Account Manager (m/w/d) Region Süd-Westdeutschland

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We continually look for motivated and skilled individuals who are interested in supporting our customers – healthcare professionals who use our products to help patients and their communities.

We currently have the following opportunity available:

Account Manager

The role of the Account Manager is to be responsible for the development of the installed base and the turnover in each geographical area for the Elekta Oncology portfolio (SW and HW). They develop and implement the strategy and actions needed to increase the sales of products/services. Increasing the revenue generated by the after-sales service solutions in Elekta Solutions.

The Account Manager has specific expertise in radiation oncology and is responsible for various actions ranging from prospecting, quoting to closing sales on this line of products. They have sufficient knowledge of the solutions in the range to understand and collect customer expectations for the entire Elekta suite (software, brachytherapy, neurosurgery, linear accelerators).

They are responsible for the relationship between the customer and Elekta, establishing partnership relationships with customers, identifying the Key Opinion Leader in the area, and building a relationship of mutual growth, consolidating awareness of Elekta, its products and services.

During customer visits, they qualify the overall needs of the customers, utilizing the appropriate support for their locality and range, working in close collaboration with respective Business Lines to best meet the specific needs of the customers. They are responsible for monitoring and ensuring customer satisfaction on the installed base and new installations, coordinating the necessary actions with the actors in the sales process (marketing, applications, sales, project manager, service, etc.).

Responsibilities

• Identify business volume maps of area sales opportunities.
• Build commercial action plans (to be validated by commercial management), then implementing actions to achieve the defined business volume objectives.
• Qualify customer needs for the entire Elekta range and work with the appropriate support to best respond to customers in each of the segments.
• Beyond the actions relating to the project (equipment), create and manage with relevant support, actions to develop recurring revenues (upgrades on the installed base) and service orders.
• Lead on customer satisfaction, managing the response and coordinating actions with other parties - after-sales service, project managers etc.
• Report figures during regular opportunity reviews, generate reliable External and Soft Radiotherapy forecasts.
• Keep forecasts up to date in the CLM tool as well as contacts and competitor installed base.

Offers

• Technical Offer: Uses their knowledge to develop commercial offers, monitoring the implementation of technical files in conjunction with the Product Manager – monitor progression in CLM to ensure all tasks completed in a reasonable timeframe.
• Financial Offer: Takes full responsibility after consultation with relevant colleagues. Create/review quotes using Oracle CPQ, respecting the price recommendations put forward by marketing and sales management.

Customer Visits

• Has expert knowledge of the installed base of their sector and the decision-making customers.
• Regularly visit the installed base to ensure its maintenance and development, collecting feedback to continuously monitor needs/insights and improve customer satisfaction.
• Visits competitor installed bases to be ensure sufficiently upstream of purchasing decisions - Documents each visit with a detailed report, sent by email to the sales and marketing department.

Marketing

• Participates in congresses and identifies opportunities in the sector.
• Responsible for updating the customer/prospect listing for the geographical area under CLM.
• Shares with the marketing department the expectations of customers regarding RT/SRS solutions.
• Analyses as closely as possible the offers and the strategy of competitors on the market.

Relevant Knowledge, Skills, and Competencies

• A bachelor's degree, clinical or business oriented OR equivalent knowledge acquired through business experience.
• Skills and knowledge in Physics i.e., diploma physicist or dosimetry OR competences in information systems in the hospital world.
• Solid knowledge and experience of the medical devices industry; MR imaging and Radiotherapy experience with an understanding of radiosurgery, radiation oncology and clinical workflows preferred.
• Proven sales and negotiation experience within capital medical equipment and/or medical devices industry. A driven sales attitude with a strong desire to win a complex sale requiring unique approaches and persistence.
• Fluency in oral and written English and German is required.
• Experience of working within a geographically dispersed sales environment.
• IT competence including Microsoft suite, CRM (Salesforce), Qlik sense, Seismic and other tools.
• Strong interpersonal skills with the ability to develop and leverage internal/external relationships.
• Able to work both strategically and operationally, able to interact directly with multi-disciplinary professions at all levels of authority (including technologist, medical physicist, radiation oncologist, administrator, C-level)
• Excellent communication skills, both written and verbal, a skilled speaker and confident company representative.
• Able to work both autonomously and as part of a team when required, in order to execute complex or specialised projects and activities.
• Results oriented, an analytical approach and solid project management skills.
• Demonstrable business acumen and commercial mindset.
• Persistent and enduring approach, prepared to make strong personal commitments.
• Strong ethical standards, values, and good judgement.
• Demonstrable knowledge and understanding of Elekta's product portfolio and proficiency in assigned product specialties will be essential.