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Industry Key Account Manager

Werfen -
Barcelona, Barcelona provincia

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Detalles del empleo

Jornada completa

Cualificaciones

CRM software
SAP CRM
Ventas
SAP
Salesforce
Inglés
Microsoft Office
Máster
Project management
Grado
Farmacia
Gestión de cuentas
Negociación

Descripción completa del empleo

Job Information

Number

WEBWW-2026-000034

Job function

Sales

Job type

Full-time

Location

Barcelona

Country

Spain

About the Position

Introduction

Werfen is a growing, family-owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors. Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7,000 strong.

Overview

Job Summary

The Industry Key Account Manager is responsible for managing and expanding key accounts within the industry segment, covering IVD and Life Science products. This role is pivotal in driving growth in sectors beyond healthcare institutions, targeting biopharma, biotechnology, food, and veterinary. This position combines business development and key account management responsibilities, with a strong focus on building and expanding the Industry segment as a strategic growth pillar for the company.

The role acts as a sector specialist (overlay role), working in close collaboration with Area Managers to identify, develop, and close industry opportunities across regions.

The ideal candidate will be skilled in understanding the diverse needs of these industries and building long term partnerships.

Responsibilities

Key Accountability

Analyze market trends in biopharma, biotech, food, and related sectors, establishing and adapting strategies to meet client needs and capitalize on emerging market opportunities.
Define and execute a go-to-market strategy for the Industry segment in alignment with the Sales Director.
Identify and develop new business opportunities within the industrial segment, building a robust and sustainable pipeline.
Drive expansion into new sectors, establishing the company as a key partner in Industry markets
Build relationships with key decision-makers and influencers across target industries.
Manage and grow a portfolio of key industry accounts, including pharmaceutical, biotechnology, food, and veterinary organizations.
Create and implement strategic account plans to exceed sales goals, with a focus on long-term, sustainable partnerships.
Serve as the main point of contact for corporate clients, providing expert guidance and ensuring client satisfaction with IVD and Life Science solutions.
Conduct regular business reviews with clients to assess performance, identify new growth opportunities, and reinforce the value provided by our products and services.
Manage commercial opportunities leveraging Value Selling methodology and, in complex negotiations, Strategic Selling methodologies.
Define structured sales projects and action plans, coordinating cross-functional teams (Sales, Marketing, Service, Finance, etc.) to ensure successful execution.
Lead the negotiation of pricing, terms, and service agreements to maximize profitability while ensuring customer satisfaction.
Work closely with internal teams (e.g., SAMs, Sales Application Specialist, Marketing, and Technical Support) to deliver customized solutions for industry clients.
Coordinate with Area Managers to ensure alignment between regional priorities and Industry segment development.
Ensure a smooth transition from sales to post-sales support by coordinating with internal teams and addressing any customer concerns or follow-up needs.
Develop a deep understanding of the IVD and Life Science portfolios, offering technical solutions tailored to industry-specific challenges.
Ensure understanding and compliance with relevant regulatory and quality standards (e.g., Pharmacopeia, GMP environments where applicable).
Monitor and drive performance through defined KPIs, including revenue growth, pipeline generation, new business development, and account penetration.
Anticipate potential challenges in client relationships and market trends, proactively addressing risks to maintain strong and stable partnerships.

Networking/Key relationships

Internal: Sales, Service, Marketing, Finance, QA/RA, Tender & Offer, Contracts departments, Legal & Compliance.
External: Customers, Key Opinion Leaders, IVD, Biopharma, and Biotech Associations.

Qualifications

Minimum Knowledge & Experience required for the position.

Education:

Bachelor´s Degree in Life Sciences, Pharmacy, Biotechnology, Business, or related field. Advance degrees (MBA, MSc) are advantageous.

Experience:
At least 5 years of sales experience in key account management within IVD, Life Science or related industries, with a proven focus on biopharma, biotech or food sectors.
Strong sales track record, especially in managing accounts outside of traditional healthcare
Deep understanding of the Life Sciences and IVD market, including product applications in biopharma, biotech, and food industries.
Additional skills/Knowledge:

SAP (Business Transactions)

CRM tool

English B1/B2 level

Office 365

Salesforce

Additional skills/Knowledge:

SAP (Business Transactions)

CRM tool

English B1/B2 level

Office 365

Salesforce

Skills & Capabilities

Excellent communication, negotiation, and relationship management skills
Ability to work independently in a fast-paced, dynamic environment.
Customer orientation
Business Acumen
Leadership, reliability, and ability to influence others.
Ability to manage commercial tools such as CRM and complex sales management methodologies
Skills in the use of Value Selling and Strategic Selling methodologies
Excellent organizational and project management skills
Aptitude for continuous updating in a technical and clinical environment
Proactivity
Listening and analytical skills
Ability to motivate his proposals and influence at all organizational levels
Transparency and ethics in behavior
Determination in pursuing business objectives

Travel requirements

Up to 50% of working time.

Individual Contributor Core Competencies:

Managing Work

Effectively managing one’s time and resources to ensure that work is completed efficiently.

Emotional Intelligence Essentials

Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; leveraging insights to effectively manage own responses so that one’s behavior matches one’s values and delivers intended results.

Building Partnerships

Developing and leveraging relationships within and across work groups, including cross functional groups, to achieve results.

Decision Making

Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.

Continuous Improvement

Originating action to improve existing conditions and processes; identifying improvement opportunities, generating ideas and implementing solutions.

Continuous Learning

Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.

If you are interested in constantly learning and being challenged on a daily basis, we encourage you to submit your resume or CV.

Werfen appreciates and values diversity. We are an Equal Opportunity/Affirmative Action Employer M/F/D/V.

www.werfen.com

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