Key Account Manager

Fresenius Medical Care; Daerah Khusus Ibukota Jakarta; On-site; IDR 986.031.000 - 1.479.047.000; Full time

Job summary

A leading healthcare solutions provider is looking for a sales professional based in Jakarta. You will be responsible for implementing sales strategies, developing new business opportunities, and maintaining customer relationships. Ideal candidates will have a Bachelor's degree along with experience in medical sales or healthcare. Strong interpersonal skills and the ability to work within a team are essential.

Qualifications

• 3+ years of account management or business development experience.
• Experience in dialysis or healthcare business is highly desirable.
• Highly developed interpersonal and influencing skills.

Responsibilities

• Implement a sales strategy to develop new business opportunities.
• Support sales administration and forecast requirements.
• Act as a key team member to support marketing programs.

Skills

Sales strategy implementation

Relationship building

Customer support

Market analysis

Forecasting

Education

Bachelor's degree in Business Administration or related field

Tools

Microsoft Office Suite

Job description

Responsibilities

• Achieve/Exceed Budget:
  
  
  
  • Implement a sales strategy per account to maintain existing business and to develop new business opportunities. Work closely with the In-Center Sales Manager across the entire sales cycle to ensure customer outcomes and achieved.
  
  
  • Increase customer base and market presence through establishing relationships with key opinion leaders, key influencers and decision makers
  
  
  • Provide targeted counselling and account information to the clinical and technical team as required
  
  
  • Track and report competitor activity within the assigned accounts
  
  
  • Maintain a high-profile presence in the market place through the creation of win-win solutions with customers which turn a sales relationship into a long-term business partnership.
  
  
  • Managing the immediate post-purchase activities (checking order status, delivery, handle complaints etc) to ensure customer satisfaction
  
  
  • Provide appropriate clinical support activities such as in-servicing, installations, training & education as required etc
  
  
  
  


• Support Sales Administration
  
  
  
  • Provide input to forecasting requirements, preparing annual sales budget;
  
  
  • Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
  
  
  • Prepare and present customer offerings, quotes, tenders, re-orders and any other related business requirement
  
  
  
  


• Act as a key member of the team:
  
  
  
  • Update clinical knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks
  
  
  • Promoting a team culture by assisting others during periods of high workloads, leave or absence so that overall objectives can be met
  
  
  • Provide input and support to marketing programs as required
  
  
  • Maintaining team communication
  
  
  • Undertaking other tasks as required
  
  
  • Where appropriate, become involved in FME activities including attendance at staff meetings and involvement in company or employee events
  
  
  
  


• Other tasks
  
  
  
  • Other projects those may assign by Direct Superior
  
  
  • Obey the health and safety guideline as per guided by Crisis Management team when doing his/her job inside or outside the organization
  
  
  • Obey the Fresenius Medical Care Compliance and Company Regulation
  
  
  
  

Education and Experience

• Min. Bachelor degree of Business Administration, Management, Sales, Science or other related field


• Dialysis experience - highly desirable, or Healthcare business experience, especially from Medical Devices Company, at Multinational Company


• 3 years + Account Management or Business Development experience in Managerial level - highly desirable


• Highly developed interpersonal & influencing skills


• Entrepreneurial, adaptive, highly motivated, independent, commercially adept, articulate and confident


• Skills across most Windows applications including Word, Excel, and PowerPoint.


• Demonstrable track record of success in medical sales – desirable


• Ability to develop and implement business plans within the region.


• Ability to provide an out of hours service


• Ability to attend meetings or conferences interstate from time to time which may be inclusive of week end.

Competencies

• Sales Competencies
  
  
  
  • Product, Disease and Market Knowledge
    
    
    
    • Understanding of product concept, development process and management, including pay attention to opportunity to fulfill customer expectation and create customer demand.
    
    
    • Understanding of product concept, character and environment changes as well as their impact on company\'s product positioning.
    
    
    • Keep to see the opportunities to expand sales area in order to meet customer expectation.
    
    
    
    
  
  
  • Selling & Negotiation Skill
    
    
    
    • Conduct right sales negotiation strategy with a result win-win outcome and to ensure avoiding price concessions and protecting profit margin.
    
    
    
    
  
  
  • Territory Management
    
    
    
    • Identify and create balance sales territory to maximize sales & profits, and to allocate resources efficiently
    
    
    • Increase market coverage and provide good customer service to ensure higher sales figures and greater customer satisfaction
    
    
    
    
  
  
  • KOL Management
    
    • Ability to engage and influence internal and external stakeholders to change perception or obtain commitment.
    
    
  
  
  • Business Acumen
    
    
    
    • Uses business and financial analysis to identify ways to improve profitability;
    
    
    • develops and manages budgets effectively and manages the financials of the brand to ensure sales and BOI objectives are achieved;
    
    
    • forecasts sales effectively;
    
    
    • makes effective trade offs within and across budgets;
    
    
    • anticipates issues and builds contingency plans.
    
    
    
    
  
  
  
  


• FME Leadership Expectations
  
  
  
  • Collaborate Globally
    
    
    
    • Be a role model of effective collaboration across company and geographic boundaries
    
    
    • When acting locally consider the global business impact
    
    
    • Strongly participate in global activities
    
    
    
    
  
  
  • Be a Good Decision Maker
    
    
    
    • Have a deep and broad understanding of our business, products, services and markets
    
    
    • Balance speed and risk in making timely, best quality business decisions
    
    
    
    
  
  
  • Define and Shape Vision and Purpose
    
    
    
    • Translate the big picture into meaningful, actionable plans, aligned with our Values that engage and energise our employees
    
    
    • Develop an inspiring vision and the strategies to achieve it
    
    
    • Communicate effectively and motivationally
    
    
    
    
  
  
  • Develop our Talent
    
    
    
    • Create an environment where all employees are engaged and constantly learning
    
    
    • Actively develop yourself and others
    
    
    • Build and inspire high performance
    
    
    
    
  
  
  • Lead innovation and Positive Change
    
    
    
    • Search for and apply new ideas from both inside and outside of our company.
    
    
    • encourage people to be creative in their thinking, challenging the status quo and looking for innovative ways to accomplish goals
    
    
    • Embrace change and accept uncertainty, balancing continuity with discontinuity
    
    
    
    
  
  
  
  


• General Competencies
  
  
  
  • Continuous Learning: Show the great willingness to receive knowledge & skills for effectiveness of work
  
  
  • Commit to the Organizational Ethic: Work behavior which highlighted on social, moral and organizational values and ethic in conducting business activities internally and externally
  
  
  • Administration, Planning & Organizing: Implement the process of operational administration, reporting and document management regarding operational process in working unit.