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Area Account Manager

2 months ago

Scotland, United Kingdom Werfen Full time
About the Position

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.

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.
  • 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 current.
  • Maintain CRM Fiori information to allow accurate market mapping, pipeline forecasting, and decision-making.
  • Identify and visit all decision-makers at each account, including supplies and management personnel.
  • Provide a rolling 12-month sales forecast at the beginning of each calendar month, with a detailed 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.
  • Seek 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 familiarity with our IMS and relevant policies and procedures.
  • Use the complaint system effectively, ensuring all relevant customer information is entered and complaints are closed to total customer satisfaction.
  • Be proactive in furthering our aims and objectives.
Measures of Performance
  • Your instrument sales targets are met in both product mix and volume terms.
  • Your P&E targets are met.
  • All customer records are up to date in CRM.
  • Market is mapped and kept up to date.
  • Up-to-date pipeline forecast available from CRM Fiori.
  • A call plan is in use and is being followed systematically.
  • A detailed itinerary for the coming week is available on Lotus Notes by 5:00 pm on each Friday.
  • A rolling 12-month sales forecast is maintained.
  • Demonstration instruments are maintained in good order.
  • A monthly forecast is provided by the 25th day of each month.
Networking/Key Relationships
  • Sales Coordinator.
  • Area Account Manager in other business units.
  • TS Acute Care.
  • Key Relationship.
  • Acute Care Sales Manager.
  • Acute Care Business Manager.
Minimum Knowledge & Experience Required

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 (their processes, value chain).
  • IVD market.
  • Competitor dynamics.
  • Company products, solutions, and services in terms of impact on the customer's value chain (Clinical, Economical, and Organisational). Familiarity with Health Economics.
  • Selling techniques.
  • Applicable norms to tendering processes.
Skills & Capabilities
  • 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.
Travel Requirements

75% of time.