Account Executive (Lodzkie + Swietokrzyskie + Mazowieckie (excluding Warsaw)

What are we looking for

The Account Executive is the “owner” and key point of contact for existing and potential accounts and the main person to execute on identified “Interconnected Solutions” opportunities developed through strategic targeting of the complete Diagnostic Imaging portfolio by producing a pipeline through collaboration with public and private hospitals and imaging centers. Strong understanding of the DI market and trends in Radiology is an additional advantage.
Your role:
Identify, Segmenting & Map Key Accounts and Stakeholders
Define matrix of key decision-making customers in key accounts and potential new key accounts in assigned territory
Develop & Implement Account Plans
Identify business opportunities and collaborate with sales management to accelerate and execute on these opportunities
Develop and drive appropriate portfolio management strategy in collaboration with the National Sales Manager
Develop & Deliver Budgets (for each account & territory)
Provide regular input into budgeting / forecasting processes
Achieve quarterly and annual sales target
Engage with / Manage Key Decision Makers (or each account & region)
Be the single point of contact with customers, coordinating with a network of Guerbet sales and functional expertise to provide full account management support when needed
Customers will include all key economic & clinical decision makers (Commissioners, Clinicians, Department Heads, Finance, General Managers, GPOs, Hospital Networks, Payers, Pharmacies, Procurement / Purchasing etc.)
Customer engagement can be face-to-face, phone or virtual
Guerbet functional experts include customer services, market analyst, marketing, Regulatory Affairs
Be the main customer contact and supporting evidence based selling processes, product launches, RA/QA issues, market analysis, market research, complaint handling and monitoring competitive activities
Identify and develop Key Opinion Leader support and represent Guerbet at scientific conference and networking events to reinforce Guerbet presence and brand on the market
Develop and Execute Commercial Deals with Accounts
Promote and support the full Guerbet DI portfolio “Interconnected Solutions”
Promote their unique value & positioning and coordinate the implementation of related commercial initiatives (Training, Contract Management, Pricing negotiations, trouble shooting, relationship management)
Gain market share, optimize pricing strategy, and build long-term contractual agreements and relationships with Key Accounts and GPOs
Manage and negotiate contracts & tenders, including pricing schedules & discount rates in coordination with National Sales Manager
Implement innovative pricing strategies & propose new ones to National Sales Manager
Share regional / local commissioning, guidance& pathway trends with Sales Manager& other KAMs
Identify Tenders & Escalate to the Sales Ops Team
Resolve Issues with Accounts Directly or Escalate to Customer Service team
Education:
Preferably, Life Sciences or adequate commercial experience gained in medical devices or pharmacy sector
Additional, degree in electroradiology is a strong plus
Experience:
Minimum 5 years successful Field Sales Experience in the HealthCare industry;
Thorough knowledge and understanding of specificity of the functioning of the Diagnostic Imaging Centers
Proven negotiation experience in a multi stakeholder environment
Preferred Skills/Qualifications:
Proficiency in English required
Good working knowledge of Outlook, Word, Excel ,PowerPoint ,SFDC

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