Account Manager Poland

Job Band:  Job Band 9 (JB9) 
Hiring Manager:  Marek Paśka 
Lead Recruiter:  Paulina Piotrowska 
Country:  Poland 

Our ability to grow, develop new capabilities and serve even more patients around the world depends on associates like you, who are passionate about our mission. Thank you for considering this new opportunity to further unlock your potential.

JOB SUMMARY

The Account Manager, Poland is responsible for meeting the sales targets, driving sales growth, providing expert product and clinical support, and ensuring successful customer adoption of the product portfolio within the Polish market. Working under strategic direction from the Sales Manager Poland, Hungary & Czech Republic, the Account Manager, Poland is accountable for achieving sales objectives and delivering value to customers throughout the entire sales and implementation process. Key responsibilities include:

-    Identifying customer needs and designing tailored solutions based on the product portfolio. 
-    Effectively presenting, promoting, and pre-selling solutions to healthcare professionals and decision-makers. 
-    Supporting the implementation and integration of product solutions at customer sites. 
-    Ensuring successful routine use of company products through ongoing customer support, training, and relationship management. 
-    Driving the development and expansion of aligned with product indications by identifying market opportunities, supporting clinical adoption, engaging key stakeholders, and promoting best practices in the use of company products.
-    Building and maintaining strong relationships with healthcare professionals, key opinion leaders, purchasing authorities, and other relevant stakeholders.
-    Monitoring market trends, competitive activities, and customer needs to identify opportunities for business growth. 
-    Contributing to the achievement of regional and national sales targets through effective territory planning and execution. 

The Account Manager, Poland collaborates closely and effectively with cross-functional teams, including Marketing, Therapy Awareness, Scientific Marketing, Sales Support, Customer Support, and Service teams, to ensure a consistent customer experience and successful market development of the product portfolio.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Product and Sales Support
•    Leads and supports product implementation, onboarding, and training activities for customers throughout Poland, ensuring successful adoption and routine use of products solutions.
•    Communicates the products value proposition to customers 
•    Coordinates Scientific, Marketing and Therapy Awareness activities in the area.
•    Actively supports conference activities 
•    Develops sales proposals based on market conditions in collaboration with Sales Manager Poland, Hungary & Czech Republic.

Sales Planning
•    Works closely together with the Sales Manager Poland, Hungary & Czech Republic to help achieve and exceed annual and monthly sales targets.
•    Designs and implements business strategy into plans, target/setting, forecasts, business reviews on a monthly & quarterly basis and overall business efficiency. This includes development and follow up of plans in close collaboration with the Sales Manager Poland, Hungary & Czech Republic.
•    Prepares and annually reviews comprehensive account plans for each key customer in the assigned territory, ensuring alignment with sales objectives, market opportunities, customer needs, and long-term business growth priorities.
•    Achieves agreed sales targets and profitability objectives through effective territory management, strategic account development, and successful execution of commercial activities.
•    Supports the development and execution of an optimal pricing strategy for the portfolio in Poland, ensuring alignment with market conditions, customer value, competitive positioning, and overall business objectives.
•    Reports on sales funnels and achieved results on a timely basis to management.
•    Gives input on sales budgets per the Annual Business Plan in close collaboration with the Sales Manager Poland, Hungary & Czech Republic.
•    Submits and manages forecasts as to keep a right but fine balance between low inventory levels and excellent supply to customers
•    Closely works together with Marketing to allow availability of the right sales tools at the right time. 
•    Provide input to Marketing on key learnings and developments in the market.

Communication
•    Management of communication channels, bottom up and top down flow of information throughout the cross functional team, the business and its customers.
•    Works cross-functionally within the business to solve unusual and complex problems.
•    Effectively communicates with the EMEA and Global team as well as within the territory team.
•    Proactively interacts with customers.
•    Works with the Sales Manager Poland, Hungary & Czech Republic on a timely basis to review the business and act to opportunities and threats as they occur.

Operations Management 
•    Responsible for area sales goals. Links the operations of the area’s BCT sales department with key Marketing internal resources that track results. 

Personal and Professional Development 
•    Works closely with the Sales Manager Poland, Hungary & Czech Republic to address complex business challenges and contribute to initiatives with regional impact.
•    Serves as a key contact and spokesperson for sales activities, market developments, competitive opportunities, and business challenges within the assigned area.
•    Provides valuable input to the analysis and evaluation of product offerings, competitive landscape, market trends, and commercial strategies to support business growth.
•    Demonstrates a constructive, solution-oriented, and persistent approach to problem-solving, while mentoring and motivating colleagues to adopt the same mindset.
•    Translates business strategy into actionable plans, objectives, forecasts, and performance reviews, ensuring effective execution and continuous improvement of business performance on a monthly and quarterly basis.
•    Demonstrates a strong ambition to achieve outstanding results, embraces challenging objectives, and consistently adopts an aspirational approach to driving business growth, market development, and personal performance excellence.

MINIMUM QUALIFICATION REQUIREMENTS

Education
A Bachelor's degree in Life Sciences or a related field is preferred. A Master's degree is highly desirable.

Experience
•    5-7 years sales experience in similar territory with very good track record in pharma or medical devices company.
•    Has thorough Transfusion and Therapeutic Systems product and therapy knowledge.
•    Has knowledge about the Reimbursement and Heathcare system in Poland.
•    Familiar with culture of the area.
•    Understands the Transfusion and Therapeutic Systems market in the area, including customer/business issues, alliances, trends, and competitive issues.

Skills
•   In line with Terumo BCT Core competencies: 
o    Respect – Appreciative of others
o    Integrity – Guided by our mission
o    Care – Empathic to patients
o    Quality – Committed to excellence
o    Creativity – Striving for innovation
•    Strong sales skills and talent
•    Language skills: English and Polish, additional relevant languages are considered additional merits
•    Has ability to liaise well with doctors and nurses in the field of Transfusion Medicine and Hematology, as well as other staff within the Blood Banks and/or hospitals (administration, purchasing department, management, etc.).
•    Demonstrated ability to interact in a positive manner with other functions within a company.  
•    Demonstrated ability to interact in a positive, influential manner with customers.
•    A high degree of interpersonal skills.
•    Business and financial acumen
•    An influencer with specific skills such as approachability, composure, ethics and values, functional/technical skills, informing, integrity and trust, interpersonal savvy, negotiating, drive for results and self-developing.
•    Knowledge of MS Office.

Certificates/Licenses
Certification / sign off on products the employee will be required to train others.

ADDITIONAL INFORMATION
•    The person reports to the Sales Manager Poland, Hungary & Czech Republic.
•    Preferred place of residence: Poland, field based
•    Valid driving license
•    Willingness to travel (up to 70%)