Account Manager TS CEE

Job Band:  Job Band 9 (JB9) 
Hiring Manager:  David Schapman 
Lead Recruiter:  Paulina Piotrowska 
Country: CEE region

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

Working with minimal supervision from the Regional Manager, responsible for multiple distributors with large accounts and/or multiple product areas. He/She is responsible for meeting a significant part of the sales targets for the assigned territory, with responsibility for the following parts of the sales process, while coaching others in the areas of their expertise:

• Develop the market for TS business in the territory
• Generate new leads, manage his sales funnel by visiting end customer
• Identification of sales opportunities
• Qualification of the sales opportunities
• Analysis of the buying influences and fine-tuning of the Single Sales Opportunity
• Proposing a solution
• Getting account agreement
• Accountable for establishing and attaining TS business goals
• Works together fluently with other sales related functions such as Marketing, FIT and Customer Support

ESSENTIAL DUTIES AND RESPONSIBILITIES

Plans, facilitates and/or conduct multifaceted, extended negotiations for the sale of complex, high-value, multi-year contracts for solutions and/or services to produce revenue in line with organization and individual targets and quotas with focus on operational management of existing distributor network.

• Apply consultative selling skills to develop attractive value propositions for one strategic or several large, complex opportunities in a specific industry.
• Maintain effective customer relationships with key senior-level decision makers and influencers to understand the customer's requirements, match them with the organization's solutions and close the deal.
• Utilizes advanced product/service knowledge and understanding of the customer's business to develop customized proposals that present creative solutions that successfully sell the organization's capabilities.
• Produces revenue in line with current organization and individual targets/quotas.
• Promotes and sells a portfolio of technical and/or nontechnical products and/or services and solutions directly to current and new customers.
• Inform customers of new product/service introductions and prices.
• Creating, monitoring and revising lead generation plans to ensure a substantive sales opportunity pipeline.
• Conducting routine actions in CRM system (SFDC)
• Maintaining routine TS forecast in collaboration with the regional manager
• Purchasing order’s follow-up
• Day-to-day regular distributor collaboration
• Together with Regional Manager CEE co-authoring in creation and implementation of Go-To Market plans and pricing strategy.
• Visit customer and establish relationship with KOL of the territory
• Provides customer training on the TS products, and supports knowledge transfer to customers and distributors
• Communicates the TS product value proposition to customers and distributors
• Provides active sales support and coaching to the distributor sales team
• Develop sales proposals based on market conditions in collaboration with Regional Manager

• Account Management: Prioritize accounts to determine coverage, assess opportunity and develop new business. Coordinate and manage resources to provide necessary customer service. Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account sales plan
• Administration / Internal Communications: Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnel
• Personal and Professional Development: Continuously increase and sharpen therapy and technical
• knowledge as well as continuously developing selling, negotiating and presentation skills
• Provide input to Marketing on key learnings and developments in the market
• Closely work together with Marketing to allow availability of the right sales tools at the right time

Other responsibilities:

• Responsible for training field sales associates from the distributor as well as coaching responsibilities in areas of expertise.
• Manages multiple distributors with large accounts and/or multiple product areas within TS portfolio
• Co-develop cross-functional operational plans in support to the organization’s business strategy with direct impact on overall business results.
• Responsible for achieving a significant portion of the overall cluster revenue.
• The role of the account manager may extend outside CEE based on organizational requirements or mutual agreement

MINIMUM QUALIFICATION REQUIREMENTS

Education

Degree in Business or Life Sciences

Experience

• A minimum of 5 years’ sales experience in Life Sciences industry, preferably in medical devices
• Working experience in a multinational company having knowledge of forecasting and CRM
• Recognized as expert in several business sales & product areas
• Experience in creating & implementing sales strategies
• Experience understanding business products & therapy applications
• Demonstrated advanced selling skills & sales techniques

Skills

• Role model and inspires others to behave in line with company core values:
• Respect – Appreciative of others
• Integrity – Guided by our mission
• Care – Empathic to patients
• Quality – Committed to excellence
• Creativity – Striving for innovation
• Excellent written & verbal English language skills + knowledge of local/ regional languages is a plus
• Advanced sales techniques & selling skills
• Strong overall communication skills
• Problem- solving & result driven
• Strong business & financial acumen
• Ability to proactively identify customer business problems/opportunities and recommended solutions
• Flexible mentality, entrepreneurial spirit
• Independent & autonomous
• Self-motivating & perseverant
• High level of ethics

Certificates, Licenses, Registrations

Obtain Sign- off on products prior to delivering training

ADDITIONAL INFORMATION

• This position will be based in CEE with frequent travelling (up to 70%)
• Direct report to Regional Manager CEE