Health Sector or equivalent, preferably in medical devices and IVD, with a track record as a Key Account Manager for large accounts.* Proven experience leading and developing high-performing sales teams* Education: University degree essential, preferably in Health Sciences, Business Management, or a related field.* Language Skills: Full professional fluency in both English and Spanish is mandatory.* Sector Knowledge: Strong understanding of Health Administration, public tenders/bids, and the ability to negotiate with diverse healthcare sector stakeholders.* Technical Skills: Proficient in office automation tools and CRM solutions for commercial management.* Competencies: Highly organized, proactive, and analytical, with excellent communication skills and the ability to adapt to a constantly evolving sector. Must be results-oriented and comfortable working with objectives and projects.* Location & Travel: Based in Galicia or Asturias (Galicia preferred), with availability and willingness to travel, both domestically and internationally.In close collaboration with the different stakeholders of the organization, the KAM will ensure the overall consistency of the organizational strategy and advice on decision making as well as the continuous
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