Account Manager (AAA) - Cordis - London-00000LMF
Description
Incraft is a new product to be launched in the established EMEA AAA market. It will be the first Cordis product in this market segment so it is critical that Cordis, as well as Incraft, is introduced professionally. Creating and developing new customers is fundamental to our business and therefore will be a prime responsibility.
You will be expected to manage your territory as if it is your own business which will include offering clinical support where needed. As this is a new venture you will play a pivatol role in communicating success and failures to help develop our knowledge of the market and refine strategy moving forward.
The key objective of the Account Manager is to achieve business goals and to meet objectives as agreed with your Line Manager.
Key areas of responsibility are as follows:
- Execution of CORDIS sales and marketing strategies to increase our presence in the AAA market; conversion of competitor business and provide base clinical support where needed.
- Take Ownership for account management and maintain accurate records of each account via the CRM tool, to include; Key users (Full details of days when in theatre, key clinical interests, numbers of EVARS per year, clinical interests, congresses attended, society membership etc), total EVAR volumes, competitor activity (which product used, competitor activity and expenditure), non-clinical customer details and influence, tender details to include time for submission and key personnel
- Collaborate with other specialist sales resource (e.g. Smart flex, Endo Ethicon) and commercial resource to deliver coordinated account management approach.
- Leadership of, and assistance with, customer training activities, e.g. Centres of Excellence, Preceptorships, In-services, etc.
- Partnering with the Professional Education Managers of the AAA Leadership team to develop and maintain associated KOL relationships as well as championing the effective use of our comprehensive Professional Education Offering. To include proctorship if relevant.
- Working with the AAA global and EHQ marketing team to provide product management assistance and feedback as required.
- Working with Sales Training in the provision of field sales product procedural coaching and associated selling skills as required.
- Collaboration with others (Business Managers, Commercial team) etc.
- Build strong relationships with the non-clinical customers to explore innovative ways of adding customer value to the Cordis offering.
- Keeping up to date with changing healthcare dynamics and trends on a national basis within the surgical market and provide timely updates to Marketing Management so that strategies can be developed and modified accordingly.
- Inventory management. Maintain management of consignment inventory to ensure regular and timely invoicing. Also to ensure effective stock rotation to minimize the impact of expired product.
- Maintain an up to date knowledge of all new clinical evidence and be able to communicate this to the relevant medical teams
Qualifications
Skills and competencies that would be required for this role are listed below:
- Effective preparation and planning
- Ability to function at a high level whilst working alone as well as within a team environment
- Accurate and urgent follow-up.
- Pursuit of new business opportunities
- Ability to effectively communicate and deliver results to a broad range of internal customers.
- Maintenance and development of product & service knowledge
- Maintenance of appropriate level of Information Technology skills
- Utilisation of the Company’s adopted selling tools (Integrity Selling)
- Interdependent Partnering within franchise and across Johnson & Johnson
- Maintenance of the customer database through effective reporting via SFE
- Operating within agreed budgets
Relevant experience or qualifications required:
The successful candidate will preferably have experience of the AAA market or at a minimum have experience selling to Vascular Surgeons. They need be confident, self-driven, highly competitive yet customer centric, a good negotiator and have relevant sales experience in secondary care and can demonstrate a successful track record in selling within the medical devices & diagnostics arena. Successful candidates will also have a strong affinity for working closely with others in a team and will show entrepreneurial behaviour. In addition, the ability to build strategic partnerships with key customers both clinical and Non clinical is essential.
Additional qualifications required:
- Educated to degree level or equivalent
- Must also have a good understanding of English
- Must have proven success in sales
Closing date: 7th February 2014
Interviews: W/C 10th February 2014
Primary Location:Europe/Middle East/Africa-United Kingdom
Organization: Johnson & Johnson Medical Ltd. - fka -Ethicon Ltd. (7355)
Job Function: Selling MD&D
Description
Incraft is a new product to be launched in the established EMEA AAA market. It will be the first Cordis product in this market segment so it is critical that Cordis, as well as Incraft, is introduced professionally. Creating and developing new customers is fundamental to our business and therefore will be a prime responsibility.
You will be expected to manage your territory as if it is your own business which will include offering clinical support where needed. As this is a new venture you will play a pivatol role in communicating success and failures to help develop our knowledge of the market and refine strategy moving forward.
The key objective of the Account Manager is to achieve business goals and to meet objectives as agreed with your Line Manager.
Key areas of responsibility are as follows:
- Execution of CORDIS sales and marketing strategies to increase our presence in the AAA market; conversion of competitor business and provide base clinical support where needed.
- Take Ownership for account management and maintain accurate records of each account via the CRM tool, to include; Key users (Full details of days when in theatre, key clinical interests, numbers of EVARS per year, clinical interests, congresses attended, society membership etc), total EVAR volumes, competitor activity (which product used, competitor activity and expenditure), non-clinical customer details and influence, tender details to include time for submission and key personnel
- Collaborate with other specialist sales resource (e.g. Smart flex, Endo Ethicon) and commercial resource to deliver coordinated account management approach.
- Leadership of, and assistance with, customer training activities, e.g. Centres of Excellence, Preceptorships, In-services, etc.
- Partnering with the Professional Education Managers of the AAA Leadership team to develop and maintain associated KOL relationships as well as championing the effective use of our comprehensive Professional Education Offering. To include proctorship if relevant.
- Working with the AAA global and EHQ marketing team to provide product management assistance and feedback as required.
- Working with Sales Training in the provision of field sales product procedural coaching and associated selling skills as required.
- Collaboration with others (Business Managers, Commercial team) etc.
- Build strong relationships with the non-clinical customers to explore innovative ways of adding customer value to the Cordis offering.
- Keeping up to date with changing healthcare dynamics and trends on a national basis within the surgical market and provide timely updates to Marketing Management so that strategies can be developed and modified accordingly.
- Inventory management. Maintain management of consignment inventory to ensure regular and timely invoicing. Also to ensure effective stock rotation to minimize the impact of expired product.
- Maintain an up to date knowledge of all new clinical evidence and be able to communicate this to the relevant medical teams
Qualifications
Skills and competencies that would be required for this role are listed below:
- Effective preparation and planning
- Ability to function at a high level whilst working alone as well as within a team environment
- Accurate and urgent follow-up.
- Pursuit of new business opportunities
- Ability to effectively communicate and deliver results to a broad range of internal customers.
- Maintenance and development of product & service knowledge
- Maintenance of appropriate level of Information Technology skills
- Utilisation of the Company’s adopted selling tools (Integrity Selling)
- Interdependent Partnering within franchise and across Johnson & Johnson
- Maintenance of the customer database through effective reporting via SFE
- Operating within agreed budgets
Relevant experience or qualifications required:
The successful candidate will preferably have experience of the AAA market or at a minimum have experience selling to Vascular Surgeons. They need be confident, self-driven, highly competitive yet customer centric, a good negotiator and have relevant sales experience in secondary care and can demonstrate a successful track record in selling within the medical devices & diagnostics arena. Successful candidates will also have a strong affinity for working closely with others in a team and will show entrepreneurial behaviour. In addition, the ability to build strategic partnerships with key customers both clinical and Non clinical is essential.
Additional qualifications required:
- Educated to degree level or equivalent
- Must also have a good understanding of English
- Must have proven success in sales
Closing date: 7th February 2014
Interviews: W/C 10th February 2014
Primary Location:Europe/Middle East/Africa-United Kingdom
Organization: Johnson & Johnson Medical Ltd. - fka -Ethicon Ltd. (7355)
Job Function: Selling MD&D