Account Manager Benelux

il y a 2 semaines

Bruxelles, Région de Bruxelles, Belgique Terumo Temps plein

Date:
Nov 9, 2023

Location:
Brussels, BE

Company:
Terumo BCT, Inc.

Requisition ID: 31481


At Terumo Blood and Cell Technologies, our 7,000+ global associates are proud to come to work each day, knowing that what we do impacts the lives of patients around the world.


We make medical devices and related products that are used to collect, separate, manufacture and process various components of blood and cells.

With our innovative technologies and service offerings, we touch a patient's life every second of every day and are committed to continuing to increase the number of patients we serve.


With some of the best and brightest minds in the industry, an unmatched global footprint, comprehensive benefits and a distinct culture, Terumo Blood and Cell Technologies is a great place to work, grow and be part of a team that is focused on making a difference.

Consider joining our team and unlock your potential.



JOB TITLE:
Account Manager Benelux

JOB SUMMARY


Working under supervision of the Sales Manager Benelux, is responsible to meet the sales targets through responsibility for the following parts of the sales process in our Blood bank area.

This position is responsible for Belgium & Luxemburg, and provides back-up for the Netherlands.

  • Identification of sales opportunities at existing (farming) and new (hunting) accounts
  • Qualification of the sales opportunities
  • Design the solution
  • Presell the solution
  • Analyzis of the buying influences and fine tuning of the Single Sales Opportunity
  • Proposing the solution
  • Getting account agreement
  • Implementation at the customer site
  • Procedural assistance at start of routine use
  • Training customers
Accountable to protect and expand business at existing accounts.

Therefore facilitates and develops relationships and strong networks with all relevant staff at the centers using our technology platform for therapeutic apheresis.

Responsible for validation and demonstration of our therapeutic system at new to acquire accounts. Takes over the accountability at new accounts asfrom the implementation of the device and protocols.

Requires coordination and strong collaboration with other sales roles and functions in the organization.

ESSENTIAL DUTIES AND RESPONSIBILITIES


The role the incumbent plays in the essential duties & responsibilities listed below may vary based on the customer profile.

The attached RACI model is an integral part of this job description & is intended to clarify the roles & responsibilities throughout the sales process and will serve as a reference to define responsibilities.

Targeted specialties and market segments may evolve in line with the strategic business plan.

  • Sales Achievement: Generate necessary sales to meet or exceed sales goals and achieve appropriate sales prices. Track and analyze progress.
  • Sales process: (Identify sales opportunities) Identify drivers for sales opportunity in existing/new accounts. Identify Buying Influences and check status (growth or trouble mode). Create Single Sales Opportunity (SSO)
  • Sales process: (Qualify sales opportunities) Verify the availability of budget for the SSO. Identify and eliminate possible red flags. Confirm a financially viable opportunity with a business profitability analysis. Identify all 4 Buying Influences and Coach. Refine Single Sales Opportunity.
  • Sales process: (Design the solution) Create solutions around the product, model the value proposition, validate with internal stakeholders. Construct the product differentiators and tie them to each of the personal wins of each buying influencer.
  • Sales process: (Presell the solution) Validate the decision making criteria and pricing model with Economic Buying Influencer and the Coach in the account, present the solutions to each of the buying influencers and validate as necessary. Manage any validation and demonstration with the customer.
  • Sales process (Propose and Close): Negotiate and agree on technical and financial solution. Determine all aspects of implementation. Receive contract or purchase order.
  • Sales process: support the implementation and routine use of the product in the account
  • Develop strong networks with all relevant staff at existing accounts using our technology platform, including but not limited to KOLs,head of apheresis departments, apheresis doctors, nurse managers, therapeutic apheresis nurses and operators
  • Effectively use multiple types of interaction, such as face to face, phone, mail, webinar, user meetings, congress and keep track records in the company wide used CRM system
  • Develop superior product and procedure knowledge in order to effectively train device operators as well as educate and engage relevant staff in dialogue about product efficacy/safety profiles and approved information to support the value of our products
  • Effectively coordinate and collaborate with other sales roles and functions in the organization, such as marketing, scientific services & supp

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