Modulab Sales Specialist

Job Summary

Using your clinical and technical expertise to promote, maximise and increase Werfen UK sales of Modulab systems by the provision to users and potential customers of highly professional product sales activity. The role will require interaction with each of the other three business units and Technical Service department. This position is sales orientated with a primary focus on increasing the footprint and utilisation of Modulab & BIWer (HITS Produsts). There will be synergies with other Werfen IT solutions (detailed below) and the opportunity to include these in any offer to maximise the value proposal:

• BIWer
• Werfen Managed Network
• QUANTA Link
• HemoHub
• GEMweb Plus 500
• GEMweb Live
• Synapse Link
• ImmuLink

Key Accountabilities

• Run your sales area as your business to maximise profitable sales of systems, additional functionality and connections.
• Maintain a current and in-depth knowledge of HITS Products; keep up to date with other Werfen IT portfolio products and where these may interact or overlap.
• Establish a customer call frequency appropriate to the level and state of business at each account.
• Carry out sales visits, provide technical and/or clinical presentations and demonstrations of HITS Products to the highest level of professionalism as required by the customer.
• Carry out departmental audits to ascertain customer connection/functionality potential.
• Carry out detailed workflow assessments with both new and existing customers.
• Create detailed customer solution proposals highlighting the value of HITS Products
• Build close relationships with the different KOLs, carry out visits to customers and encourage collaboration agreements.
• Maximise existing Modulab installed base by encouraging additional instrument connections.
• Working with the Service Coordinator ensure customer service contracts are up to date, priced accordingly and renewals issued.
• All new accounts are to be entered into CRM Fiori, including:
  • Customer name
  • Department
  • Contact details
  • VOB
  • Contract renewal date
• In conjunction with the IT Project Manager & IT Implementation Specialist team ensure that new systems are installed efficiently and brought into routine use as quickly as possible taking responsibility where dictated in the respective project plan.
• Follow up all HITS Product installations to ensure total customer satisfaction.
• With the aid of the IT Implementation Specialist team ensure satisfactory HITS Products training programmes are delivered for total customer satisfaction. As needed, support the Implementation Specialist team with customer facing training.
• Maintain accurate and up to date prospect lists.  You are responsible for ensuring this information is kept up to date.

The maintenance of CRM is mandatory with particular focus on, opportunities, the Value Prompter tool and eBluesheet creation.

• Ensure CRM Fiori information is correct to allow accurate:
  • Market mapping
  • Pipeline forecast
• Ensure eBluesheets are created and updated on a regular basis for all complex opportunities.
• At each account ensure that all decision makers, including clinical staff, are identified, visited and sold to, including supplies and management personnel.
• Provide a rolling twelve-month sales forecast at the beginning of each calendar month.  You must be able to give an in-depth review of each account on the presented forecast.
• Liaise with the IT Business Unit Manager & Modulab Product 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.
• Liaise regularly with other field-based staff (e.g., Field Service Engineers, IT & Application Specialists, Area Account Managers) 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.
• See the views of users and non-users on our products and their future product wishes.
• Provide the IT Business Unit 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.
• Ensure the IT Business Unit Manager is advised immediately of any problems which might prevent the achievement of your objectives.
• Ensure that you are familiar with our IMS and relevant policies and procedures
• Use the complaint system effectively. With the IT Implementation Specialists ensure all relevant customer information is entered.
• With the aid of the IT Implementation Specialists ensure complaints are closed to total customer satisfaction.
• Ensure full compliance to the Werfen code of ethics
• Do not regard the foregoing as exclusive, be proactive in furthering our aims and objectives.

Measures of Performance

The following measures will be used to determine satisfactory performance.

• Your sales targets are met in both product mix and volume terms.
• 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 your Outlook calendar by 5.00pm each Friday.
• A rolling 12-month sales forecast is maintained.
• Demonstration tools are maintained in good order.
• A monthly forecast as described above is provided by the 20^th day of each month.

Networking/Key relationships

Internal Networking

• IT Business Unit Manager
• Modulab Product Manager
• Sales & Service Coordinator(s)
• Area Account Manager in other business units
• IT Project Manager
• IT Implementation Specialists
• IT Solutions Architect
• Application Specialists
• Contracts Manager

Minimum Knowledge & Experience required for the position:

BSc in Science, IT, Business or related field.  Minimum of three years pathology experience in any related laboratory discipline. Proficient business or related experience.  Proficient computer skills, including Word, Excel, PowerPoint, SAP and other corporate tools.

• Customer dynamics (their processes, value chain)
• IVD market
• Knowledge in IT & information systems
• Experience with Laboratory/Hospital Information Systems other IVD/Medical Device data management systems
• Competitor dynamics
• Company products, solutions, and services in terms of impact on the customer’s value chain (Clinical, Economical and Organisational).  Familiarity with Health Economics
• Selling techniques
• Applicable norms to tendering processes

Skills & Capabilities:

• 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

International Mobility:

• Required: YES
• Attend Werfen local/global meetings and training as required

Travel requirements:

75% of time

Apply to hr.uk@werfen.com