Account Manager TS CEE

Job SummaryWorking with minimal supervision from the Regional Manager, responsible for multiple distributors with large accounts and/or multiple product areas. He/She is responsible for meeting a significant part of the sales targets for the assigned territory, with responsibility for the following parts of the sales process, while coaching others in the areas of their expertise:Develop the market for TS business in the territoryGenerate new leads, manage his sales funnel by visiting end customerIdentification of sales opportunitiesQualification of the sales opportunitiesAnalysis of the buying influences and fine-tuning of the Single Sales OpportunityProposing a solutionGetting account agreementAccountable for establishing and attaining TS business goalsWorks together fluently with other sales related functions such as Marketing, FIT and Customer Support Essential Duties And ResponsibilitiesPlans, facilitates and/or conduct multifaceted, extended negotiations for the sale of complex, high-value, multi-year contracts for solutions and/or services to produce revenue in line with organization and individual targets and quotas with focus on operational management of existing distributor network.Apply consultative selling skills to develop attractive value propositions for one strategic or several large, complex opportunities in a specific industry.Maintain effective customer relationships with key senior-level decision makers and influencers to understand the customer's requirements, match them with the organization's solutions and close the deal.Utilizes advanced product/service knowledge and understanding of the customer's business to develop customized proposals that present creative solutions that successfully sell the organization's capabilities.Produces revenue in line with current organization and individual targets/quotas.Promotes and sells a portfolio of technical and/or nontechnical products and/or services and solutions directly to current and new customers.Inform customers of new product/service introductions and prices.Creating, monitoring and revising lead generation plans to ensure a substantive sales opportunity pipeline.Conducting routine actions in CRM system (SFDC)Maintaining routine TS forecast in collaboration with the regional managerPurchasing order’s follow-upDay-to-day regular distributor collaborationTogether with Regional Manager CEE co-authoring in creation and implementation of Go-To Market plans and pricing strategy.Visit customer and establish relationship with KOL of the territoryProvides customer training on the TS products, and supports knowledge transfer to customers and distributorsCommunicates the TS product value proposition to customers and distributorsProvides active sales support and coaching to the distributor sales teamDevelop sales proposals based on market conditions in collaboration with Regional ManagerAccount Management: Prioritize accounts to determine coverage, assess opportunity and develop new business. Coordinate and manage resources to provide necessary customer service. Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account sales planAdministration / Internal Communications: Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnelPersonal and Professional Development: Continuously increase and sharpen therapy and technicalknowledge as well as continuously developing selling, negotiating and presentation skillsProvide input to Marketing on key learnings and developments in the marketClosely work together with Marketing to allow availability of the right sales tools at the right timeOther responsibilities:Responsible for training field sales associates from the distributor as well as coaching responsibilities in areas of expertise.Manages multiple distributors with large accounts and/or multiple product areas within TS portfolioCo-develop cross-functional operational plans in support to the organization’s business strategy with direct impact on overall business results.Responsible for achieving a significant portion of the overall cluster revenue.The role of the account manager may extend outside CEE based on organizational requirements or mutual agreement Minimum Qualification RequirementsEducationDegree in Business or Life SciencesExperienceA minimum of 5 years’ sales experience in Life Sciences industry, preferably in medical devicesWorking experience in a multinational company having knowledge of forecasting and CRMRecognized as expert in several business sales & product areasExperience in creating & implementing sales strategiesExperience understanding business products & therapy applicationsDemonstrated advanced selling skills & sales techniquesSkillsRole model and inspires others to behave in line with company core values:Respect – Appreciative of othersIntegrity – Guided by our missionCare – Empathic to patientsQuality – Committed to excellenceCreativity – Striving for innovationExcellent written & verbal English language skills + knowledge of local/ regional languages is a plusAdvanced sales techniques & selling skillsStrong overall communication skillsProblem- solving & result drivenStrong business & financial acumenAbility to proactively identify customer business problems/opportunities and recommended solutionsFlexible mentality, entrepreneurial spiritIndependent & autonomousSelf-motivating & perseverantHigh level of ethics Certificates, Licenses, RegistrationsObtain Sign- off on products prior to delivering training Additional InformationThis position will be based in CEE region with frequent travelling (up to 70%)Direct report to Regional Manager CEE