Our One Vision team is searching for the best talent to Strategic Account Specialist role, to be based in Recife/PE - Living in the city of Recife will be mandatory.
The Strategic Account Specialist will be responsible for strategic plan implementation in Key Accounts achieving J&J Surgical Vision product sales to achieve sales objectives and ensure the market penetration. It's focus to Strategic Account Specialist establish medium / long time relationship with consultive view, building solutions to add value and create loyalty:
Applies advanced negotiating techniques and a consultative approach with customers and internal stakeholders, to compliantly create measurable short, middle and long-term value that leads to mutually beneficial outcomes.
Integrates business acumen, data analytics, and knowledge of JJSV and customers businesses to translate insights into business solutions. Leverages knowledge of the healthcare environment, marketplace, and competitive landscape to identify future market forces and develop stakeholders networks to position JJSV as the partner of choice.
This job is eligible for sales incentives/sales commissions.
DUTIES & RESPONSIBILITIES
- Accomplish established sales targets and market share objectives.
- Create and implement the tactical plan to achieve the territory's sales goals and increasing market share. Perform monthly reports of actions taken for peers.
- Negotiate prices of products / equipment and establish contracts with hospitals / clinics / HCPs within current policies.
- Implement marketing and market development strategies in the specific territory.
- Deliver product and technology presentations with a focus on the customer and the product, differentiating them from competitive products and providing the customer with unique insights.
- Develop customer-focused product and service presentations and packages.
- Carry out Professional Education activities (ProfEd) to increase the knowledge of health professionals.
- Serve hospitals / clinics / HCPs in a specific territory, performing technical visits and clinical support to keep customers informed and trained on equipment, products, technologies and services.
- Perform contract management activities, ensuring their performance and complying with current policies.
- Provide information regarding opportunities and sales forecast regarding products and equipment for business planning.
- Collaborate with other departments of the company, capturing and providing information that can potentially impact the business, whether market and competitor information, among others.
- Segment and manage assigned territory while operating within an assigned budget (budget).
- Conducts in-service of products and equipment to ensure their effective use, product reviews and new product launches.
- Create and develop strong relationships with customers in the territory, including, but not limited to, physicians, nurses, technicians, purchasing and administrative personnel.
- Keep records of all activities / visits planned and executed and results for customers in your territory in the CRM platform.
- Perform in accordance with country and company regulations, policies, procedures and standards.
- Use consultative selling techniques to identify potential sales opportunities within the account.
- Make the customer experience unique in relation to JJSV, managing and knowing their expectations and needs, working with colleagues and support areas to promote a high level of service and innovative solutions, in addition to sharing best practices to increase value for the clients.
- Drive collaboration and keep lines of communication open and meaningful in all responsibilities assigned with the commercial / capital sales / customer service team and other internal and external partners to formulate possible solutions.
- Keep up-to-date on the Company's Product Instructions for Use (IFU), best practices and technical troubleshooting, as well as relevant clinical scientific literature and new product information.
- Prioritize and appropriately respond to requests in a high-stress environment.
- Maintain your composure and focus on problem solving during stressful interactions.
- Taking on difficult conversations with internal and external stakeholders and formulating solutions based on the dialogue and input gained during the session.
- Perform administrative work including managing account documentation, compliance training requirements, expense reporting, secure fleet in accordance with company guidelines.
- Guide and assist surgeons in the operating room through their clinical and product expertise.
- Perform complete territory-specific account management, including but not limited to, invoicing, consignment, contracts, accounts payable, effective tracking of company equipment and assets.
- Perform data analysis on tools provided by the company (eg, product portfolio, product usage, order frequency) to identify customer needs and sales opportuni
