Key Account Manager

Dahlia Recruitment - Life Sciences; Greater London; On-site; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Car allowance

Bonus

Job summary

Dahlia Recruitment - Life Sciences is partnering with a growing Medical Devices company to recruit a Key Account Manager experienced in selling capital equipment to private and NHS hospitals, ideally in Decontamination, Ultrasound or Clinical settings. The role covers London and the South East, offering a competitive salary with car allowance and bonus.

Reporting to the General Manager UK, you will lead direct sales and key account management, achieve sales targets, and drive customer

Qualifications

• Educated to degree-level standard essential with strong written and verbal skills.
• Highly competent/experienced user of MS Office packages.

Responsibilities

• Deliver all sales and sales support activities to increase customer satisfaction, loyalty, and retention and exceed customer expectations in a customer-focused, efficient, and profitable manner.
• Achieve agreed annual sales targets and KPI’s including monthly and quarterly targets (supported by the use of tools e.g. CRM system).
• Developing new sales and marketing initiatives to drive incremental performance year-on-year.
• Identify sales opportunities and qualify key accounts in line with the company sales plan, which may involve the development of sales opportunities via KOLs and relationship management with OEMs.
• Initiate sales processes by scheduling appointments, making initial presentations, and understanding customer requirements. Build rapport with client accounts, explain product and service capabilities, and overcome objections.
• Carryout Lunch and Learn activities on sites to generate interest, trials and ultimately leading to new sales
• Assist clients in the evaluation of proposals and close sales.
• Manage territory issues and opportunities by developing productive business relationships with key opinion leaders and key accounts through strong business planning.
• Proactively identify promotion and exhibition opportunities and manage each promotional opportunity, working in close alignment with Marketing, Medical Affairs, and other functions.
• Regularly report on sales and promotional activities, business growth, quality improvement opportunities, market concerns and competitive activity to local management.
• Participate in customer meetings from pre-sale, site qualification, site assessment (walkthrough) installation and regular in-service/education to ensure optimum system performance and customer satisfaction.
• Perform on-site demonstrations and clinical training for customers to stimulate demand and improve customer knowledge across all appropriate departments and segments.
• Provide pre and post-sale product education to customers in support of demand and lead-generation strategies.
• Consult customers and distributors regarding the operation of products and maintain general after-sales technical support in support of sales activities working in close alignment with the Service Team UK
• Work closely with the team to provide proactive problem-solving and timely follow-up of customer issues. Utilize all available support resources (technical customer service and marketing) to provide the best possible customer experience.
• Respond to customer inquiries that address technical, logistical, and general support-related issues.
• Contribute to development of educational and market support tools for field or in-house use in close alignment with Marketing.
• Represent the business at local and national organisational meetings or events that are relevant to your responsibilities.
• Maintain customer databases as required.
• Assist the wider EMEA team and work with Head Office in relation to internal data management in D365 system including customer orders, dispatch, inventory management in a timely manner.
• Note that this is a field position with expectations to be 80% customer facing.

Skills

Sales experience

Key account management

CRM

Strategic planning

Medical devices

Hospitals

MS Excel

Education

Bachelor's degree

Tools

D365

MS Office

Job description

Dahlia Recruitment - Life Sciences are working in partnership with a growing Medical Devices company and are recruiting for a Key Account Manager with experience working for private and NHS hospitals, ideally selling Capital equipment within Decontamination , Ultrasound or Clinical environments. The role will cover London and South East , competitive salary with car allowance and bonus.

PRIMARY OBJECTIVES & AUTHORITY (INCLUDES DELEGATION):

Reporting to the General Manager UK, this role will have primary responsibility for direct sales and key account management to support the commercial objectives and targets for the territory.

SPECIFIC RESPONSIBILITIES & ACCOUNTABILITIES:

• Deliver all sales and sales support activities to increase customer satisfaction, loyalty, and retention and exceed customer expectations in a customer-focused, efficient, and profitable manner.
• Achieve agreed annual sales targets and KPI’s including monthly and quarterly targets (supported by the use of tools e.g. CRM system).
• Developing new sales and marketing initiatives to drive incremental performance year-on-year.
• Identify sales opportunities and qualify key accounts in line with the company sales plan, which may involve the development of sales opportunities via KOLs and relationship management with OEMs.
• Initiate sales processes by scheduling appointments, making initial presentations, and understanding customer requirements. Build rapport with client accounts, explain product and service capabilities, and overcome objections.
• Carryout Lunch and Learn activities on sites to generate interest, trials and ultimately leading to new sales
• Assist clients in the evaluation of proposals and close sales.
• Manage territory issues and opportunities by developing productive business relationships with key opinion leaders and key accounts through strong business planning.
• Proactively identify promotion and exhibition opportunities and manage each promotional opportunity, working in close alignment with Marketing, Medical Affairs, and other functions.
• Regularly report on sales and promotional activities, business growth, quality improvement opportunities, market concerns and competitive activity to local management.
• Participate in customer meetings from pre-sale, site qualification, site assessment (walkthrough) installation and regular in-service/education to ensure optimum system performance and customer satisfaction.
• Perform on-site demonstrations and clinical training for customers to stimulate demand and improve customer knowledge across all appropriate departments and segments.
• Provide pre and post-sale product education to customers in support of demand and lead-generation strategies.
• Consult customers and distributors regarding the operation of products and maintain general after-sales technical support in support of sales activities working in close alignment with the Service Team UK
• Work closely with the team to provide proactive problem-solving and timely follow-up of customer issues. Utilize all available support resources (technical customer service and marketing) to provide the best possible customer experience.
• Respond to customer inquiries that address technical, logistical, and general support-related issues.
• Contribute to development of educational and market support tools for field or in-house use in close alignment with Marketing.
• Represent the business at local and national organisational meetings or events that are relevant to your responsibilities.
• Maintain customer databases as required.
• Assist the wider EMEA team and work with Head Office in relation to internal data management in D365 system including customer orders, dispatch, inventory management in a timely manner.
• Note that this is a field position with expectations to be 80% customer facing.

SKILLS, KNOWLEDGE AND EXPERIENCE:

• Strong information processing, influencing, and persuasion skills.
• Previous sales experience in a similar commercial environment is a must-have.
• Strong organizational and project management skills, including multi-tasking with fluid and challenging deadlines, will be required to support the day-to-day growth of the business.
• Experience in new business lead development and sales pipeline management.
• Direct knowledge of selling medical device capital equipment to large industry users such as hospitals, clinics, and other medical facilities.
• Ideal candidate has an exceptional history of achievement in sales and ability to multi-task and work with ambiguity, tight timelines, and finite resources.
• Direct knowledge of key accounts with established relationships.
• Proven history of meeting and exceeding sales targets.
• Experience with document management systems (e.g. D365 or similar) is highly desirable
• High level of computer skills, particularly in Excel.

PERSONAL ATTRIBUTES:

• Ability to build a rapport with a broad range of people.
• Excellent communication skills with a focus on customer-centric delivery (for both internal and external "customers" to the business).
• Collaborative and supportive approach with excellent interpersonal skills.
• Highly motivated and energetic problem-solver. The organization is fast-growing, so having a flexible and agile approach, and a "can-do" attitude is a must.
• Openness and adaptability to change.
• Desire to learn and develop.
• Strong commitment to quality.
• Willingness to take ownership and control of this role to drive positive outcomes. Attention to detail and the capability to analyse data and make sound conclusions.

QUALIFICATIONS

• Educated to degree-level standard essential with strong written and verbal skills.
• Highly competent/experienced user of MS Office packages.