Key Responsibilities and Qualifications
The KA needs to speak the same language as the technical and medical directors of large laboratories.
Menu and Platform Knowledge: In-depth understanding of analysis methodologies (Biochemistry, Hematology, Urinalysis, Immunology/Chemiluminescence) and ability to discuss technical equipment specifications.
Laboratory Workflow Vision: Ability to analyze the client's workflow to propose solutions that optimize Turnaround Time (TAT) and reduce reagent waste.
Ability to create comparative spreadsheets that show the actual cost of testing, including maintenance, calibration, and controls.
Funnel Management and Predictability: Proficiency in CRM tools to manage long sales cycles (which can last from 6 months to 2 years).
Market Intelligence: Monitor the movements of large groups (such as DASA, Fleury, and Alliança) and understand how mergers and acquisitions affect the customer portfolio.
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