Area Account Manager - Haemostasis

Job Summary

To maximise and maintain sales of haemostasis systems and reagents by the provision to users and potential customers of a highly professional product sales and support activity.

Key Accountabilities

• Run your sales area as your business to maximise 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 haemostasis analysers 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.  In conjunction with your Account Manager ensure that reagent standing orders are renewed prior to expiry of the current one.
• In conjunction with the Application Specialists ensure that new systems are installed efficiently and brought into routine use as quickly as possible.
• Maintain accurate and up to date prospect lists.
• The maintenance of CRM is absolutely mandatory.
• All new accounts are to be entered into CRM Fiori, including:
  • Customer name
  • Department
  • Contact details
  • VOB
  • Contract renewal date
• Ensure CRM Fiori information is correct to allow accurate:
  • Market mapping
  • Pipeline forecast
• All upcoming business must be recorded with particular focus on the Fiori Value Prompter tool.  This will include:
  • Business Issue being identified
  • Anxiety question
  • Problem description
  • Solution
  • Value
  • Power (Decision makers)
  • Plan
• At each account ensure that all decision makers are identified, visited and sold to, including supplies and management personnel.
• Provide a sales forecast to year end at each Sales Meeting. You must be able to give an in-depth review of each account on the presented forecast.
• Liaise with the Business Manager and Marketing Manager in the completion of tenders.
• Liaise frequently with the other Business Groups Area Account Managers to ensure a smooth and free flow of information horizontally.  Use this liaison to obtain and provide additional cover for yours, and their areas, thereby maximising the effectiveness of your customer visits.
• Forward all requests for application and troubleshooting assistance, as appropriate, to the Application Specialists.
• Liaise regularly with your 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 / strategies.
• Maintain a current and in-depth knowledge of competitive products.
• Understand the views of users and non-users on our products and their future product wishes.
• Provide the Business Manager with a monthly report covering your activities for the month, relevant comments relating specifically to the sales forecast, lost business and objectives for the next month, achievement of the previous month’s objectives, plus a rolling 12-month sales forecast. This report must be with the Sales Coordinator by last working Friday of each month
• Ensure the Business Manager is advised immediately of any problems which might prevent the achievement of your objectives.
• Ensure that you are familiar with our IMS and follow relevant policies and procedures.
• In conjunction with the Application Specialists and Marketing Manager, ensure all complaints are entered appropriately with all necessary information.
• Do not regard the foregoing as exclusive; be proactive in furthering our aims and objectives.
• Awareness of the Integrated Management System (covering Quality & information Security)

Measures of Performance

The following measures will be used to determine satisfactory performance:

• Your instrument sales targets are met in both product mix and volume terms.
• Your P&E targets are met.
• All customer records are up to date in CRM.
• Market is mapped and kept up to date
• Up to date pipeline forecast available from CRM Fiori
• A call plan is in use and is being followed systematically.
• A detailed itinerary for the coming week is available on Lotus Notes by 5.00pm on each Friday.
• A monthly report as described above is provided by the last Friday of each month.
• All customers in your area, both Werfen and competitor, are visited regularly in accordance with the level of business they can or could provide.

Networking/Key relationships

1. Haemostasis & IT Business Manager
2. Haemostasis Marketing Manager
3. Haemostasis Area Account Managers and Application Specialists
4. IT Specialists
5. Haemostasis Sales Coordinator
6. Collaborates with Technical Services Manager to ensure complete customer satisfaction
7. Collaborates with back-office departments to ensure complete customer satisfaction

Minimum Knowledge & Experience required for the position:

BSc or equivalent in Biomedical Science. Proficient NHS laboratory experience, preferably in haematology/haemostasis. A good working knowledge of laboratory equipment. Proficient computer skills, including Word, Excel and PowerPoint.

Skills & Capabilities:

• Excellent communication skills
• Good technical skills
• Team working
• IT literate
• Customer focus

Travel requirements:

As required within the UK to fulfil the role.  Approximately 90% of time.

Also required to have ability to travel internationally at the request of the Company.

Apply at hr.uk@werfen.com