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Sr. Key Account Manager

hace 2 semanas

Madrid, Madrid, España Guerbet A tiempo completo

​

Sr. Key Account Manager

WHAT WE ARE LOOKING FOR

The Senior Key Account Manager serves as the strategic lead and primary point of contact for high-value existing and potential accounts. This role is pivotal in driving growth through the execution of complex, solution-oriented sales strategies across the full Diagnostic Imaging portfolio, including contrast media, injectors, and disposables. The Senior KAM is responsible for identifying and capitalizing on "Interconnected Solutions" opportunities through deep market insight and collaboration with national and regional procurement bodies, hospitals, and private healthcare providers

YOUR ROLE

  • Strategic Account Leadership: Lead the development and execution of long-term strategic plans for key accounts, ensuring alignment with business objectives and customer needs.
  • Market Mapping & Segmentation: Identify, segment, and map key accounts and stakeholders across public and private sectors, with a focus on strategic influence and decision-making power.
  • Opportunity Development & Pipeline Management: Build and manage a robust pipeline of opportunities by leveraging cross-functional collaboration and market intelligence.
  • Budget Ownership & Forecasting: Develop, manage, and deliver accurate budgets and forecasts for each account and territory, ensuring profitability and sustainable growth.
  • Executive Stakeholder Engagement: Establish and maintain strong relationships with senior decision-makers, influencers, and procurement leaders to drive account penetration and retention.
  • Commercial Strategy & Deal Execution: Design and negotiate complex commercial deals, ensuring value creation for both the company and the customer.
  • Portfolio Maximization: Drive adoption and access to Guerbet's full Diagnostic Imaging portfolio, integrating product solutions to meet clinical and operational needs.

Strategic Account Identification, Segmentation & Mapping

  • Lead the strategic identification and segmentation of key accounts across the territory, including emerging opportunities in both public and private sectors.
  • Define and maintain a dynamic matrix of key stakeholders and decision-makers, including clinical, financial, and procurement influencers.
  • Anticipate market shifts and proactively adjust account targeting strategies.

Development & Execution of Strategic Account Plans

  • Own the creation and implementation of comprehensive Key Account Plans, aligned with national and regional business objectives.
  • Collaborate closely with Sales Management and cross-functional teams to accelerate execution of strategic opportunities.
  • Contribute to internal account management tools, dashboards, and leadership reviews with actionable insights and recommendations.

Budgeting, Forecasting & Performance Delivery

  • Lead territory-level budgeting and forecasting processes, ensuring
  • Lead alignment with commercial goals and market dynamics.
  • Deliver quarterly and annual sales targets through strategic planning and tactical execution.
  • Monitor performance metrics and adjust plans to optimize outcomes.

Executive Stakeholder Engagement & Relationship Management

  • Serve as the senior point of contact for key accounts, orchestrating internal resources to deliver seamless account support.
  • Build and maintain trusted relationships with senior stakeholders including Commissioners, Clinicians, Department Heads, Finance Directors, Hospital Executives, GPOs, and Payers.
  • Represent Guerbet at high-level industry events, scientific conferences, and strategic forums to reinforce brand presence and thought leadership.

Commercial Strategy & Deal Execution

  • Lead the negotiation and execution of complex commercial agreements, ensuring alignment with Guerbet's strategic positioning and customer value.
  • Promote the full Diagnostic Imaging portfolio through tailored "Interconnected Solutions" that address clinical and operational needs.
  • Implement and propose innovative pricing strategies, long-term contractual frameworks, and value-based offerings.

Portfolio Access & Market Development

  • Influence commissioning trends, clinical guidance, and care pathways to maximize portfolio access.
  • Develop and deliver strategic tools for commissioners and payers, including service redesign, data analytics, and joint initiatives.
  • Share market intelligence and regional trends with internal stakeholders to inform strategy and execution.

Tender Identification & Escalation

  • Proactively identify tender opportunities and coordinate with the Sales Operations team to ensure timely and competitive responses.

Issue Resolution & Escalation

  • Resolve account-level issues directly or escalate to appropriate internal teams (e.g., Customer Service) to ensure customer satisfaction and retention.

Cross-Functional Leadership & Team Collaboration

  • Partner with the Sales Manager to lead national and regional initiatives, contributing to strategic projects and innovation.
  • Act as a mentor and thought leader within the sales team, sharing best practices, market insights, and reinforcing Key Account Management excellence.

YOUR BACKGROUND

Education:

  • Preferably, Life Sciences-related (medical, scientific, pharmacy) degree
  • Additional, Business Administration degree a strong plus

Experience:

  • Minimum (5) years successful Field Sales Experience in the Pharmaceutical/Health Care industry; prior Key Account Management experience a strong plus
  • Thorough understanding of national / local health care systems
  • Proven negotiation experience in a multi stakeholder environment

Preferred Skills/Qualifications:

  • Proficiency in Spanish is required; good level of English is desired
  • Good working knowledge of Outlook, Word, Excel and PowerPoint
  • Valid driving license
  • Negotiation skills

Behavioral Competencies:

Engaged:

  • Highly committed to customers' satisfaction and long-term relationship development
  • Aware of Guerbet's strategy & culture and able to enthuse customers about its products and solutions

Competitive:

  • Entrepreneurial, proactive & independent – takes full responsibility for running & growing the business in own territory

Collaborative:

  • Strong team player with high standards of integrity
  • Able to flourish in a rapidly changing, demanding & highly matrixed business environment

High performing:

  • Strategic, clear thinker with strong commercial acumen and robust logic / analytical capabilities
  • Result-focused, able to set priorities and manage projects / initiatives in a timely fashion.

Guerbet is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant based on race, color, religion, national origin, sex, age, disability, veteran or military status, genetic information, pregnancy or any other legally recognized protected basis under federal, state, or local law. The information collected by this application is solely to determine suitability for employment, verify identity, and maintain employment statistics on applicants.    

Applicants may be entitled to reasonable accommodation due to disability, pregnancy or related medical condition, or a sincerely held religious belief. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing an undue hardship on Guerbet. Please inform the company's personnel representative if you need assistance completing this application or to otherwise participate in the application process.    

Guerbet will not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.