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Account Manager Hemostasis
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Overview
Post Date January 2, Number WEBBX-- Job Function Sales Location Wallonia Area Country BelgiumAbout the Position
J O B D E S C RIP T I O N : AccountManager
J ob De t a il s
C o un t r y : Benelux/Wallonia
D ep a r t me n t : Sales,Hemostasis
J ob S u mm ary
Todevelopsalesin theterritorybypromoting allproducts,services,andsolutionsavailableinthe AutoimmunityDivisionportfolio.Thispositionrequiresdevelopingstrongrelationships with customersandgoodcommunicationwith allareaswhilesimultaneouslyfollowingthemarketing actionsprovidedbyMarketing& ProductManager/SpecialistfortheHemostasis portfolio. Contributestotheattainmentofindividual,areaand companygoalsandobjectives,includingthe maximizationofcustomersatisfactionandthe profitabilityforthecompany.Serves as aresource withinhis/her assignedterritory,area andnationally.Willbeassignedadditionalduties,including field trainingfor newhiresandservingasafield resource.
Key Acc o u n ta b ili t i es
• TheAccountManagerappliestheValueSellingmethodologyforthemanagementofhis opportunities.He/Sheisresponsibleforthedefinitionand dynamicmanagementof eValuePromptersthatmustbeimplementinCRM Fiori.TheseeValuePromptersmustbe sharedwith thelinemanager who willhelp their development through coaching actions.
• The Account Manager applies the Strategic Selling methodology when applicable for the management of complex deals. In this case, he/she is responsible for the definition and dynamic management of BlueSheets or eBlueSheets. He/she plans regular review meetings of these BlueSheets in a coaching mode. He/she is responsible for updating them and carrying out the action plans that are defined.
•CarriesoutZGP economicstudiesincompliancewith commercial policies.Definescommercial proposalsexclusivelybasedonapprovedZGPand transmitsthemtocustomers.Signsofthe finalcontractualagreementbasedonfiguresinZGP,dulyapproved.
• The Account Manager must update continuously his/her customer database in the Fiori CRM tool and accurately load his activities:
o Customer mappingupdates
o Competitors installed base updates with the contract end dates and estimated values
oRetention,development,andconversionopportunitiesupdateswiththecontractend datesand values
o Activitiesincludingvisits
o Customer contacts
•
•Responsibleforsalesintheterritory.Initiatesanddevelopsrelationshipswithcustomers,both existingandpotential,with focusonnewsalesopportunities.
•Isabletosegmentthemarketandactivelymapsthemarkettohaveadetailedunderstandingof theopportunities,accordingto corporateproceduresandtools.
•Preparesanannual/pluriannualterritorybusinessplanwithconsiderationofcorporateand areaobjectives.
•Willachievesalesobjectivesasdiscussedwithmanagement,bothonannualandpluriannual terms.
•Strives to maintain and improve the satisfaction of existing customers, while maximizing the profitability for the company.
•Leadstheclosingof keyaccountsinhis/herareaof responsibility.
•Stimulatesthepromotionofevents(scientificandothers)toreinforce theimageandthe brandingof thecompany.
•Analyzes existing and anticipated customer requirements and promotes consideration and purchase of company products and services.
•Prepares visits to customers and coordinates with other colleagues if any support needed.
•Gives presentationstocustomers. Preparesand deliverseffectiveproduct/solutions/sales presentations(incollaborationwithotherrelevantmembersoftheorganizationwhenneeded).
•Will achieve and maintain a high level of competency in knowledge of and positioning of the Autoimmunity Division portfolio products, solutions, and services. Strives to achieve similar competency regarding competitive systems to better position ourselves against competitors.
•Recognizes challenges, opportunities and needs in the field and takes the initiative to develop supporting pieces to address them accordingly.
•Resolvesconflicts/problemsthatarisewith customers.
•Provides regular information related to open and future possibilities (those to be closed within 12 months). Continuously updates the status of ongoing leads in the company Database.
•Awareof newtendersto bepublished inthenextmonths.
•Has thecapability to Value the company's product/solutions in terms of im
