Area Account Manager - Haemostasis (West Territory)

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, including:
  • Customer name
  • Department
  • Contact details
  • VOB
  • Contract renewal date
• Ensure CRM information is correct to allow accurate:
  • Market mapping
  • Pipeline forecast
• All upcoming business must be recorded with particular focus on the CRM Value Prompter tool.  
• 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)