Area Account Manager
2 months 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.
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.
- Ensure CRM Fiori information is correct to allow accurate market mapping, pipeline forecast, and decision-making.
- Identify, visit, and sell to all decision-makers, including supplies and management personnel.
- 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.
- Provide effective applications and troubleshooting assistance to users, as appropriate, involving the Technical Specialists.
- 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 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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