Description:
This is fantastic opportunity to join Convatec as a Surgical Account Manager within the ConvaTec Negative Pressure and Surgical Business. A technical sales role with a strong clinical input aimed at driving the NPWT and Surgical dressing business growth for Convatec. Our aim is to develop and maintain credible & enviable relationships with key customers within target accounts and to increase sales and market share for Convatec. The role requires a high level of commercial acumen linked to clinical credibility and an ability to work both cross functionally and independently to win business and strengthen our profile with key customers.
Key Duties and Responsibilities:
- Achieve agreed objectives and sales targets as outlined within defined territory
- Within allocated geographical region, interact and promote products to key customers and stakeholders in secondary care. Takes the lead in managing the Specialty customer.
- Manage territory through the development of comprehensive business plans. Focus on highest return/value opportunities to grow and develop new business including taking competitor share and the adoption of new technologies whilst maintaining key customers and core business.
- Manage and develop accounts and own the relationship between the Company and the customer, ensuring efficient alignment of all efforts to maximize impact of all activities driving growth.
- Champion the NPWT and Surgical portfolio with all stakeholders
- Be competent and experienced in the operating theatre environment in supporting and training teams in the safe and effective use of our products
- Run training sessions/clinical meetings to position NPWT and Surgical portfolio to optimise ‘best practice’ in surgical wound management to drive and support product implementation across Acute Surgical care settings
- Maintain and hold relevant MIA accreditation and full credentialing cover relevant to each Trust
- Demonstrate in-depth clinical positioning and product knowledge within key indication areas, in particular, closed incision wound management
- Always represent Convatec professionally
Key areas of responsibility:
Account Planning
- Analyse and interpret account strategies utilising key systems and data, both internally and externally, to gain a broad understanding of the business environment and insights into account needs.
- Support the development of business cases for financing of products through liaison with key clinical decision makers
- Meet agreed Metrics & SFE Standards working within and adhering to Company’s compliance policy & Standards of Business Conduct & Ethics
- Produce Business plans aligned to ensuring growth using marketing strategies and NSM guidance.
Selling
- Build strong networks of relationships that enable the identification of mutually beneficial opportunities to sell key technologies in the surgical procedural environment.
- Present brand value propositions and value-added customer solutions to positively influence buying behaviors. Develop and promote local product advocates and maximise peer to peer selling using Dine and Discuss options or round table debates/reviews
- Maximise clinical access to key brands through formulary inclusions and/or clinical guidelines backed up by clinical credibility.
Teamwork
- Work collaboratively with colleagues across ConvaTec to deliver business plan.
- Work collaboratively with regional business matrix colleagues & the Clinical Strategy Manager (CSM) to maximize sales opportunities
Professional Education and Marketing
- Leadership of customer training activities. Partner with Professional Education where possible to develop and maintain associated KOL relationships as well as championing the effective use of the Company’s comprehensive Professional Education offering.
- Facilitate the development of localised case studies and evaluations for dissemination and publication by introducing the local CSM where relevant
- Plan and implement local study/educational activity building a platform for sales opportunities