Summary
Overview
Work History
Education
Skills
Websites
Training
Timeline
BusinessAnalyst
Stephen Opoku

Stephen Opoku

Berlin

Summary

Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.

Overview

10
10
years of professional experience
3
3
years of post-secondary education
3
3
Languages

Work History

Senior Key Account Manager

Cepheid
7 2018 - 6 2023
  • As Senior Key Account Manager at Cepheid, I held responsibility for overseeing West African Market.
  • In this role, I successfully managed commercial and marketing activities, engaging Ministries of Health in various countries
  • I also played a pivotal role in managing Channel Partner business and personnel, ensuring smooth operations and strong partnerships
  • Working closely with Funding Agencies such as the Global Fund, PEPFAR/USAID, and others, I collaborated on initiatives related to TB, HIV, Hepatitis, and other diseases prevalent in the region
  • This involved leveraging my expertise to develop strategic partnerships and secure funding for important healthcare projects
  • Additionally, I actively engaged with Research Institutions in the region, fostering collaborations and driving innovation in the field of healthcare
  • By consistently delivering on the regional budget for West and Central Africa since 2018, I achieved an impressive 300% accumulated growth by the end of 2022
  • Through my efforts, I played a vital role in advancing healthcare outcomes in the region, improving access to diagnostics and treatments for critical diseases.
  • Played an instrumental role in winning new business through targeted prospecting and relationship building activities.
  • Implemented process improvements within the key accounts division, enhancing efficiency levels across the team.
  • Collaborated with internal teams to ensure timely and accurate delivery of products and services to clients.
  • Monitored industry trends to stay ahead of competitors, offering relevant solutions to customers'' needs.
  • Facilitated successful contract renewals by proactively addressing client concerns before they became obstacles, ensuring continued business partnerships.
  • Conducted regular account reviews to identify areas for improvement or potential risks, taking corrective action as needed.
  • Identified opportunities for upselling within existing accounts, resulting in increased revenue generation.
  • Increased client retention by developing and implementing customized account management strategies.
  • Streamlined internal workflows by collaborating closely with support teams such as marketing, sales operations and finance departments.
  • Established trust among clients by demonstrating extensive knowledge of industry trends and providing tailored recommendations based on their specific needs.
  • Provided exceptional customer service, resolving issues promptly and maintaining client satisfaction levels.
  • Negotiated contracts and pricing agreements, securing advantageous terms for both the company and the client.
  • Played a key role in company growth by identifying and pursuing opportunities for expansion into new markets and industries.
  • Coordinated cross-functional teams on client projects, ensuring seamless execution from inception to completion.
  • Delivered informative presentations on product offerings at conferences and trade shows, sparking interest among potential clients.
  • Balanced competing priorities while managing multiple accounts simultaneously, delivering consistently high-quality results.
  • Managed a diverse portfolio of key accounts, ensuring consistent revenue streams and business expansion opportunities.
  • Developed comprehensive account plans for strategic growth, aligning with overall company objectives.
  • Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
  • Improved account management by predicting potential competitive threats and outlining proactive solutions.
  • Analyzed sales and customer data to identify trends and opportunities for increased profitability.
  • Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans.
  • Negotiated and maintained cost-effective contract pricing structures with vendors to produce positive return on investment.
  • Analysed sales to manage life cycle of product, inventory models and selling rates.
  • Created sales forecasts to target daily, monthly and yearly objectives.
  • Built and maintained strong client relationships to drive business growth.
  • Trained teams to optimise service delivery in alignment with individual needs to boost customer satisfaction.
  • Developed and delivered presentations to key customers to position products and services.
  • Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
  • Negotiated prices, terms of sales and service agreements.
  • Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
  • Built relationships with customers and community to promote long term business growth.

Sales Manager

Becton Dickinson
10.2013 - 06.2018
  • As the Regional Manager for BD Diagnostic Systems in West and Central Africa, I held a key role in the TB Diagnostic Market
  • Working closely with TB control programs across all countries in the region, I collaborated on initiatives aimed at improving TB diagnostics and management
  • In addition to managing distribution channels, I oversaw after-sales service for BD Microbiology systems, ensuring prompt and effective support for our customers
  • With a strong focus on customer satisfaction, I successfully delivered on sales targets while maintaining key account relationships and overall profit and loss responsibility for the business in West and Central Africa
  • Training management was another crucial aspect of my role, where I took charge of training customers and providing continuous marketing education on our range of TB, blood culture, bacteria identification, and antimicrobial susceptibility products
  • By equipping customers with the necessary knowledge and skills, I played a vital role in promoting the effective utilization of our products and driving customer success
  • Through my efforts, I contributed to advancing TB diagnostics and improving patient outcomes in the region, while ensuring the growth and profitability of the business.
  • Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
  • Worked with key Partners in the region, which include: MOHs, Health Services Managers in all countries, Nigeria CDC, KNCV TB Foundation, USAID, IHVN, Institute Pasteur la Côte d'Ivoire, Institute Pasteur du Cameroun, Noguchi Memorial Institute for Medical Research, Ghana, Nigerian Institute of Medical Research (NIMR), NACA, MOH Liberia, NACP Liberia, NACP Ghana, TB Control Program Liberia, TB Control Program Ghana, FHI360 Liberia, FHI 360 Nigeria, US CDC representatives in Ghana, Nigeria, la Côte d'Ivoire, Liberia and others, MRC The Gambia, le DANTEC in Dakar, WHO representatives in the countries, Global Fund, PEPFAR and many other Hospitals and Healthcare facilities.
  • Overcame objections from potential clients by addressing concerns effectively and offering customized solutions based on their unique needs.
  • Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
  • Optimised territory management plans by analyzing data on customer demographics, preferences, and buying patterns.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Handled customer relations issues, enabling quick resolution, and client satisfaction
  • Established and cultivated solid business relationships with new or existing customers
  • Evaluated performance against goals and implemented appropriate development plans
  • Collaborated with marketing teams to create targeted promotional campaigns, driving customer engagement and sales growth
  • Optimized territory management plans by analyzing data on customer demographics, preferences, and buying patterns
  • Evaluated competitor offerings to maintain a competitive edge, adapting strategies as necessary for sustained success
  • Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities
  • Built relationships with customers and community to establish long-term business growth
  • Implemented systems and procedures to increase sales
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning
  • Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits
  • Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers
  • Drove sales by developing multi-million dollar contract sales

