Laboratory Account Manager Immuno Diagnostic, East
Il y a 6 mois
The Lab Account Manager, is responsible for maintaining and growing Imuno Diagnostic sales revenue in a prescribed group of laboratory accounts (private and hospital). The individual will be expected to develop strong partnership and loyalty and propose harmonized and consistent approach across territories covered by those labs to provide them with mid/long term strategies for growth.
Territory : East France (45- 89- 77- 21- 10- 51- 25- 70- 52- 55- 90- 68- 88- 54- 57- 67)
**Accountabilities**
- Maintaining laboratory Accounts base business (Revenue & ASP) vs AOP
- Achieving prescribed growth objectives for lab accounts.
- Defending against competitive threat
- Holding regular Customer Business Reviews
- Providing business insight and value to retain customers and ensure customer relationships
- Data consistency and update in SFDC
**Decision making / Authority**
- Close collaboration with the Sales Team, Technical Service, Customer Service, Marketing, General Management in the Southern Europe Sales organisation
**MAIN RESPONSIBILITIES**
- Developing revenues for your territory by implementation of strategic and tactical sales plan to ensure revenue objectives are met.
- Consolidating existing customers-base in setting strong commercial relationship and in parallel proactively implementing actions to developing them.
- Chasing for new customers or new business inside current customers in order to extend of market share.
- Coordination and animation of local clinical events meetings with healthcare professionals (Webinars, workshops, local congresses, clinical staff meeting,)
- Tracking and answering to tenders and quotations by setting commercial offers and contracts for customers through internal tool CPQ and according approval matrix.
- Creating stable network with customers, internal and external business partners and local authorities and associations as a precondition for enduring profitable business.
- Frequently reporting of activities and updating funnel opportunities and risks in CRM (SFDC).
- Proposing on monthly basis an updated forecast for the sales for upcoming months and once a year participating in the AOP process..
- Collaborating with internal resources all activities in your territory involving clinical accounts manager, key accounts manager and Marketing & Service teams
- Developing and updating knowledges regarding the market and customer needs related to our products
**Knowledge, Skills, Abilities**:
- Experience in sales position in In Vitro Diagnostic or Medical Device or healthcare market.
- Strategic Selling/complex selling skills.
- Results oriented
- Strong interpersonal skills
- Ability to assimilate information to garner support for resources, change, etc.
- Must understand the key market drivers and dynamics of the respective country Healthcare market.
- Must be a role model for the 4-I Values (Integrity, Intensity, Innovation and Involvement)
**IDEAL BACKGROUND for POSITION**
**Education**
- Preferred Scientific or Medical Background : Master 2 or equivalent in Science (Biology, Clinical Biology, Immunology)
- Technical Knowledge: Digital literacy
- Specific Knowledge: Professional selling & Negotiation skills
- Experience in working CEIVD, IVDR and Med-tech Code compliance
- Diagnostics/med tech/pharmaceutical commercial background
- Fluent in country based. - English required
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