Commercial
The Key Account Manager (KAM) is required to source, acquire, and develop new prospects for Premium, Non-Premium, Biomaterial, and digital portfolio products to achieve the designated sales targets. In addition, the KAM will maintain and service existing customers;
- The KAM shall work with Sales Managers, Sales Specialists and other relevant stakeholders such as the Head of DSO to promote and drive Premium, Non-Premium Biomaterial, and Digital portfolio sales;
- The KAM shall drive the digital transformation of key accounts using ioS and Co-diagnostix.
- Identify, research, and contact prospective customers and build positive relationships that will generate future sales and repeat business;
- Prepare detailed action plans and customer call schedules to support sales and support activities with both prospective and existing customer accounts within the defined territories;
- Develop quarterly and longer-term plans to maintain and/or grow business with key customers and accounts within the assigned territory;
Support current and future Straumann Group implant portfolio solutions and product lines as well other third party products that the company will carry from time to time;
Monitor and assess the needs & resources of clients and recommend appropriate actions, products and/or services to fulfill customer expectations;
Monitor and adapt sales and support activities so that key account objectives such as quarterly sales targets are being met;
Using the tools provided such as the CRM and Sales Dashboard prepare a variety of territory reports as required by the Company;
Communicate internally new product and solution opportunities, product developments, information and feedback gathered through field activities;
Refer sales leads, customer feedback, and information on competitor activity to appropriate stakeholders within the organisation so that they can respond to changing market conditions and customer demands;
Provide necessary product training and support to sales specialists and customers in the operation & maintenance of products and equipment;
Conduct Straumann Group information & referral events in accordance with the agreed KPI's and/or sales manager guidance;
Attend and actively participate in national, regional and state based sales meetings, Straumann Group and ITI events and relevant conferences as directed by the Head of Sales;
Channel Management
Develop and maintain professional business relationships with customers service, logistic team, and their employees. Identify and develop new channels to market that enable us to get closer to the customer and drive better penetration of our services. Manage such channel change appropriately.
- Track PO pending, consignment placements, stock replenishment, borrow goods and other service deliverables to monitor and ensure that our products and therapies have proper penetration.
- Organize and communicate product training, education, and related information to customers on a continuous basis.
- Travel with customer service, sales managers, and product managers to support their sales efforts and to meet with key customers and prospective customers.
- Organize and participate in regular meetings with customer service team to manage borrow goods, consignment in a timely manner.
Customer Management
- Maintain and develop relationships with KOLS and decision makers.
- Build, develop trust, maintain strong long-lasting customers relationships with key accounts, and customer stakeholders.
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Assist with challenging customers requests or issue escalations as needed.
- Present, promote and sell our products and services using solid arguments to existing and prospective customers
- Address customer problems and complaints to maximize satisfaction
- Immediately and accurately report customer feedback and adverse events to the Business Unit Manager and Product manager
- Communicating and collaborating with all function of company to ensure that key clients needs are met.
- Support clinical cases with proper inventory and tech knowledge that positions Straumann Group as an exemplary organization with excellent patient service capabilities.
- Generate very deep market knowledge of potential, size, share, usage patterns around the assigned territory and areas to drive growth. Tailor channel, product marketing and KOL engagement strategies to maximize growth.
Team Engagement
- Collaborate with Marketing teams, Clinical teams to develop innovative activities to achieve sales targets and to allow the business gain market share and differentiate from its competitors within set marketing budgets
- Collaborate with sales team to identify and grow opportunities within territory
Administrative Responsibilities
- Submits accurate and timely reports to management monthly regarding travel and support rendered.
- Supply management with reports on customer needs, problems, interests, competitive activities and potential for new products and services.
- Supports finance team to manage AR requirements.
- Completes expense reports with necessary documentation.
- Schedules travel arrangements to ensure multiple objectives are accomplished.
- Balances administrative duties with other job responsibilities.
- Maintain certification eligibility, training requirements.
Qualifications
- Early to mid-career professional with 3-5 years of experience in the dental industry demonstrating strong ambition to grow the business and develop in a fast-paced environment.
- Bachelor's Degree in a related discipline OR applicable/equivalent combination of work experience and education required. Biomedical Engineering, Nursing, Pharmaceutical or Life science related field preferred.
- Experience in medical device sales
- Proven track record of excellent sales results.
- Proven experience in key account management.
- The ability to handle multiple client accounts.
- Strong negotiation and leadership skills.
- Exceptional customer service skills.
- Excellent communication skills.
- Ability and flexibility to work out of office hour and holidays.
- Ability and willingness to travel extensively throughout territory.
- Positive, energetic and professional attitude and presentation.
- Must be highly motivated and have strong desire to succeed in a demanding role
- Basic IT literacy
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