Strategic Key Account Manager

1 month ago

Pretoria, Gauteng, South Africa Cepheid Full time
About the Role

Cepheid is seeking a highly motivated and experienced Strategic Key Account Manager to join our team in South Africa. As a key member of our sales team, you will be responsible for driving sales growth and expansion in the public sector, hospital, and clinic markets.

Key Responsibilities
  • Develop and execute a sales strategy to achieve and exceed sales targets in the public sector, hospital, and clinic markets.
  • Build and maintain strong relationships with key stakeholders, including clinicians, laboratory professionals, and policymakers.
  • Collaborate with cross-functional teams to drive product acceptance and adoption.
  • Apply CRM and funnel management tools to continually improve sales processes and territory management.
  • Participate in key meetings with NHLS leadership, NGO funders, and Department of Health to position Cepheid products for utilization across targeted disease categories.
  • Develop and implement sales strategies and positioning for assigned key accounts, ensuring competitive positioning and participation in respective tenders.
  • Develop mid- and long-term growth strategies for the public sector, reviewing historical trends, analyzing existing business environments, identifying growth opportunities, and preparing implementation strategies annually.
  • Initiate and implement marketing messaging and activities in conjunction with Marketing, providing inputs, designing activities, and implementing as required.
  • Proactively respond to market changes, maintaining competitive knowledge to create and adjust sales and marketing strategies where appropriate.
  • Collaborate with Global Access Teams to position Cepheid as a key partner in public health, influencing key policies and implementation of global guidelines.
  • Manage effective brand awareness by reviewing customer requirements, identifying opportunities, sourcing appropriate materials, and placing with customers as required.
  • Work with Customer Care teams to ensure availability of installed base and achievement of service KPIs for key accounts.
  • Provide customer service excellence by identifying and tracking key responsible contacts, providing ongoing liaison with customers, and responding to customers within the local legal and regulatory framework as required.
  • Liaise with Cepheid support functions and coordinate actions effectively to continuously improve the level of customer service excellence Cepheid provides.
  • Report any customer complaints, identifying additional information as relevant, and forwarding to the appropriate platform for resolution as required.
  • Negotiate conference and advertising participation, identifying additional opportunities, finalizing the agreement cost and participation level for Cepheid as required.
  • Learn and leverage DBS toolkit, mindset, and culture to continuously drive growth.
Requirements
  • Bachelor's degree with 5+ years of experience or Master's degree with 3+ years of experience.
  • Medical background an advantage.
  • Sales Key Account Management experience in the diagnostics or device industries would be an advantage.
  • Experience in healthcare, existing relationship with NHLS, and relevant postgraduate qualification would be an advantage.
  • Ability to work in a team and highly matrix environment and organization to drive results.
  • Enthusiasm, strong interpersonal and motivational skills; scalable to future assignments.
  • Ability to work collaboratively across the organization, including sales, service, technical support, marketing, and business management functions.
  • Excellent communication skills, including verbal and written and presentation skills required, along with a strong financial and business acumen, flexibility, and good judgment.
  • Preferably has some exposure working with sales tools and CRM.

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