[Hanoi] Account Manager, Medical Technology

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Purpose of this position / Position summary
Responsible for achieving the short- and medium-term sales and earnings targets for the SUR & CDM portfolio within the sales area for all portfolio components.
Based on the SSC and go-to-market strategy for the product portfolio of the strategic business unit Ophthalmology (OPT), the incumbent develops a short, medium- and long-term development plan for his/her sales area and is re-sponsible for its implementation
Responsible for customer support, taking into account the customer's entire buying center (administration, medical technology, application, marketing, ) and the management, coordination and project initiation of all sales, service, marketing and application activities at customer level
Primary duties and responsibilities
Including but not limited to:
1. Responsibility for sales operation activities within a territory/product line:
• Independent operational implementation of quantitative sales and profitability targets within the portfolio of the Ophthalmology Strategic Business Unit (OPT) including associated services, financing solutions and (tech-nical) service
• Independent negotiation of prices and purchase agreements with medical and non-medical decision-makers
• Be responsible for the management and control of external warehouses/unit rotation, expiration date, collec-tion of implementation vouchers and carrying out physical inventories. In order to guarantee the greatest product rotation and the earliest billing of products
• Be responsible for the sales budget of the assigned accounts within a wide range of activities
• Pipeline Management: Enforce strict Salesforce governance (Salesforce,) to ensure accurate pipeline tracking, clean client data maintenance, and robust sales forecasting.
2. Independent development of customers and the local market:
• Implementation of the OPT strategy at the customer's site staggered according to the Go2Market concept per customer segment (e.g. different goals and approaches for inpatient facilities and outpatient locations) with corresponding tasks and responsibilities
• Development and implementation of a short-, medium- and long-term development plan for the area for the OPT portfolio
• Forward-looking acquisition of customers, systematic and strategic development of new and existing custom-ers with regard to quantitative and qualitive goal achievements
• Independently identify customer needs and process them in terms of sales
• Handling customer requests and complaints and ensuring correct handling
• Customer-oriented thinking: being open and assessing customer wishes and problems
• Carry out digital customer management: CRM (Sales Funnel), Infor, corporate Apps
• Independent execution of price and volume negotiations in the sales area (for customers with whom there are no other contractual agreements)
• Enforcement of the central pricing strategy at the customer level
• Ensure the expansion of networks within the sales region
• Identifying, evaluating and translating local market movements and tendencies into strategic plans
3. Plan, lead, and track sales campaigns:
• Plan and execute sales support measures / marketing campaigns
• In cooperation with the appropriate internal contacts, ensure the local launch of new products by presenting products to customers
4. Support for opinion leaders:
• As a central point of contact for opinion leaders, identifying, supporting and developing them.
• Supporting and training customers at trade fairs and events
• Designing and supervising the content of small events in coordination with the marketing and sales manage-ment
Any other duties & responsibilities as assigned by the management
Dimensions / Key Data
1. Leadership accountability
2. Supervisory dimension
3. Key relationship/customers
Surgeons, doctors, 4PLs, Sub distributor
4. Key interfaces/liaison/functional guidance within ZEISS group
Application, Marketing, Finance, Legal, Logistics
5. Key data / KPIs
Other KPI
• Effectiveness of marketing activities