Key Account Manager

Primary purpose:

• This position is responsible for achieving the set budget for the assigned territory through clinical and strategic sales strategies and maintenance and growth of accounts.

Detail Job Description:

• Achieve/Exceed Budget:
  • Implement a sales strategy per account to maintain existing business and to develop new business opportunities. Work closely with the  In-Center Sales Manager across the entire sales cycle to ensure customer outcomes and achieved.
  • Increase customer base and market presence through establishing relationships with key opinion leaders, key influencers and decision makers
  • Provide targeted counselling and account information to the clinical and technical team as required
  • Track and report competitor activity within the assigned accounts
  • Maintain a high-profile presence in the market place through the creation of win-win solutions with customers which turn a sales relationship into a long-term business partnership.
  • Managing the immediate post-purchase activities (checking order status, delivery, handle complaints etc) to ensure customer satisfaction
  • Provide appropriate clinical support activities such as in-servicing, installations, training & education as required etc
• Support Sales Administration
  • Provide input to forecasting requirements, preparing annual sales budget;
  • Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
  • Prepare and present customer offerings, quotes, tenders, re-orders and any other related business requirement
• Act as a key member of the team:
  • Update clinical knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks
  • Promoting a team culture by assisting others during periods of high workloads, leave or absence so that overall objectives can be met
  • Provide input and support to marketing programs as required
  • Maintaining team communication
  • Undertaking other tasks as required
  • Where appropriate, become involved in FME activities including attendance at staff meetings and involvement in company or employee events
• Other tasks
  • Other projects those may assign by Direct Superior
  • Obey the health and safety guideline as per guided by Crisis Management team when doing his/her job inside or outside the organization
  • Obey the Fresenius Medical Care Compliance and Company Regulation

Education and Experience

• Min. Bachelor degree of Business Administration, Management, Sales, Science or other related field
• Dialysis experience - highly desirable, or Healthcare business experience from Multinational Company
• 3 years + Account Management or Business Development experience in Managerial level - highly desirable
• Highly developed interpersonal & influencing skills
• Entrepreneurial, adaptive, highly motivated, independent, commercially adept, articulate and confident
• Skills across most Windows applications including Word, Excel, and PowerPoint.
• Demonstrable track record of success in medical sales – desirable
• Ability to develop and implement business plans within the region.
• Ability to provide an out of hours service
• Ability to attend meetings or conferences interstate from time to time which may be inclusive of week end.

Competencies (attitude, skills, typical qualifications & experience)

• Core Competencies refer to FME Company Values
  • Collaborative: means that we know how to work together for our shared purpose and to achieve our goals as one company
  • Excellent: means that we continuously drive quality and progress to lead the business into a successful future
  • Proactive: means that we are good at taking the initiative to make an impact with our work
  • Reliable: means that we are a trusted companion to our patients, partners and colleagues
• Sales Competencies
  • Product, Disease and Market Knowledge
    • Understanding of product concept, development process and management, including pay attention to opportunity to fulfill customer expectation and create customer demand.
    • Understanding of product concept, character and environment changes as well as their impact on company's product positioning.
    • Keep to see the opportunities to expand sales area in order to meet customer expectation.
  • Selling & Negotiation Skill
    • Conduct right sales negotiation strategy with a result win-win outcome and to ensure avoiding price concessions and protecting profit margin"
  • Territory Management
    • Identify and create balance sales territory to maximize sales & profits, and to allocate resources efficiently
    • Increase market coverage and provide good customer service to ensure higher sales figures and greater customer satisfaction
  • KOL Management
    • Ability to engage and influence internal and external stakeholders to change perception or obtain commitment.
  • Business Acumen
    • Uses business and financial analysis to identify ways to improve profitability;
    • develops and manages budgets effectively and manages the financials of the brand to ensure sales and BOI objectives are achieved;
    • forecasts sales effectively;
    • makes effective trade offs within and across budgets;
    • anticipates issues and builds contingency plans.
• FME Leadership Expectations
  • Collaborate Globally
    • Be a role model of effective collaboration across company and geographic boundaries
    • When acting locally consider the global business impact
    • Strongly participate in global activities
  • Be a Good Decision Maker
    • Have a deep and broad understanding of our business, products, services and markets
    • Balance speed and risk in making timely, best quality business decisions
  • Define and Shape Vision and Purpose
    • Translate the big picture into meaningful, actionable plans, aligned with our Values that engage and energise our employees
    • Develop an inspiring vision and the strategies to achieve it
    • Communicate effectively and motivationally
  • Develop our Talent
    • Create an environment where all employees are engaged and constantly learning
    • Actively develop yourself and others
    • Build and inspire high performance
  • Lead innovation and Positive Change
    • Search for and apply new ideas from both inside and outside of our company.
    • encourage people to be creative in their thinking, challenging the status quo and looking for innovative ways to accomplish goals
    • Embrace change and accept uncertainty, balancing continuity with discontinuity
• General Competencies:
  • Continuous Learning: Show the great willingness to receive knowledge & skills for effectiveness of work
  • Commit to the Organizational Ethic: Work behavior which highlighted on social, moral and organizational values and ethic in conducting business activities internally and externally
  • Administration, Planning & Organizing: Implement the process of operational administration, reporting and document management regarding operational process in working unit.