Account Manager Acute Care

JOB DESCRIPTION: Account Manager Acute Care Diagnostics

Department: Sales

Country: The Netherlands

Job Summary

To develop sales in the territory by promoting all products, services and solutions available in the Acute Care Diagnostics portfolio. 
This position requires developing strong relationships with customers and good communication with all areas while simultaneously following the marketing actions provided by Marketing & Product Manager/Specialist for the Acute Care Diagnostics portfolio. 
Contributes to the attainment of individual, area and company goals and objectives, including the maximization of customer satisfaction and the profitability for the company. 
Serves as a resource within his/her assigned territory, area and nationally.

Key Accountabilities

• Responsible for  sales  in the  territory.  Initiates and  develops  relationships with customers, both existing and potential, with focus on new sales opportunities.

• Prepares visits to customers and coordinates with other colleagues if any support needed

• Recognizes challenges, opportunities and needs in the field and takes the initiative to develop supporting pieces to address them accordingly. Prepares an annual/pluriannual territory business plan with consideration of corporate and area objectives.

• Will achieve sales objectives as discussed with management, both on annual and pluriannual terms.

• Gives     presentations     to    customers.     Prepares     and    delivers     effective product/solutions/sales presentations (in collaboration with other relevant members of the organization when needed)

• Strives  to  maintain  and improve  the  satisfaction of  existing  customers, while maximizing the profitability for the company.

• Leads the closing of key accounts in his/her area of responsibility.

• Has the capability to Value the company's product/solutions in terms of impact on the customer's value chain (Clinical, Economical, Organizational). Is familiar with Health Economics.

• The Account Manager applies the Value Selling® methodology for the management of his opportunities. He/She is responsible for the definition and dynamic management of eValuePrompters® that must be implement in CRM Fiori. These eValuePrompters® must be shared with the line manager who will help their development through coaching actions.

• The Account Manager applies the Strategic Selling® methodology when applicable for the management of complex deals. In this case, he/she is responsible for the definition and dynamic management of BlueSheets® or eBlueSheets®. He/she plans regular review meetings of these BlueSheets® in a coaching mode. He/she is responsible for updating them and carrying out the action plans that are defined.

• Carries out ZGP economic studies in compliance with commercial policies. Defines commercial proposals exclusively based on approved ZGP and transmits them to customers. Will lead the preparation of accurate and effective quotations in accordance with policies and procedures

• The Account Manager must update continuously his/her customer database in the

Fiori CRM tool and accurately load his activities:

• Customer mapping updates
• Competitors installed base updates with the contract end dates and estimated values
• Retention,  development, and  conversion  opportunities updates  with  the contract end dates and values
• Activities including visits
• Customer contacts

• Is able to segment the market and actively maps the market to have a detailed understanding of the opportunities, according to Corporate procedures and tools.

• Provides regular information related to open and future possibilities (those to be closed within 12 months). Continuously updates the status of ongoing leads in the company Database.

• Aware of new tenders to be published in the next month.

• Will prepare accurate forecasts and other sales reports as required

• Stimulates the promotion of events (scientific and others) to reinforce the image and the branding of the company

• Will achieve and maintain a high level of competency in knowledge of and positioning of the Acute Care Diagnostics Division portfolio products, solutions and services. Strives to achieve similar competency regarding competitive systems to better position ourselves against competitors

• Is responsible for complying with all appropriate ISO mandated policies, procedures, work instructions and other duties and responsibilities as assigned by Supervisor.

• Supports and assists his/her Supervisor in area-wide programs or projects, area sales meetings, and area training sessions.

• Ensures compliance with the Werfen Code of Ethics

• Ensures compliance with the MedTech Europe Code of Ethical Business Practice

Networking/Key relationships

Maintains a great network of valuable customers. Identifies who are the decision makers and which criteria they will use. Has a special focus on end users.

Builds strong internal relationships within the Acute Care Diagnostics Division and with other divisions of Werfen Benelux. Maintains regular communications with our staff on any problem or advantage related to our portfolio or related to our competitors. In a consultative manner, serves as a subject matter specialist; actively soliciting, gathering and distributing industry information throughout the organization. Serves as a resource to others within the organization.  May be included in corporate projects/initiatives.

Minimum Knowledge & Experience required for the position:

• Education: BA or BS in biological or related sciences
• Experience:
• Previous sales experience in ICU – CVOR environment
• Experience in complex selling
• Previous work experience in medical devices business is valued (in the same clinical area and same commercial area would be a plus)
• Demonstrated experience and a track record of success in sales of medical devices products
• Additional Skills/Knowledge:
• Understands customer dynamics (their processes, value chain, …)
• Knowledge of (IVD) market
• Knowledge about competitor products, solutions and services
• Knowledge on company products, solutions and services
• Selling techniques.  Preferably  knows Value  Selling  and Strategic  Selling Methodology
• Negotiation techniques
• Knowledge of profitability concepts and P&L influencers
• Applicable norms to tendering processes
• Good clinical performance understanding
• Computer skills, including Word, Excel and PowerPoint
• Language: Dutch and English

Skills & Capabilities:

The ideal candidate for this position will exhibit the following core competencies:

• Results orientation
• Stakeholder management
• Customer focus (internal and external)
• Relationship and networking building
• Sales and Negotiation capabilities
• Good communication and listening skills
• Good organizational skills, set the right priorities
• Ability to work under pressure
• Strategic mindset
• Effective team player
• Energetic, enthusiastic and pro-active
• Excellent presentation skills
• Business acumen

Travel requirements:

This is a field based position.