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KAM Indirect Channel

Date: Jul 11, 2019

Location: Buenos Aires, AR

Company: Agfa-Gevaert NV


This Key Account Manager position provides day-to-day Sales delivery to Agfa Healthcare customers and the Agfa organization. The Key Account Manager acts as single point of contact to customers (Dealers) for Agfa Healthcare products & services and is responsible for identifying opportunities, creating an account strategy, coordinating and controlling the sales process, managing customer expectations and negotiating contracts. Cultivating relationships (making, creating and establishing) is essential.

Accounts are a combination of products & solutions of high technical complexity.

The KAMs entails also competitive and innovating/new products.


Gain Imaging sales through our internal sales teams and dealers, in accordance with regional and worldwide business plans

Independently prepares sales presentation, contracts and proposals


This Key Account Manager will be responsible for:


  • Create and execute a strategic account plan
  • Act as single point of contact to assigned customer base for Agfa products & services
  • Accompany prospective customers from first contact to closing of contract
  • Qualification of accounts
  • Manage customer relationship
  • Manage customer expectations during proposal & negotiation phase
  • Look for New Dealers in order to develop de Indirect Business
  • Negotiate with customers, mainly dealers (new sales, upgrades, service contracts)
  • Explain and demonstrate the sold products/solutions and think strategically with the customer (requires in depth knowledge of product line and its applications)
  • Coordinate and control sales processes
  • Being Sales contact in hand-over from sales to Services
  • Assist the service manager during proposal & negotiation phase for SMA’s
  • Accountability to establish and build strong client relationships over time that allow for continuity.
  • Accountability for ongoing representation of sales, support and service delivery programs
  • Accountability for profitable offer calculation, submission and contract management
  • Accountability for over dues
  • Accountability to provide a complete and meaningful hand-over to Services and R&D, according to Agfa HE best practice procedures
  • Participates with other sales management in developing sales strategies for national accounts, including identification of target accounts and opportunities
  • Monitors competitive activity in accounts and formulates appropriate response strategies.



To be successful in this position, you will need:


  • Degree: Business Administration, Marketing, Industrial Engineer, Bio Engineer, etc.
  • Strong experience in Medical Equipment Sales (Preferred focused in Medical Technology Sales).
  • Strong experience in managing dealers, re sellers, etc.
  • Languages: Spanish and Advance English


  • IT-knowledge: Windows, Sales funnel, Quotation tools, Lotus


  • Negotiations, Strategies, Teamwork, Leadership, Proactive, Excellent relationship, Strong business sense. 
  • Professional attitude and the ability to interact at all levels of a company. Have an objective approach towards complex problems.

Job Segment: Medical, Medical Technology, Sales Support, Industrial Engineer, Contract Manager, Healthcare, Sales, Engineering, Legal

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