Job Title: Account Manager
Job Type: Permanent
Location: Kent, East Sussex, South East London
Duration: Full Time
Salary: Competitive
Ref No: 162684-CONVT-BURNS-SE
Region: London / South East
Salary: Competitive
Job Description:
Develop and build enviable relationships with key customers within target accounts which increase sales and market share growth of the assigned products on the territory in line with expectations.
Background:
ConvaTec are known for developing wound care, ostomy and critical care devices. The company was founded in 1978 with its global Head Quarters in Skillman, New Jersey and European Headquarters in Ickenham.
They currently employ 3000 employees across 100 countries. ConvaTec merged with Unomedical in September 2008 and boasts worldwide sales of $1.6 billion.
The UK wound market is the largest franchise in the world after the United States, and the goal is to grow by a further 10% in 2009. Mission: "With imagination and innovation we make a difference in people's lives" Vision: "Be the growth leader in every market and category in which we compete" Principles: "Drive results while complying with all local laws and regulations" "Build and protect the reputation of the ConvaTec brand" "Promote the safety of employees, customers, and patients" ConvaTec's continuing success is developed and built on enviable relationships with key customers within Community and Acute Trusts which increase sales and market share growth. ConvaTec currently have vacancies for graduate Account Executives who are driven, tenacious, enthusiastic and willing to learn.
Key Responsibilities & Duties
Delivery of sales targets across territory
Represent ConvaTec professionally at all times
Demonstrates in-depth clinical and product knowledge within key indication areas
Produce specific account growth plans detailing actions and resources
Build comprehensive customer influencing map
Maximise the clinical access to key brands through formulary inclusions or clinical guidelines
Drive and support product implementation across care settings
Ensure correct and competent use of ConvaTec brands through regular training.
Initiate and drive (hospital/community) product evaluations through liaisons with key clinical decision makers
10. Facilitate audits to gather prevalence data
11. Support the development of business cases for financing of products through liaison with key clinical decision makers in conjunction with HDMs
12. Facilitate the development of localised case studies and evaluations for dissemination and publication
13. Plan and implement local study/educational activity to raise awareness of the therapy areas and build platform for sales opportunities
14. Develop and promote local product advocates and maximise peer to peer selling
15. Meet agreed Metrics & SFE Standards working within and adhering to
Company's compliance policy & Standards of Business Conduct & Ethics
A. Principal Contacts
¨ Internal
Regional Business Managers, PDMs, HDMs, marketing, finance, medical
¨ External
District Nurses, Clinical Nurse Specialists, General nurses, Podiatrists, Pharmacists, Consultants/GPs, Procurement
B. Travel Requirements: Yes
Wide travel within territory daily. Up to 30% time traveling. Occassional travel off territory to exhibitions, meetings etc. Up to 12 nights pa in hotels
Essential Skills:
Required:
Delivering Sales Commitment
Develop a flexible SMART business plan for territory and account plans with specific action plans to grow business
Ability to segment & prioritise accounts and customers based on business potential focussing contact/frequency accordingly
Conducts regular review and careful analysis of performance of accounts i.e. sales, personnel and market trends to ensure continued growth and productivity and alignment with business objectives
Commitment to close business opportunities and ensure implementation of ConvaTec products
Working to ConvaTec sales model
Able to use consultative selling to identify and build customer needs, tailoring messages to the customer to enable them to make informed clinical decision
Identify key customers within accounts and clarify individual influences on buying decisions. Tailor solutions to meet the specific needs and follow up acceptance.
Ability to negotiate with key accounts to optimise business opportunities and create win:win situations
Delivers creative, value-added business results through superior execution and setting ConvaTec apart from our competitor and keeping the customer needs foremost in decision making
Ensuring Marketplace/Industry knowledge
Maintain awareness of healthcare developments, health reforms and changes within territory, gathering competitive intelligence and sharing with internal and external sources.
Have clear understanding on all external influences impacting on decision making
Product & Indication knowledge
Ensures in-depth knowledge of assigned brands, indication and treatment options, using patient profiling to niche product to patient needs in providing customer focused solutions
Ability to present products/services as solutions to customer needs
Articulates benefits of ConvaTec's products relative to competitors' in a professional manner
KOL Management
Develops partnerships with key customers within territory by identifying and delivery valued added activities & services which help drive business growth.
Focus on developing clinical advocates for key brands through good selling, audit and evaluations
Facilitate peer to peer advocacy
Host local customer events to build relationships and gain better understanding of customer groups
Ensuring alignment & integration of activity
Works with Manager to identify & secure resources to support & develop business opportunities i.e. Medical Education, Marketing, SFE etc.
Ability to manage competing priorities within Healthcare environment. Demonstrates sound judgement allocating time effectively against activities which drive business growth and are aligned to business objectives.
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