Sales Area Manager (SAM)

Werfen is a growing,
- owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors. Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7, 000 strong.

Overview

Job Summary

To lead and manage all the resources available in the organization to achieve the objectives set up in the assigned geographic area.

Responsibilities

Key Accountabilities

• Assure the Compliance with Ethical Code
• Responsible of achieving the guidelines set by the Management and the development and implementation of the strategy of the Company in his/her geographic area.
• Represents the Company in front of institutions, customers and staff of the area.
• Responsible of preparing, together with the Sales Director, the annual budgets and its compliance.
• Participate in Strategic 3 Year Plan, with open vision, going beyond the current situation of his/her geographic area.
• Obtaining the expected Operating Income of the assigned area, establishing the adequate systematic supervision using the management tools of the Company.
• To establish corrective measures in case of detecting deviations regarding the established goals.
• To supervise with the KAM, the selection, the objectives to achieve in his/her Area, aligned with the strategic lines of the Company, designing and developing the actions that will lead to its achievement.
• Responsible for the designs, the development and the execution of the commercial strategy for the group of customers included in his/her area of responsibility.
• To establish an appropriate atmosphere to reach the commitment of the team members in the marked goals.
• Maintain a high level of motivation of the team, encouraging the teamwork.
• Management of Recruitment Process
• He/She supervises the assignment of customers to the KAM and TCE in his/her area.
• With the help of BU, he/she controls the correct formation level of the different members of the team.
• He/She proposes the salary conditions of the members of his/her team.
• He/She approves the economic offers within the marked limits of profitability.
• He/She ensures the coordination of the different BU in the Area.
• He/She controls the service level offered by the different departments of the Company in his Area (Sales Network, Service and GBS), proposing the necessary corrective measures.

Networking/Key relationships

• With the Business Unit
• With the Technical Service
• With SI&S
• With Logistics
• With the Contracting Department

Qualifications

Minimum Knowledge & Experience required for the position:

• Experience in IVD Market/Medical Devices
• Minimum of 3–5 years of experience in sales team management.

Skills & Capabilities:

Skills&Capabilities:

LEADERSHIPANDTEAMMANAGEMENT

He/Sheshowspassionandoptimism, he/sheinspiresrespectandtrust;he/shemobilizesotherstofulfillthevision, he/sheprovidesvisionandinspirationtocolleaguesandcollaborators.

He/Sheworksinteam, intheindividualresponsibilities, he/sheexplainswithobjectivityand
He/Sheisopentotheopinionsofothers, he/shegivesandreceivefeedback;he/shehelpsbuildingapositiveteamspirit, he/shegivespreferencetothesuccessoftheteamabovehis/herowninterests;he/shesupportstheeffortsofeachonetobesuccessful.

He/sheincludesthestaffintheplanninganddecisionmaking, whichfacilitatesandimprovestheprocesses;he/sheassumestheresponsibilityfortheactivitiesofthepartners;he/sheprovidesfeedbackontheusualperformance;he/shedevelopstheskillsandencouragethegrowthoftheteam, requestsandappliescommentsfromcustomers(internalandexternal);he/sheencouragesqualityapproachinothers;he/shepromotestheimprovementofprocesses, productsandservices.

He/Sheassignsworktohis/herteammembers;accordingtotheresponsibilityoftheperson, he/shegivesthemauthoritytoworkindependently, he/shesetsexpectationsandsupervisethedelegatedactivities;he/sheprovidesrecognitionoftheresults.

COMMUNICATION

He/Shespeaksclearlyandhe/sheispersuasiveinsituationsthatarepositiveornegative;he/shelistensandgetclarifications;he/shedemonstratesgrouppresentationskills, he/sheparticipatesinthemeetings.

ETHICS

He/Shetreatspeoplewithrespect;he/shekeepscommitments;he/sheinspirestheconfidenceofothers;he/sheworkswithintegrityandethics, he/shedefendsthevaluesoftheorganization.

