Job Overview
About the Position
JOB DESCRIPTION: Account Manager
Job Details
Country: Benelux/Wallonia
Department: Sales, Hemostasis
Job Summary
To develop sales in the territory by promoting all products, services, and solutions available in the Hemostasis Division portfolio. This position requires developing strong relationships with customers and good communication with allareas while simultaneously following the marketing actions provided by Marketing & Product Manager/Specialist for the Hemostasis 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. Will be assigned additional duties, including field training for new hires and serving as a field resource.
Key Accountabilities
• 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 willhelp 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. Signs of the final contractual agreement based on figures in ZGP, duly approved.
• The Account Manager must update continuously his/her customer database in the Fiori CRM tool and accurately load his activities:
o Customer mapping updates
o Competitors installed base updates with the contract end dates and estimated values
o Retention, development, and conversion opportunities updates with the contract end dates and values
o Activities including visits
o Customer contacts
• Responsible for sales in the territory. Initiates and develops relationships with customers, both existing and potential, with focus on new sales opportunities.
• Is able to segment the market and actively maps the market to have a detailed understanding
• 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.
• Strives to maintain and improve the satisfaction of existing customers, while maximizing the profitability for the company.
• Leads the closing of keyaccounts in his/her area of responsibility.
• Stimulates the promotion of events (scientific and others) to reinforce the image and the branding of the company.
• Analyzes existing and anticipated customer requirements and promotes consideration and purchase of company products and services.
• Prepares visits to customers and coordinates with other colleagues if any support needed.
• Gives presentationsto customers. Prepares and delivers effective product/solutions/sales presentations (in collaboration with other relevant members of the organization when needed).
• Will achieve and maintain a high level of competency in knowledge of and positioning of the Hemostasis Division portfolio products, solutions, and services. Strives to achieve similar competency regarding competitive systems to better position ourselves against competitors.
• Recognizes challenges, opportunities and needs in the field and takes the initiative to develop supporting pieces to address them accordingly.
• Resolves conflicts/problems that arise with customers.
• 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 months.
• 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.
• Will lead the preparation of accurate and effective quotations in accordance with policies and procedures.
• Will prepare accurate forecasts and other sales reports as required.
• 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.
• Under direction of his/her supervisor, mentors and provides field training to new sales hires, (those within and in other sales areas) proactively assesses their competency.
• Additional duties as assigned by management.
• Ensures that new accounts place a standing order as soon as possible and that Werfen products are used to themaximum extent.
• In conjunction with Area Manager ensures that reagent standing orders are renewed prior to expiry of the current one.
• 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.
Builds strong internal relationships within the Hemostasis 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:
o Previous sales experience
o Experience in complex selling
o Previous work experience in medical devices business is valued (in the same clinical area and same commercial area would be a plus)
o Demonstrated experience and a track record of success in sales of medical devices products
• Additional Skills/Knowledge:
o Understands customer dynamics (their processes, value chain, …)
o Knowledge of IVD market
o Knowledge about competitor products, solutions, and services
o Knowledge on company products, solutions, and services
o Selling techniques. Preferably knows Value Selling and Strategic Selling Methodology
o Negotiation techniques
o Knowledge of profitability concepts and P&L influencers
o Applicable norms to tendering processes
o SAP and other corporate tools
o Good clinical performance understanding
o Computer skills, including Word, Excel and PowerPoint
• Language: French and English
Skills & Capabilities:
• The ideal candidate for this position will exhibit the following core competencies:
o Results orientation
o Stakeholder management
o Customer focus (internal and external)
o Relationship and networking building
o Sales and Negotiation capabilities
o Good communication and listening skills
o Good organizational skills, set the right priorities
o Ability to work under pressure
o Strategic mindset
o Effective team player
o Energetic, enthusiastic and pro-active
o Excellent presentation skills
o Business acumen
Travel requirements:
• This is a field based position.