Key Account Manager AF

Key Account Manager AF

Electrophysiology (EP)

The Key Account Manager manages large accounts/situations as a business partner with a long-term perspective. S/he is responsible for building and maintaining solid relationships with key customers with a sizable revenue per year (to be evaluated for every role in every country separately when the job is evaluated by C&B).

The Key Account Manager works for increasing market share and revenue generation within the key accounts/territory for company's full EP product range of disposables, software and capital equipment. Keeps focus on Profitability and Margin, not only on Revenue.

ROLES & RESPONSIBILITIES

• Build partnership and strong relationship with a long-term focus

• Interact with purchasing groups, administration, and key decision makers in centers

• Interact with patient/physician associations, governmental bodies, local political networks (including close collaboration with Market Access)

• Coordinate with Regional Sales Managers to identify sales opportunities and manage sales funnel

• Use data and reports (PowerBI, SalesForce…) to derive insights and drive the business

• Work with the Country Manager and the Financial Controller to identify Margin Improvement Plans and action them

• Has a 360° vision when building offers, including full portfolio deals, services and out of the box thinking

• Work with the sales team to keep deals alive after the closing

• Negotiate with centers, able to influence decisions

• Able to prospect Strategic Customers and Detractors with an entrepreneurial mindset

• Understand future R&D roadmap and anticipates future product entries

• Advanced patient flow knowledge in the hospital and in the country. Understand the referral network of the hospital

Expectations

• Manages large accounts/situations as a business partner with a long-term perspective

• Understand finance, health economics, legal, etc.

• Has a 360° view of what is done in the account, able to mobilize internal resources

• Advanced patient flow knowledge in the hospital and in the country

• Strong negotiator and able to influence decisions

• Understand future R&D roadmap and anticipates future product entries

• Explore new ways to do business

• Able to prospect Strategic Customers and Detractors with an entrepreneurial mindset

• Broad spectrum of competencies – financial, health economics, legal, etc.

• Understand the referral network of the hospital

• Master Integrity Selling and apply AIDINC methodology on a regular basis. Able to train on the methodology

EDUCATION & COMPETENCIES

• Preferably Masters’ degree minimum in Sales, Marketing or Finance or strong proven track record in sales

• Broad spectrum of competencies – Financial, Health Economics, Legal, etc.

• Compliance knowledge including Bid & Tender competencies as well as compliance’s

• At least 5 years of experience in a similar role, Sales role or Business Analysis role

• Advanced patient flow knowledge in the hospital and in the country

• Fluent in English