Account Manager North-East Germany

The account manager is responsible to develop new business and manage the sales activities necessary to provide full service to customers in the assigned territory and to achieve the set objectives. To provide day-to-day support to selected Strategic Account(s) / Buying groups.

2. JOB FUNCTIONS

• To achieve the Sales revenue, Gross Profit and Product mix targets set for the territory.
• To develop and close business with new customers and to grow new business with existing customers based on the overall business strategy and a focused account management plan
• To be the primary sales contact for the assigned hospitals and regularly provide inservice visits.
• Drive the development and implementation of the specific business strategies and tactical plans to achieve the targets set.
• Present and lobby for the O&M Halyard solution with all relevant key decision makers within the assigned hospitals, including OR management, purchasing, pharmacist, infection prevention and finance
• Negotiate pricing with customers and ensure contracts are in place & renewed on a timely basis
• Develop and work with a structured account management plan, focused on the best profitable opportunities in the territory
• Lobby within target accounts during the pre-tender phase and actively cooperate with the tender team on new tender opportunities to ensure that our offers present the best value. Provide insight on competitive offers.
• Set up solid implementation plans to ensure successful completion of evaluations and conversions in the OR
• Train new customers on the adequate usage of the HYH products to accelerate new business implementations.
• To document and update business opportunities, customer contact details, action plans and progress of related activities in SalesForce.com at regular intervals as agreed with line manager.
• To promote product benefits, advantages & support to target sites in line with marketing directives.
• Observe and communicate competitor activity to the organisation
• Complete all administration, reports & requests within guidelines & on time.
• Ensure effectiveness of journey plan on a regular basis to ensure maximum levels of service.
• Maintain local promotional activity budget & samples budget spend.
• Perform all necessary duties as directed by the Manager.

3. KEY RELATIONSHIPS

• Be the main sales contact for customers and potential new customers, convince the relevant stakeholders in the hospitals about the Halyard solutions, negotiate pricing and provide regular in-service
• Work in close collaboration with the clinical product specialist in the area
• Regular interaction with the internal office departments, pricing & tender team, customer service, RA / QA and supply chain to drive a high customer satisfaction

4. EDUCATION & EXPERIENCE REQUIRED

• Bachelor’s degree, degree in business Management, Marketing, Nursing or Science or equivalent vocational qualification.
• At least 5 years of successful sales experience in medical supplies or medical devices in a hospital setting
• Preferably knowledge and experience in operating room practices and infection control.
• Must be able to work alone & unsupervised for long periods of time.

5. KNOWLEDGE SKILLS & ABILITIES

• Highly customer-oriented and results-driven with strong business acumen
• Excellent communication skills and team-player
• Strong project management & organisational skills; ability to set priorities and manage multiple projects simultaneously and strong time & territory management
• Strong analytical capability, problem solving skills, negotiation skills and decision making ability.
• Hands-on mentality and a desire to work in a mid-size medical company with an entrepreneurial culture
• Highly self-motivated
• Strong interpersonal skills with ability to interact with a diverse group of individuals
• Problem solver with a good sense for managing objections and managing the interests of different stakeholders in the decision-making process
• High level of autonomy & self-drive, attention to details, meeting the set deadlines and delivering correct and complete information
• Strong presentation and training skills
• Fluent in German and English
• Excellent skills in Excel, Word, PowerPoint and Outlook are required as well as CRM Salesforce.com.