Area Account Manager - Acute Care - South East

Key Accountabilities

• Run your sales area as your business to maximise profitable sales of systems, reagents and consumables.
• Maintain a current and in depth knowledge of all products in the range.
• Establish a customer call frequency appropriate to the level and state of business at each account.
• Carry out sales visits, presentations and demonstrations of Acute Care products and software packages to the highest level of professionalism.
• During sales visits use Acute Care sales tools, these include:
  • GEMweb Plus demo tool
  • iQM demo tool
  • Werfen Touch
• Ensure that Werfen reagents are used to their maximum potential by each account.
• Ensure that new accounts place a standing order as soon as possible and that Werfen products are used to the maximum extent.
• All new accounts are to be entered into CRM database, including:
  • Customer name
  • Department
  • Contact details
  • VOB
  • Contract renewal date
• In conjunction with the Application Specialist ensure that new systems are installed efficiently and brought into routine use as quickly as possible.
• With the aid of the Application Specialist Team ensure satisfactory training programmes are delivered for total customer satisfaction.
• Maintain accurate and up to date prospect lists.  You are responsible for ensuring this information is kept up to date.
• The maintenance of CRM is absolutely mandatory with particular focus on the Value Prompter tool.  This will include:
  • Business Issue being identified
  • Anxiety question
  • Problem description
  • Solution
  • Value
  • Power (Decision makers)
  • Plan
• Ensure CRM information is correct to allow accurate:
  • Market mapping
  • Pipe line forecast
• At each account ensure that all decision makers are identified, visited and sold to, including supplies and management personnel.
• Provide a rolling twelve month sales forecast at the beginning of each calendar month.  You must be able to give an in depth review of each account on the presented forecast.
• Liaise with the Acute Care Sales Manager in the completion of tenders.
• Liaise frequently with the other Business Groups Area Account Manager to ensure a smooth and free flow of information horizontally.  Use this liaison to obtain and provide additional cover for yours, and their areas, thereby maximising the effectiveness of your customer visits.
• Provide effective applications and troubleshooting assistance to users, as appropriate involve the Application Specialists.
• Liaise regularly with your local Field Service Engineers to ensure a free flow of market information.
• Visit lost sales, obtain debrief information and maintain contact for future business.
• Be aware of and report on competitive activities / strategies.
• Maintain a current and in depth knowledge of competitive products.
• See the views of users and non-users on our products and their future product wishes.
• Provide the Acute Care Sales Manager with a monthly report covering your activities for the month, relevant comments relating specifically to the sales forecast, lost business and objectives for the next month, achievement of the previous month’s objectives plus a rolling 12 month sales forecast.
• Ensure the Acute Care Sales Manager is advised immediately of any problems which might prevent the achievement of your objectives.
• Use the complaint system effectively. With the Application Specialist ensure all relevant customer information is entered.
• With the aid of the Application Specialists ensure complaints are closed to total customer satisfaction.
• Do not regard the foregoing as exclusive, be proactive in furthering our aims and objectives.
• Awareness of the Integrated Management System (covering Quality & information Security) and its relevant policies and procedures.

Internal Networking

• Sales Coordinator
• Area Account Manager in other business units
• AS Acute Care
• Key Relationship
• Acute Care Sales Manager
• Acute Care Business Manager