Area Account Manager
1 month ago
We are seeking a highly skilled and experienced Area Account Manager to join our Acute Care team. As a key member of our sales team, you will be responsible for maximizing and maintaining sales of our Acute Care systems and reagents by providing highly professional product sales and support activity.
Key Responsibilities- Run your sales area as your business to maximize profitable sales of systems, reagents, and consumables.
- Maintain a current and in-depth knowledge of all products in the range.
- Establish a customer call frequency appropriate to the level and state of business at each account.
- Carry out sales visits, presentations, and demonstrations of Acute Care products and software packages to the highest level of professionalism.
- Use Acute Care sales tools, including GEMweb Plus demo tool, iQM demo tool, and Werfen Touch.
- Ensure that Werfen reagents are used to their maximum potential by each account.
- Ensure that new accounts place a standing order as soon as possible and that Werfen products are used to the maximum extent.
- Enter all new accounts into CRM Fiori, including customer name, department, contact details, VOB, and contract renewal date.
- In conjunction with the Technical Specialist, ensure that new systems are installed efficiently and brought into routine use as quickly as possible.
- With the aid of the Technical Support Team, ensure satisfactory training programs are delivered for total customer satisfaction.
- Maintain accurate and up-to-date prospect lists, ensuring that this information is kept up to date.
- Maintain CRM Fiori information to allow accurate market mapping, pipeline forecast, and decision maker identification.
- Provide a rolling 12-month sales forecast at the beginning of each calendar month, with an in-depth review of each account.
- Liaise with the Acute Care Sales Manager in the completion of tenders.
- Liaise frequently with other Business Groups Area Account Managers to ensure a smooth and free flow of information horizontally.
- Provide effective applications and troubleshooting assistance to users, involving the Technical Specialists as necessary.
- Liaise regularly with local Field Service Engineers to ensure a free flow of market information.
- Visit lost sales, obtain debrief information, and maintain contact for future business.
- Be aware of and report on competitive activities and strategies.
- Maintain a current and in-depth knowledge of competitive products.
- See the views of users and non-users on our products and their future product wishes.
- Provide the Acute Care Sales Manager with a monthly report covering your activities, relevant comments, and objectives for the next month.
- Ensure the Acute Care Sales Manager is advised immediately of any problems that might prevent the achievement of your objectives.
- Ensure that you are familiar with our IMS and relevant policies and procedures.
- Use the complaint system effectively, with the Technical Specialists ensuring all relevant customer information is entered.
- With the aid of the Technical Specialists, ensure complaints are closed to total customer satisfaction.
- BSc in Science or Business or related field.
- Proficient business or related experience.
- Proficient computer skills, including Word, Excel, PowerPoint, SAP, and other corporate tools.
- Customer dynamics, including their processes and value chain.
- IVD market knowledge.
- Competitor dynamics.
- Company products, solutions, and services in terms of impact on the customer's value chain.
- Familiarity with Health Economics.
- Selling techniques.
- Applicable norms to tendering processes.
- Team working.
- Delivers results.
- Customer focus.
- Relationship management.
- Negotiation capabilities.
- Flexibility and adaptability to a fast-changing environment.
- Seizes accountability.
- Solid business and financial acumen.
75% of time.
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