Key Account Manager – Acute Care Diagnostics

About the role

Werfen is looking for a Key Account Manager to lead Acute Care Diagnostics sales in the western part of Czechia (Bohemia). The role focuses on building and maintaining relationships with hospitals and clinical laboratories, developing sales strategies, and supporting tender processes to grow the business.

Key responsibilities

• Identify and qualify leads, build a sustainable sales pipeline, and acquire new profitable business to exceed sales targets.
• Analyze market opportunities, segment the market, and allocate resources based on potential, reference sites, and profitability.
• Spend at least 50% of time visiting strategic accounts and prospects, providing consultative sales support.
• Develop and execute Value and Strategic Selling strategies using the Value Prompter tool.
• Customize product solutions to address customer business issues and promote health‑economics and commercial tools.
• Coordinate tender activities, prepare technical specifications and documentation for key opportunities.
• Initiate profitability analysis in the CRM during tender processes and participate in pricing approvals.
• Maintain and update all commercial opportunities in the CRM system.
• Collaborate with the Marketing team on go‑to‑market strategies and marketing initiatives.

Required profile

• Proven experience in key account management or sales within acute care diagnostics or related medical fields.
• Ability to develop and implement sales strategies and value‑based selling approaches.
• Strong consultative selling mindset with a willingness to travel frequently to client sites.
• Experience managing tender processes and conducting profitability analyses.
• Effective collaboration with cross‑functional teams, including marketing and product specialists.

Required skills

• CRM (customer relationship management) proficiency