Account Manager Acute Care

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

Internal Networking

• 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.