Working with minimal supervision from the Regional Manager, responsible for multiple distributors with large accounts and/or multiple product areas. He/She is responsible for meeting a significant part of the sales targets for the assigned territory, with responsibility for the following parts of the sales process, while coaching others in the areas of their expertise:

Develop the market for TS business in the territory

Generate new leads, manage his sales funnel by visiting end customer

Identification of sales opportunities

Qualification of the sales opportunities

Analysis of the buying influences and fine-tuning of the Single Sales Opportunity

Proposing a solution

Getting account agreement

Accountable for establishing and attaining TS business goals

Works together fluently with other sales related functions such as Marketing, FIT and Customer Support

Plans, facilitates and/or conduct multifaceted, extended negotiations for the sale of complex, high-value, multi-year contracts for solutions and/or services to produce revenue in line with organization and individual targets and quotas with focus on operational management of existing distributor network.

Apply consultative selling skills to develop attractive value propositions for one strategic or several large, complex opportunities in a specific industry.

Maintain effective customer relationships with key senior-level decision makers and influencers to understand the customer's requirements, match them with the organization's solutions and close the deal.

Utilizes advanced product/service knowledge and understanding of the customer's business to develop customized proposals that present creative solutions that successfully sell the organization's capabilities.

Produces revenue in line with current organization and individual targets/quotas.

Promotes and sells a portfolio of technical and/or nontechnical products and/or services and solutions directly to current and new customers.





Inform customers of new product/service introductions and prices.

Creating, monitoring and revising lead generation plans to ensure a substantive sales opportunity pipeline.

Conducting routine actions in CRM system (SFDC)

Maintaining routine TS forecast in collaboration with the regional manager

Purchasing order's follow-up

Together with Regional Manager CEE co-authoring in creation and implementation of Go-To Market plans and pricing strategy.

Visit customer and establish relationship with KOL of the territory

Provides customer training on the TS products, and supports knowledge transfer to customers and distributors

Communicates the TS product value proposition to customers and distributors

Provides active sales support and coaching to the distributor sales team

Develop sales proposals based on market conditions in collaboration with Regional Manager

Account Management: Prioritize accounts to determine coverage, assess opportunity and develop new business. Coordinate and manage resources to provide necessary customer service. Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account sales plan

Administration / Internal Communications: Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnel

Personal and Professional Development: Continuously increase and sharpen therapy and technical knowledge as well as continuously developing selling, negotiating and presentation skills

Provide input to Marketing on key learnings and developments in the market





Closely work together with Marketing to allow availability of the right sales tools at the right time

Other responsibilities

Responsible for training field sales associates from the distributor as well as coaching responsibilities in areas of expertise.

Manages multiple distributors with large accounts and/or multiple product areas within TS portfolio

Co-develop cross-functional operational plans in support to the organization's business strategy with direct impact on overall business results.

Responsible for achieving a significant portion of the overall cluster revenue.

The role of the account manager may extend outside CEE based on organizational requirements or mutual agreement

Education

Degree in Business or Life Sciences

Experience A minimum of 5 years' sales experience in Life Sciences industry, preferably in medical devices

Working experience in a multinational company having knowledge of forecasting and CRM

Recognized as expert in several business sales & product areas

Experience in creating & implementing sales strategies

Experience understanding business products & therapy applications

Demonstrated advanced selling skills & sales techniques

Skills

Role model and inspires others to behave in line with company core values:

Respect - Appreciative of others

Integrity - Guided by our mission

Care - Empathic to patients

Quality - Committed to excellence

Creativity - Striving for innovation

Excellent written & verbal English language skills + knowledge of local/ regional languages is a plus

Advanced sales techniques & selling skills

Problem- solving & result driven

Strong business & financial acumen

Ability to proactively identify customer business problems/opportunities and recommended solutions

Self-motivating & perseverant

High level of ethics

Certificates, Licenses, Registrations

Obtain Sign- off on products prior to delivering training

Additional Information

This position will be based in CEE region with frequent travelling (up to 70%)

📌 Account Manager TS CEE (Madrid)
🏢 Terumo Blood and Cell Technologies
📍 Madrid