Clincal Account Manager

This role is responsible for developing business and growing accounts in Malaysia. The individual focuses on expanding market share, building and maintaining client relationships and executing sales strategies to achieve business objectives. The position requires a proactive professional with strong hospital and labs connections, technical understanding of products and the ability to manage projects from opportunity to conversion.

The Clinical Account Manager will establish and own customer account plans and budgets, working closely with marketing and category management teams to formulate pricing, product, and business strategy. The Clinical Account Manager needs to work collaboratively with teams in customer support, logistics, sourcing, and QA/RA.

Responsibilities:

Sales and Revenue Generation:

• To identify and pursue new business opportunities, develop and implement sales strategies, and achieve revenue goals
• Will be responsible for driving sales and growth within the healthcare market, focusing on meeting customer needs and achieving revenue targets.
• To achieve the success criteria that will be provided by the Line Manager for the successful achievement of the Malaysia goals for the SolM Medical business.
• To forecast the sales and drive utilization and compliance with Pipeline reporting, territory action plans, analyzing and reporting on sales, implementing policies, and maintaining the budget.
• Develop quarterly and annual sales plans and tactics to defend and grow business and exceed customer expectations
• Provide weekly updates, and be active with SalesForce.com

Building and Maintaining Relationships:

• To establish and nurture relationships with healthcare professionals and institutions, providing personalised support and addressing their needs.
• To provide Clinical support and drive sales across the business for the Key Accounts.
• Acts as a liaison between the customer and SolM leadership team and to ensure effective two-way communication and collaboration to drive results

Technical Expertise:

• To understand the technical aspects of the products or services that Solm has available to the market and to provide technical guidance and support to our customers

Clinical Knowledge:

• To leverage your understanding of healthcare practices, workflows, and regulatory compliance to effectively communicate the value of SolM to our customers.
• Executes the clincal and sales plan to meet the overall objectives of the company, aligned to the country’s strategic plan, includes the revenue and gross margin objectives

Account Management:

• To develop and implement strategic account plans, track account performance, and report on key metrics.
• To work closely with the Line Manager, BU & Operation team with demand planning and is an integral part of the S&OP process to ensure that inventory/stock forecast matches the customers forecast/planning and expectations to minimise back orders.
• Proactively monitors and reports on issues affecting the market, including; pricing, competitive activity, distribution, market / industry movements and other business and / or customer challenges that impact the Malaysia performance.

Training and Support:

• To be involved in providing training to customers on the use of products or services and providing ongoing support to address issues and ensure customer satisfaction.
• Consistently works to improve personal knowledge and sales management skills to add greater value to current and potential customers and to SolM

Collaboration:

• To work collaboratively with internal teams, including sales, marketing, and QA/RA, to ensure successful implementation and support of solutions.
• Facilitates a culture of teamwork and excellence among the SolM APAC team.
• Engage others, promote, and participate in Environmental, Health, and Safety initiatives, focusing on continuous improvement

Cross-Functional Leadership

• All Public and Private Hospitals within the defined territory.
• Key Distributors and strategic partners for SolM
• Key SolM staff that will include but not limited to:
• Sales Operations and inventory planning
• Marketing and Product Management
• QA and RA
• Senior Leadership

Qualifications:

• University degree – Nursing preferred
• Master/MBA or equivalent program with focus on Sales & Marketing management.
• At least 10 years of experience in medical device industry, especially in medication delivery technologies such as injection, infusion and other healthcare disposables.
• Product knowledge: present clearly the features and benefits of the technologies to potential customers and distributors
• Understanding of the value chain in healthcare industry
• Presentation skills
• Negotiation skills
• Self-starter and self-motivator capable to work independently.No issue with being hands-on and making things happen.
• Has deep domain knowledge of the technologies and/or therapeutic areas and the public and private healthcare market/environment.
• Is entrepreneurial in approach to clinical sales with invoation and willingness to present SolM in the market.
• Is driven by growth opportunities and challenges inherent with building a sales organization in a highly competitive market space.
• Strategic thinker. Believes in taking a logical and comprehensive approach to the sales process.
• Able to work with complex issues and create long-term strategies.
• Comfortable in fast changing environments.
• Can look at issues from a fresh viewpoint and quickly adapt to changes created by the marketplace.
• Has a strong presence and uses language effectively to persuade others and build commitment for ideas and initiatives.
• Makes compelling, convincing cases for his / her positions.
• Is a very effective negotiator and dynamic speaker.
• Advanced computer skills for use with Email, PowerPoint, word processing and spreadsheets skills