Job Title: Account Manager
Location: England - The North and Midlands
Travel Expectations: 3 days per week

The role holder, under the guidance of the Sales Manager, will be responsible for selling and clinically supporting Healthcare products, or products distributed by the company and services in order to maximize revenue, manage profit, gain customer growth, and customer satisfaction across a given geographical area to defined qualitative and quantitative targets. Reporting to the Sales Manager and supported by the internal functions of marketing, customer services, logistics, and shared services the role is the interface of the company and the customer. The role holder is responsible for the maintenance of the brand and is required to work to the companies shared values.

Essential Duties and Responsibilities 
 

1. 1. Achieve revenue, sales, market share growth, profit (where applicable), and qualitative objectives and targets as defined in the sales/operational plans for the territory.
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3. 2. Take ownership of account planning process- prepare, implement, and review targeted account plans, identifying potential revenue and sales growth; reporting on a monthly basis key territory action plans and account progress.
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5. 3. Engage and communicate with all internal stakeholders account plans, issues, and opportunities.
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7. 4. Plan and prepare for all customer visits, capturing and maintaining relevant sales and customer data, including accurate revenue forecasts, to enhance revenue management.
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9. 5. Plan, prepare and deliver or facilitate regular relevant clinical training & education sessions to Health Care Professionals pertaining to  products or adjunct therapy areas.  These can either be classroom or bedside based environments.
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11. 6. Regular coverage of the 24 hour clinical pager, providing telephone support to product users for emergency help/guidance /troubleshooting or support.
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13. 7. Continually develop own knowledge and skills in line with Business unit, product, organisational, market and customer requirements, keeping self fully up to date with all relevant critical care or renal publications.
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15. 8. Achieve revenue, sales, market share growth, profit (where applicable), and qualitative objectives and targets as defined in the sales/operational plans for the territory.
16.  
17. 9. Take ownership of account planning process- prepare, implement, and review targeted account plans, identifying potential revenue and sales growth; reporting on a monthly basis key territory action plans and account progress.
18.  
19. 10. Engage and communicate with all internal stakeholders account plans, issues, and opportunities.
20.  
21. 11. Plan and prepare for all customer visits, capturing and maintaining relevant sales and customer data, including accurate revenue forecasts, to enhance revenue management.
22.  
23. 12. Plan, prepare and deliver or facilitate regular relevant clinical training & education sessions to Health Care Professionals pertaining to products or adjunct therapy areas.  These can either be classroom or bedside based environments.
24.  
25. 13. Regular coverage of the 24 hour clinical pager, providing telephone support to  product users for emergency help/guidance /troubleshooting or support.
26.  
27. 14. Continually develop own knowledge and skills in line with Business unit, product, organisational, market and customer requirements, keeping self fully up to date with all relevant critical care or renal publications.

Requirements

 

1. 1. 1. 2 years’ experience in Hospital Sales
      2. ABPI qualified – understands the ABPI code of conduct and applies it accordingly.
      3. Has a good understanding of the clinical/therapy area and competently discuss with core customer groups.
      4. An understanding of the processes and procedures of the NHS and other (NICE/Patient Groups/NSF/MHRA/PASA/CPH’s etc.) customers. Has a full understanding of the relevance to the product area. Provides constant market intelligence to marketing and sales team.
      5. Life science or equivalent degree
      6. Business qualification
      7. Nursing Qualification
      8. Full driving license
      9. Resident and eligible to work in the country on a full time basis
      10. Ability to set SMART call objectives and measure outcome as part of the sales process. Ability to set varied call objectives and measure outcome to specific customer types across multiple products.
      11. Ability to follow, understand, articulate, and practice a sales process of either SPIN, IDEALS, PSS, uncovering needs and delivering product features and benefits. Ability to utilize a sales process in a non-linear way to measurable outcomes based upon customer needs and product selling. Objection handling and closing/multiple closing.
      12. Able to negotiate at a targeted customer level, elements of price and service and measure successful outcomes to an account plan.
      13. Recognizes tradeables and can communicate value within negotiations.
      14. Ability to distinguish between product and service sell and match customer needs to current value offering.
      15. Able to present to a group and follow a sales process to deliver product and service, features and benefits. Ability to recognize different needs of customers within a group and sell to these.
      16. Able to utilize presentation skills and present confidently with content, pitch, tone, projection across diverse materials, therapy, and product areas. Manage Q&A. Able to utilize various media within presentations to engage varied audiences

Frequent travel is required with often up to several hours of sitting while commuting per day.

Ability to travel to, attend, and conduct presentations