Area Account Manager

3 weeks ago

Scotland, United Kingdom Werfen Full time

Job Summary

We are seeking an 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.

About the Position

The successful candidate will have a strong understanding of the IVD market and customer dynamics, as well as excellent selling techniques and negotiation capabilities. You will be responsible for establishing and maintaining relationships with key customers, identifying new business opportunities, and providing effective applications and troubleshooting assistance to users.

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.
  • Ensure CRM Fiori information is correct 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.
  • 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.

Requirements

  • 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 and 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.

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