The Key Account Manager (KAM) is responsible for the development, follow-up and retention of the company's important customers for all products/services sold. The ideal candidate can be based in Italy or in Spain. This position requires at least 50 % time travel.

He/she builds a relationship of trust with the decision-makers of the key accounts that he/she seeks to retain.

A KAM works in project mode and maintains a privileged relationship with his/her client :

Analyzes the client's needs in collaboration with the Clinical Application Support (CAS) and proposes appropriate solutions
Manage deployment of the commercial policy in his/her territory toward his/her client (manufacturers, hospitals, Inr’ and stakeholders in the sales process)
Participates in the definition of the company's commercial policy on behalf of the client for whom he/she is responsible : draws up a business plan, responds to calls for tender, draws up specifications, manages the relationship between the client and the company during the negotiation and after the signing of the contract and ensures after-sales follow up.
Coordinates the internal services needed for his/her contracts Training & Education, Comex, marketing, CAS.)
Controls the invoicing (legal and contractual elements) and the after-sales steps to secure product adoption with support from CAS
Establishes sales objectives for his/her territory and monitors their achievement
Popularize technical concepts in simple messages for the customer

Develop customer portfolio

The first mission of the Key Account Manager is to make the company's largest customers grow.

The KAM will :

Analyze customer needs, understand specifications.
Respond to calls for tender, direct sales, write commercial proposals.
Conduct commercial negotiations and defend the contractual conditions.
Participate in the definition of the company's commercial policy on behalf of the client (development of the business plan with a long-term vision).

Monitor ongoing contracts

Ensure the deployment of solutions at the customer's site:

Monitor results and establish sales objectives.
Negotiate contract terms/new models during customer meetings.
Provide support with close collaboration with the CAS, answer customer questions and change requests.
Build trust with major and historical customers of the company by building a relationship of trust.

Identify new customers

The KAM may also be required to open new accounts, analyze market developments to detect new opportunities.

Prospect and follow up on potential clients contacted.
Study the stakes of opportunities.
Define the most effective sales approach to be taken
Establish medium- and long-term sales objectives and follow up their achievement.

Manage the administration

Establish daily, monthly and/or annual activity reports.
Control invoicing and all services required to complete a sale from A to Z.