Job Description

Account Manager

Reporting to the Regional Sales Manager, the Account Manager is accountable for the management and growth of the defined business categories within the ASD Business Unit in the assigned territory. Ensures access to our technologies to patients through outstanding services to our customers.

Job Responsibilities:

• Selling and Account Support.
• Deliver the ASD sales targets in partnership with the other sales representatives.
• Develops an effective territory/account sales strategy, and presents the strategy to management to gain approval for implementation.
• Accountable for maintaining market and account analysis models. Accurate business forecasting taking into consideration in-depth market analysis, including market size, pricing, competitive market landscape and other information from all sources and develops strategies to improve sales and increase market share for all product lines.
• Ensures the implementation of therapy promotional/sales programs in conjunction with marketing communication, education, clinical and training.
• Builds strong and lasting relationships with key decision makers and those influential in the purchasing process to enhance the Smith & Nephew Brand and Image.
• Coordinates and liaises with other Account Managers and other Smith & Nephew businesses regarding actions/activities within the territory.
• Sets Country/district/territory guidelines to leverage resources and coordinates shared resources and services delivered within the district network.
• Provides business and field input in regional specific initiatives and actively participates in, and supports the implementation of initiatives and strategic programs.
• Assist with the execution of Medical Education programs as part of the overall Sales & Marketing Plans to support the education of HCPs.
• Establish relationships with KOLs to maintain strong understanding of product performance, market trends and potential opportunities.
• Implement and drive tender mgmt. strategies through expert input and strategy development for all ASD RFP\xe2\x80\x99s, Quotations, Contracts and Enquiries to ensure successful acquisition of new business opportunities and ongoing maintenance of existing customer relationships.
• Attends and participates in key professional congresses and events as required.
• Provides procedural implant support to the clinical team as required
• May require \xe2\x80\x9con-call\xe2\x80\x9d coverage for Trauma cases which includes, evenings, and weekends - schedule is determined by the RSM.
• Ensures that consignment and all other stock levels are accounted for and controlled. This includes the active management of capital equipment and loaners in the assigned territory.
• Builds strong business relationships with key decision makers and those influential in the purchasing process.

Education / Training:

• Acquires and develops all necessary professional selling skills, in accordance with the company\xe2\x80\x99s personal development program.
• Train and educate relevant hospital staff on SN products, using SN resources in the most effective way.
• Maintains and acquires new product, technology, market, sales tools and process knowledge.

Internal and Administrative:

• Reports all market, account, and competitive information and trends (e.g., key decision makers, procedure rate) in a complete and timely fashion to the corporation.
• Immediately and accurately reports all negative customer or product related events, e.g. customer feedback or other (legal) issues and risks etc.
• Plans and prepares sales and expense forecasts by territory, product and therapy.
• Carries out all administrative duties and all necessary reports in a timely and diligent manner.
• Attends all required regional and national meetings.

Requirements:

• Degree in Engineering, Life-Science, Biology or Business Admin., or equivalent work experience.
• Consistent experience managing a sales territory to meet and exceed sales targets.
• Experience using CRM tools, account management methodologies and processes.
• Proven ability to effectively operate and communicate in a matrix environment and working effectively with physician and administrative stakeholders and across organizational boundaries.
• Highly motivated, \xe2\x80\x9ccan do\xe2\x80\x9d attitude with strong influence management skills.
• Consistent track record of good judgement. Demonstrated integrity and respect of peers.
• Committed to a safe and healthy work environment with a proactive and cooperative attitude.
• Valid Drivers\xe2\x80\x99 License.

Knowledge, Expertise and Experience:

• Deep understanding of selling in community and academic teaching hospitals.
• Proven success selling in a value based HC system. Proven success using a CRM sales tool and implementing and leading account management strategies.
• Good presentation and communication skills.
• Demonstrated excellent interpersonal skills.

About Us:

Smith+Nephew has a proud history of more than 160 years of improving health around the world. Whilst we have grown significantly from our beginnings as a small family pharmacy in Hull, England, our caring spirit has remained the same.

Care, Collaboration, & Courage:

• Care means that we show empathy and understanding for each other, our customers and patients.
• Collaboration means we work together as a team, based on mutual trust and respect.
• Courage is about continuous learning, innovation and accountability.

At Smith+Nephew, we offer competitive and rewarding compensation and benefits packages!

Our benefits packages vary from country to country and by level, but often the total package includes the following:

A competitive salary with an annual commission plan.

Strong Healthcare coverage.

A competitive company retirement benefit scheme for all employees.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

All field sales professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully complete our credentialing process, which often includes COVID 19 vaccine management.

Smith & Nephew