Regional Sales and Strategic Support Manager – Transfusion (East Coast)

Introduction

Werfen is a growing, family-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.

Our success comes from a specific focus in these rapidly evolving diagnostic areas, our commitment to customers, and our dedication to innovation and quality. We’re passionate about providing healthcare professionals the most valuable and complete solutions to improve hospital efficiency and enhance patient care.

Overview

Job Summary

This position will report to the Transfusion Area Business Director (ABD) and assist the business area by providing technical and strategic expertise for the transfusion product line to Corporate Account Directors (CAD), Blood Bank Business Managers (BBBM), and Blood Bank Technical Specialists (BBTS). This position will work with strategic competitive customers to drive revenue growth in mid/high volume accounts and support the retention of key large current accounts as set forth by the Area Business Director (ABD). The activities of this position are directly tied to increasing new blood bank automation placements and P&E in accordance to the current company goals.

This position will provide on-going strategic directive and tactics specific to the Transfusion product line and may be assigned additional duties to support the Transfusion infrastructure as needed.

Responsibilities

Key Accountabilities:

• Identify key growth opportunities within assigned accounts to assist in the development and implementation of effective sales strategies.
• Develop relationships with key stakeholders within the account that are critical to the development and execution of the sales cycle which include but not limited to: Lab Director, Medical Director, VP of Laboratory Services, Blood Bank Supervisor, Supply Chain, etc.
• Manage sales cycle and implement Key Performance Indicators (KPIs) as needed for assigned strategic accounts to ensure that Werfen products and services meet customer needs and expectations, offering customer-based solutions that drive business growth.  These activities may include RFPs, demonstrations, site visits, road shows, education days, lunch and learns, side-by-side evaluations, customer VIPs, and trade show meetings. 
• Displacing competitive automation systems.
• Retaining key current customers.
• Expanding automation test menu of current customers.
• Increasing manual reagent utilization within current and competitive customers.
• As needed, coordinate with Blood Bank Business Managers (BBBM) to develop and execute local activities which include, but not limited to: sales calls, formal customer lectures, webinars, lunch and learns.
• Assist team, including but not limited to: ABD, CAD, BBBM, BBTS, Contract Administration, Customer Solutions, Finance, and Marketing Departments with the development of multi-year contract strategies within key accounts.
• Provide on-going support to the team to help effectively negotiate major account contracts that have positive impact on sales and margin objectives.
• Lead the negotiation of any Transfusion-only specific contract, both internally and externally and when appropriate present to the Strategic Contract Board (SCB).
• Responsible for providing technical and strategic expertise to field staff and key strategic accounts as agreed upon by Area Business Director (ABD) and field staff.
• Assist Area Business Director with providing accurate sales forecasting and business reports to Werfen leadership.
• Maintain knowledge of current industry trends, competitive information and technical proficiency.  Routinely provide industry and account updates & reports to the organization and relevant teams.
• Enhance Werfen’s image as an innovative leader by representing the Transfusion Business Unit at relevant meetings and tradeshows.
• In conjunction with Area Business Director (ABD), mentor new area Blood Bank Business Managers (BBBMs) through regular communication and field travel.
• Manage business area and serve as primary point of contact in absence of Area Business Director (ABD).
• Performs other duties as assigned.
• Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

Networking/Key