RELIABILITY

He/Shefollowsinstructions, respondtomanagementdirection, takeresponsibilityforhis/herownactionsandkeephis/hercommitments;he/sheperformsthetasksintimeornotifytheappropriatepersonwithanalternativeplan.

STRATEGICTHINKING

He/Shedevelopsstrategiestoachievethegoalsoftheorganization;he/sheunderstandstheorganization, itsstrengthsandweaknesses, analizingthemarketandthecompetition, he/sheidentifiesthethreatsandexternalopportunities;he/sheadaptsthestrategytothechangingconditions. He/Shegeneratessuggestionstoimprovework;he/shedevelopsinnovativeideasandapproaches.

INTERPERSONALSKILLS

He/Shefocusonconflictsresolution, he/shedoesnotblame:he/sheidentifiesandsolveproblemsinaconvenientway, usingreason, evenwhenitcomestoemotionalissues.

He/Shegatherandanalyzesinformationwithability;he/shedevelopsalternativesolutions.

He/Shemaintainsconfidentiality, he/sheknowshowtolistentootherswithoutinterruptingwhilealwaysbeingopentotheideasofothersandtodealwithnewthings.

PROJECTMANAGEMENT

CUSTOMERSERVICE

He/Shemanagesthedifficultoremotionalsituationsofcustomers;he/sherespondsquicklytothecustomer’sneeds;he/sheasksforfeedbackfromcustomerstoimproveservice, he/sherespondstotherequestsforserviceandsupport. He/Shecarriesoutandmakestocarryoutthecommitments.

Travelrequirements:

30%

Building
Talent

Planningandsupportingthedevelopmentofindividuals’knowledge, skills, andabilitiessothattheycanfulfillcurrentorfuturejobresponsibilitiesmoreeffectively.

Customer
Focus

Ensuringthattheinternalorexternalcustomer’sperspectiveisadrivingforcebehindstrategicpriorities, businessdecisions, organizationalprocesses, andindividualactivities;craftingandimplementingservicepracticesthatmeetcustomers’andownorganization’sneeds;promotingandoperationalizingcustomerserviceasavalue.

Decision
Making

Drivingfor
Results

Settinghighgoalsforpersonalandgroupaccomplishment;usingmeasurementmethodstomonitorprogresstowardgoals;tenaciouslyworkingtomeetorexceedgoalswhilederivingsatisfactionfromthatachievementandcontinuousimprovement.

Driving
Innovation

Creatinganenvironment(culture)thatinspirespeopletogeneratenovelsolutionswithmeasurablevalueforexistingandpotentialcustomers(internalorexternal);encouragingexperimentationwithnewwaystosolveworkproblemsandseizeopportunitiesthatresultinuniqueanddifferentiatedsolutions.

Essentials
Establishingandsustainingtrustingrelationshipsbyaccuratelyperceivingandinterpretingownandothers’emotionsandbehavior;leveraginginsightstoeffectivelymanageownresponsessothatone’sbehaviormatchesone’svaluesanddeliversintendedresults.

People
Manager
Accountabilities:

Effectivelycarriesouttheexpectationsof
Werfen
People
Managersasdefinedin
Werfen’s
Roleofthe
Managerprogram. Amongothersthisincludesmaintainingregular, atminimumonceamonth, andtransparentcommunicationwiththeteamthrougheffectiveuseofformalone-on-onemeetingswithdirectreportsandteammeets. Managingperformanceissuesandconflictproactively;usesjudgementinconsultingwithdepartmentleadershipand
Human
Resources. Responsibilityfortheteam´scomplianceintermsoftraining, andfulfilmentoftheirtasksaandobjectivesaswellasonboardingofnewemployeesanddevelopmentoftheexistingteam.

If you are interested in constantly learning and being challenged on a daily basis, we encourage you to submit your resume or CV.

Werfen appreciates and values diversity. We are an Equal Opportunity/Affirmative Action Employer M/F/D/V.