Account Manager

Position Summary:

The Account Manager is responsible for achieving maximum sales profitability, growth, and account penetration within an assigned territory by effectively selling the company’s products and related services in the assigned territory.

Essential Duties & Responsibilities:

• Establishes, develops, and maintains business relationships with current customers and prospective customers in the assigned territory to generate business for the organisation’s products/services
• Utilizes the ICU Medical CRM to capture all customer contacts, business-related discussions and subsequent opportunity management
• Demonstrates competency in the use of the ICU Medical Business Intelligence (BI) tool to draw insights on customer behavior and buying patterns to develop targeted strategic plans in conjunction with NSM and marketing for business growth.
• Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.
• Makes telephone calls, in-person visits and presentations to existing and prospective customers
• Research sources for developing prospective customers and for information to determine their potential
• Develops clear and effective written proposals/quotations for current and prospective customers
• Expedites the resolution of customer problems and complaints
• Analyses the territory’s potential and in conjunction with the commercial analyst, identifies and prioritises the value of existing and prospective customers value to the organisation
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities
• Identifies advantages and compares organization’s products/services
• Plans and organises the assigned territory’s sales strategy/business plan by maximizing the return on time investment for the territory in alignment with the ANZ’s business plan
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services
• Keeps up to date with product applications, technical services, market conditions, competitive activities, advertising, and promotional trends

Knowledge, Skills & Experience:

• A minimum of 3 years of proven sales experience in the health / medical sector
• Prior clinical experience in a healthcare setting
• A demonstrated ability to achieve sales targets
• Demonstrated aptitude for problem-solving ability
• Ability to determine solutions for customers (consultative sales approach)
• Must be results-orientated and able to work both independently and within a team environment
• Exceptional negotiation skills
• Must possess excellent verbal and written communication skills.
• Proficiency in using Microsoft Office Suite applications and contact management software
• A solid understanding of the IV consumables and infusion pump market; including trends, technologies, products, and players is preferred

Education and Qualifications:

• Bachelor’s degree in business or sciences and/or related discipline, preferred but not essential

Minimum Qualifications:

• Must have Australian or New Zealand working rights
• Must have a valid driver’s license
• Must have, or must be able to obtain, clearance to access hospital/medical/healthcare facilities, including paediatric facilities

Travel Requirements:

• Requires regular regional overnight travel (up to 25% of the time)
• Regular country travel as agreed on with the National Sales Manager

Physical Requirements and Work Environment:

• Customer site visits may require work to be performed within a hospital or clinical setting. Guidelines established for working in such an environment must be followed
• Regular driving is required in order to travel to customer sites