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| Location: Sales Organization |
Posted:
02-01-2010 |
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| Category: Sales |
Experience: 3-5 years |
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Status: Full-Time
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Reports to the Regional Business Manager. Responsible for directly managing 20-30 of the region’s largest and most important acute hospital accounts. The Key Account Manager will be the single face of SMNA across all product portfolios to these customers and will marshal the company’s resources in order to maintain and grow our business. These resources will include Account Managers (who will still focus on their product ranges at the hospital departmental level), marketing, customer service, finance, distributor management and supply chain. The Key Account Manager ensures that we sell Smiths Medical products and services to meet or exceed assigned quotas for these largest and most important accounts. He/she provides after sales service and support to maintain positive customer relationships and to identify other revenue growth opportunities. The Key Account Manager is responsible for submitting a variety of reports, including contact and accounts lists, as well as business plans to the Regional Business Manager in a timely and accurate manner.
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Planning & Execution
In specified key accounts, and in partnership with relevant Account Managers, to sell Company products and services in the amounts required to meet or exceed assigned quotas thereby maintaining and constantly improving the Company's competitive position.
• Work with all identified key accounts within the region to best utilize Company products and services for the greatest value to customers and their patients. Value to customers includes the following areas: Clinical, Financial, Reimbursement, Quality, and Reliability in products and services.
• Within key accounts, prospect for new business not already assigned to SMNA and find new medical protocols for the therapies Company products deliver.
• Ensure SMNA delivers excellent customer service to maintain and grow the business in the identified key accounts.
• Consistently work to improve personal knowledge and sales skills to become of greater value to our most important customers and to the organization.
• Maintain accurate and up to date records of business dealings and submit required reports to the Regional Business Manager in a timely and accurate manner. Reports include, but are not limited to customer records, sales updates and forecasts, weekly expense reports, monthly reports, and annual business plans.
• Direction is generally stated in terms of goals or objectives taking several weeks or months to achieve.
• Responsible for the success of the region’s key accounts in terms of the Company's reputation and profitability.
• Within established Company policies and procedures incumbent must use extensive creative decision making and planning skills in order to accomplish goals. However, incumbent is accountable for final results and profitability for their assigned customers.
• Owns strategic implementation and execution at account level to deliver products and services.
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• BA or BS in Business and/or/education/experience equivalence.
• Eight years experience in the healthcare related sales experience.
• Recognized as a role model with consistent behavior. Role is seen as a further career step towards becoming a Regional Business Manager.
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• Proven selling and negotiating skills in the medical device or related industry, including networking and partnering.
• Ability to effectively manage assigned key accounts in terms of strategic planning, organization skills, sales forecasting, goal setting, and profitability.
• Some knowledge of Company and competitor products.
• Knowledge of medical device or related industry sales and marketing policies and procedures, reimbursement/financial protocols, and an understanding of customer business.
• Ability to utilize education and support materials effectively.
• Effective and creative customer problem solving skills.
• Proven effective verbal, written and presentation communication skills.
• Ability to use communication methods and strategies that influence desired results at senior levels within the region’s key accounts.
• Ability to establish and maintain credibility, trust, and positive relationships.
• Demonstrated analytical and financial skills to identify patterns and draw conclusions from data and correlate data with business needs.
• Ability to use imagination and inventiveness to generate novel ideas, approaches and/or solutions that will enhance Company profitability.
• Ability to quickly adapt and respond to job environmental and industry changes.
• Ability to appropriately deal with success and setbacks.
• Ability to handle and work under stressful situations.
• Advanced computer skills for use with Email, PowerPoint, word processing and spreadsheets.
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please apply online at www.smiths-medical.com/careers
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