Key Account Manager (KAM) - México

This position provides day-to-day Sales delivery to Agfa customers and the Agfa organization. The Key Account Manager acts as single point of contact to customers for Agfa 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 accounts entail also competitive and innovating/new products.

What You'll Do (Duties & Responsibilities):

• 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
• Negotiate with customers (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.
• 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.
• Proactively identify and develop new business opportunities, especially within the private sector
• Build, manage and maintain a healthy sales pipeline with clear visibility and forecasting accuracy.
• Assist the service manager during proposal & negotiation phase for SMA’s

Education:

• Degree: Biomedical Engineer, Business Administration, Marketing, International trade, etc.

Experience:

•  5 years in Medical devices sales  (preferred imaging equipment).

Specific skills:

• Value-based selling
• Consultative selling in complex environments
• Negotiation skills
• Customer relationship management
• Strategic thinking
• Strong stakeholder management
• Communication  & presentation skills
• Adaptability & resilience

Languages: Spanish and English 80%

IT- knowledge: Windows, CRM’s, Lotus Notes/Outlook.Excel /SAP /  Dynamics.