Key Account Manager

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, especially from Medical Devices Company, at 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)

• 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.