Zonal Account Manager

Key Talents / Strengths for the Role

• Strong Leadership Skills
• Excellent problem solving & interpersonal skills
• Results-oriented with good negotiation &communications skill
• Strong business sense
• Demonstrated ability to build and maintain key business relationships internally and externally.
• Demonstrated ability to work both collaboratively and independently in a cross-functional and team-oriented environment.

Territory Management

• Develop understanding of customer needs to identify sales opportunities
• Identify tender / contract opportunities and work with colleagues to deliver
• With guidance, develop an effective and efficient territory plan
• Identify and educate surgeons on right infection control practices and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions

Customer In-service Education & Training

• Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
• Develop and maintain strong relationships with all levels of customers in hospitals
• With assistance, co-ordinate and deliver in-services education sessions
• Advise marketing on customers in-service education resource needs

Key Account Management

• Prepare a plan to optimize key account development and sales growth by identifying opportunities
• Identify and document key customers and decision makers
• Be aware of Key Account strategies for growth
• Identify and optimize cross selling opportunities and work with managers / colleagues to realize these
• Provide customer support on inventory, within company guideline

Product & Market Knowledge

• Develop understanding and continually enhance personal understanding of products features, benefits, correct product application, through practical experience, training programs, and learning from key end-users
• Able to demonstrate application / usage of products and differentiate them from competitors products
• Develop understanding of competitive products, their features-advantages-benefits
• Gather information on current practices, behaviors and attitudes

Expense, Equipment and Samples

• Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
• Seek prior approval for budget variations
• Work within sample issue and co-ordination guidelines
• Agree expense budget / guidelines with immediate Manager
• Plan sample and expense utilization to optimize usage while remaining in budget

Corporate Ethics and Governance

• Maintain a responsible and ethical approach while actively pursuing business outcomes
• Conduct business within ethics and values
• Relationship with customers based on high ethical standards

Skills Required

Budget, Benefits, Productivity