Product Specialist

Objective of the jobThe Product Specialist role will have responsibility over the whole sales process within the territory. This role is aimed at developing new customers with a defined market segment, with a view to establishing a strong presence in the market and securing revenues streams for the long term. This role will work closely together with the peer colleagues (EMEA organization) to establish/maintain a strong interlinked Sales Team. Tasks & Responsibilities:Manage, coordinate and supervise the assigned Hospital Accounts (prospects and customers) in the field of interventional cardiology in such a planned and structured way that the account management activities can be qualified as effective and efficient and the account management objectives will be achieved. Hospital Accounts comprise all involved levels of these accounts and all departments related to these accounts.Effectively plan and organize the sales and clinical activities in his assigned accounts.Achieve the customer services- and sales target for his assigned accounts.Manage the customers who use (and the prospects that have the potential to use) OrbusNeich products.Canvass the prospects that have been identified as potential high volume customers.Maintain or improve a high level of job knowledge, performance and result.Major tasksPrepare and elaborate concrete and realizable account plans (per prospect and per customer), including clinical support activities. Effectively execute the account plans, utilizing the own managerial and sales skills as well as the available clinical capacities.Observe, analyze, interpret and report needs and concerns of the Hospital Accounts that are of importance for the realization of the account plans.Monitor developments and changes in the accounts that are of importance for achieving the set sales and customer relation targets. Assess motives, feelings and opinions of decision makers and influencers of the accounts in deciding which approach or actions have to be taken.Prepare ‘tailor made” offers and proposals for each account and present these to the decision makers of the regarding account.Negotiate with and persuade the decision makers of the accounts about proposals, offers, terms and conditions, needed to achieve the sales targets.Initiate, facilitate and stimulate account support activities such as clinical support or promotional support. Maintain and improve formal communication with the management of the company as well as with the decision makers and influencers of the accounts.Display constant awareness of quality of all account support activities, including clinical support and customer services.Requested profileBroad knowledge of and experience in Hospital Account Management and well-developed communication and leadership skills with ability to develop constructive responses to the needs of the Company. 5+ years of professional Hospital Account Management experience and relevant college level education. Proficient communication and negotiation skills in business English are essential.Understands the portfolio of services OrbusNeich offers, how they integrate and are used; understands the technology environment in which OrbusNeich works; understands the major trends and issues that influence the industry; shares knowledge about competitive market conditions; understands market dynamics; understands the portfolio of subjects relating to a given operational function (marketing, finance, human resources, etc). Knows the requirements of specific customers/markets; understands customer goals, strategies and processes to ensure customer focused decisions; maintains personal involvement with and seeks feedback from customers; keeps resources focused on responding to customer needs; applies customer delight as the ultimate guide in decision-making.Focuses on business results and the achievement of objectives (even when faced with obstacles); drives for business results as measured short-term by revenue growth and profitability and long-term by customer retention and market share; develops strategies with a strong focus on financial outcomes for the organization; seeks/encourages continuous improvement; acts decisively/with a sense of urgency including when tough decisions are necessary; strives for timely implementation; takes calculated risks; reallocates time/resources quickly in response to changed circumstances.