Senior Key Account Manager at Cepheid

• Consolidate and grow existing business and design & implement winning strategies that ensure customer satisfaction, maximize sales and business opportunities leveraging the capabilities of the different distributors in the region
• Support and drive business in countries with no local partner
• Play a coaching /mentoring / supporting role with regional distributors in driving the GeneXpert business (both commercial and HBDC). Provide supervision and guidance through field visits, observation & measurement of results.
• Play an active role in developing the private sector market as well as specific projects/rollout out specific initiatives in the region
• Provide accurate regional forecasts, sales reports, market updates, price lists etc.
• Create & implement effective business development strategies around the polyvalence of the GeneXpert platform
• Provide leadership through effective communication of vision, active coaching & development while comparing sales results to goals & taking appropriate action to correct when necessary.
• Define quarterly & annual sales forecasts as well as KPI’s for each country.
• Maintain competitive knowledge to create & adjust sales and marketing strategies where appropriate.
• Assist with in-country events including attending seminars, clinical meetings & conferences, KOL’s meetings & Xpert clubs as appropriate to drive demand generation.
• Identify new channel partners as and when appropriate and ensure that CPTK process for qualification of partners is rigorously adhered to.
• Develop key relationships with KOL’s and NGO’s in each of the countries within the Southern Africa region and identify influential and strategically meaningful reference sites
• Participate in major Congresses – Union & AIDS meetings at which key partners will attend
• Train our partners on Danaher compliance policies and closely monitor successful enforcement of policies on the ground

Accountabilities

• Responsible for the performance of sales, marketing and service throughout Southern Africa
• First point of contact for the regional distributors
• Assist in providing distributor trainings and for conducting business review meetings on a monthly basis with our channel partners
• Assist in the completion of relevant tenders in the region
• Check contract compliance for regional distributors and initiate contract renewals and terminations as necessary
• Communicate in conjunction with the marketing team Cepheid information with distributors (timelines of new products, brochures, other collaterals etc).
• Ensure maintenance of a contact database of distributors employees, customers, and KOLs
• Ensure Channel partners work closely with NGOs and maintain good relationships (MSF,CDC,CHAI etc)
• Drive studies, registrations and evaluations as necessary (demo placements, sample requests, trainings, etc.)
• In conjunction with marketing launch new campaigns for distributors and determine effectiveness
• Ensure SAC distributors customers receive quotes in an accurate and timely manner
• Ensure strict compliance to Danaher & Cepheid Codes of Conduct for all our channel partners

This role will involve frequent travel for business and as such you must be able to travel accordingly.

Required skills:

We are looking for candidates with the following skills and experience:

• Proven record of success working in healthcare industry across multiple African Countries
• + 5 years diagnostics experience
• Strong track record of sales success, specifically in selling premium products
• Exceptional negotiation skills
• Proven record in meeting targets and deadlines
• Strategy development, project management, problem solving & change management skills
• Demonstrated ability to professionally develop & coach team members
• Excellent communication (verbal and written) and presentation skills
• Strong financial and business acumen
• Team player with proven ability to work cross functionally
• Existing network with high-level Healthcare decision makers is a plus
• Willing to travel locally and internationally up to 40% of the time
• Fluent in French, English is highly desirable