Responsable Grands Comptes
Location
France
Posted
55 days ago
Salary
0
Seniority
Mid Level
No structured requirement data.
Job Description
Responsable Grands Comptes
Danaher Corporation
Leica Biosystems’ mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. We’re a global leader in cancer diagnostics with the most comprehensive portfolio from biopsy to diagnosis. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence. Our associates know that every moment matters when it comes to cancer diagnostics. When you come to work, you’re helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, global team of talented people, and be inspired to grow every day. Leica Biosystems is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges. Le Key Account Manager développe et entretient des relations commerciales avec les grands comptes existants et potentiels en France afin de développer les ventes grâce à une compréhension approfondie des besoins à court et à long terme des clients. Il planifie, pilote et met en œuvre des stratégies pour maximiser le volume des ventes et augmenter la part de marché pour tous les produits d'histologie, d’immunohistochimie et d'imagerie de la pathologie. Il soutient l'équipe de vente en fournissant une assistance administrative et organisationnelle. Il contribue à la génération d’opportunités, gère et maintient le funnel dans SFDC, facilite la communication et l’organisation de réunions internes et externes. Il suit les indicateurs clés de performance des ventes afin d'améliorer l'efficacité de l'équipe de vente. Responsabilités Principales Gestion des grands comptes - Développe la stratégie de vente et les relations commerciales pour gagner des parts de marché dans les Grands Comptes assignés. - Responsable des ventes, des commandes et des marges de Leica Biosystems dans les grands comptes qui lui sont attribués. - Identifie les attentes des clients en termes de performance produits, de délais de livraison, d'exigences de service et de besoins de formation, et transmet les informations pertinentes aux autres départements internes afin de proposer des solutions optimales - Gère les projets d'appels d'offres pour les comptes assignés - Identifie les opportunités potentielles et initie le niveau approprié d'activités de marketing à mettre en œuvre et les évalue régulièrement - Tient à jour en permanence les informations dans SFDC afin de fournir une base solide pour la planification des activités et d'assurer une visibilité complète du compte sur le marché. - Fournit à l’Account Manager et aux autres équipes internes des informations sur l'évolution des parts de marché, les activités des concurrents, les tendances et les développements du marché. Gestion des ventes et du funnel - En collaboration avec le responsable des ventes, pilote précisément le funnel afin de développer l'activité sur toutes les gammes de produits LBS et met en place des actions correctrices si nécessaire. - Fournir des prévisions précises pour les commandes et les ventes. - Gère les devis et les propositions de vente jusqu'à ce qu'ils soient clôturés avec succès. - Utilise les outils de vente stratégiques « Bluesheets » - Analyse les besoins des clients et fournit des solutions permettant de résoudre leurs problèmes - Réalise des prévisions de vente fiables grâce à une gestion efficace du funnel de vente et à l'application des outils DBS - Vend des services d'installation et/ou effectue l'installation des produits et la formation pratique des clients. Coordonne la résolution des problèmes par le service technique, afin d'assurer la pleine satisfaction de ses clients - Gère les KOL, comprend leurs besoins et promeut l'ensemble du portefeuille de produits de Leica Biosystems. - Utilise les retours d'information des clients dans un objectif d’amélioration continue - Est responsable de la gestion des contrats commerciaux avec les KA assignés et s'assure de leur respect - Initie et coordonne les démonstrations et les présentations d'instruments et de systèmes aux clients, selon leurs besoins. - Fournit des informations sur les parts de marché, les activités des concurrents, les tendances et l'évolution du marché. - Participe à des congrès, à des réunions avec les clients et à d'autres événements pour soutenir les marques et les produits Leica. Profil recherché : - Expérience de la gestion de comptes. - Capacité à résoudre des problèmes complexes et à adopter une nouvelle perspective en utilisant des solutions existantes ou nouvelles. - Fortes capacités d'influence et d’agir en tant que ressource pour l’équipe de vente et de faire preuve d'une grande capacité à travailler en équipe. - Expérience de la vente dans le domaine médical/scientifique et compétences en négociation et relation commerciale - Compétences de vente éprouvées dans un environnement de vente complexe. Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. For more information, visit www.danaher.com.
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