Sales and Applications Specialist

Becton Dickinson
03.2009 - 09.2013
  • As Sales and Applications Specialist at BD West African Ltd, I successfully managed the sales activities of BD Diagnostic systems across West and Central Africa
  • This encompassed coordinating system installations through our team of engineers and ensuring seamless implementation for our clients
  • In addition to sales, I took on the responsibility of training and providing comprehensive customer support to BD Diagnostic clients throughout the region
  • This involved conducting training sessions on various systems, including the BD Bactec systems for automated blood culture, BD Phoenix for automated identification and sensitivity testing of bacteria, BBL Crystal identification systems for bacteria, and BD Bactec MGIT for Mycobacteria tuberculosis culture and identification, among many others
  • By delivering exceptional training and support, I played a crucial role in enabling our clients to effectively utilize these advanced diagnostic systems, ultimately enhancing their capabilities in diagnosing and treating various diseases.
  • Facilitated international trainings including ACILT in partnership with NHLS South Africa, US CDC, ASM in Johannesburg delivering TB culture training to international participants.

Application specialist and Research assistant

BioQuest West Africa Ltd
02.2008 - 02.2009
  • As a Training and Seminar Presenter at our company, I played a crucial role in educating healthcare professionals on our diagnostic equipment and devices, including malaria RDTs, HIV RDTs, Syphilis RDTs, MTB RDTs, and Roche Diagnostics clinical analyzers
  • Through training sessions, I ensured that hospital and laboratory staff were proficient in operating and utilizing our equipment effectively
  • In addition to training, I conducted seminar presentations to provide in-depth knowledge on the principles and technology behind our test devices, such as malaria RDTs and Syphilis RDTs
  • By sharing this valuable information, I enhanced understanding and awareness among healthcare professionals
  • To ensure quality standards were maintained, I actively monitored and tracked how clients used our products
  • This involved regular follow-ups and providing support to address any issues or concerns that arose
  • I also actively participated in commercial activities, including exhibitions, seminars, and road-shows, to promote our products and contribute to the company's marketing efforts
  • Additionally, I took part in sales meetings and reported directly to the Business Development Manager, providing valuable insights and updates on training and customer feedback
  • Through my contributions, I played a vital role in driving customer satisfaction, promoting our products, and supporting the overall growth and success of the company.

Education

MSc. Data Analytics and Information Management Systems - MSc

Arden University
Germany
05.2022 - Current

Diploma -

Code Institute
Ireland
06.2023 - Current

MSc. Clinical Microbiology -

Kwame Nkrumah University of Science And Technology
Ghana
06.2004 - 2007.05

BSc. Biological Sciences -

Kwame Nkrumah University of Science And Technology
Ghana
06.1999 - 2003.05

Skills

Training

  • 07/27/2012, Teaching at the African Centre for Integrated Laboratory Training (ACILT)-Laboratory Training to detect and identify Mycobacterium tuberculosis, National Health Laboratory Service, Johannesburg, South Africa
  • 08/30/2013, Ethical fitness and business compliance, BD University
  • 04/29/2010, 04/30/2010, Pearl & Clark Negotiation course on Critical Skills for Profitable Negotiation
  • 05/24/2011, 05/26/2011, BD University certificate for a successful completion of Developing Trainer Skills, Poland/Warsaw
  • 12/01/2019, UK Anti-bribery law, The foreign corrupt practice act (FCPA)

Timeline

Diploma -

Code Institute
06.2023 - Current

MSc. Data Analytics and Information Management Systems - MSc

Arden University
05.2022 - Current

Sales Manager

Becton Dickinson
10.2013 - 06.2018

Sales and Applications Specialist

Becton Dickinson
03.2009 - 09.2013

Application specialist and Research assistant

BioQuest West Africa Ltd
02.2008 - 02.2009

MSc. Clinical Microbiology -

Kwame Nkrumah University of Science And Technology
06.2004 - 2007.05

BSc. Biological Sciences -

Kwame Nkrumah University of Science And Technology
06.1999 - 2003.05

Senior Key Account Manager

Cepheid
7 2018 - 6 2023

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Stephen Opoku