Account Manager / Ingénieur commercial

Responsibilities

• Identify business volume maps of area sales opportunities.
• Build commercial action plans (to be validated by commercial management), then implementing actions to achieve the defined business volume objectives.
• Qualify customer needs for the entire Elekta range and work with the appropriate support to best respond to customers in each of the segments.
• Beyond the actions relating to the project (equipment), create and manage with relevant support, actions to develop recurring revenues (upgrades on the installed base) and service orders.
• Lead on customer satisfaction, managing the response and coordinating actions with other parties - after-sales service, project managers etc.
• Report figures during regular opportunity reviews, generate reliable External and Soft Radiotherapy forecasts.
• Keep forecasts up to date in the CLM tool as well as contacts and competitor installed base.

Offers

• Technical Offer: Uses their knowledge to develop commercial offers, monitoring the implementation of technical files in conjunction with the Product Manager monitor progression in CLM to ensure all tasks completed in a reasonable timeframe.
• Financial Offer: Takes full responsibility after consultation with relevant colleagues. Create/review quotes using Oracle CPQ, respecting the price recommendations put forward by marketing and sales management.

Customer Visits

• Has expert knowledge of the installed base of their sector and the decision-making customers.
• Regularly visit the installed base to ensure its maintenance and development, collecting feedback to continuously monitor needs/insights and improve customer satisfaction.
• Visits competitor installed bases to be ensure sufficiently upstream of purchasing decisions - Documents each visit with a detailed report, sent by email to the sales and marketing department.

Marketing

• Participates in congresses and identifies opportunities in the sector.
• Responsible for updating the customer/prospect listing for the geographical area under CLM.
• Shares with the marketing department the expectations of customers regarding RT/SRS solutions.
• Analyses as closely as possible the offers and the strategy of competitors on the market.

Additional Areas

• Schedules at least two weeks in advance to optimize travel patterns.
• Proposes and implements improvements to current business processes.
• Responsible for the maintenance of all tools made available to them by Elekta.
• Incorporate and display Elekta values in all departmental functions and responsibilities.

Authorities

• To propose pricing, configurations, and solutions for the Elekta Oncology portfolio and associated services and products to the customers.
• To take decisions to secure sales within the company guidelines.

Relevant knowledge

• A bachelor degree, clinical or business oriented OR equivalent knowledge acquired through business experience.
• Skills and knowledge in Physics i.e., diploma physicist or dosimetry OR competences in information systems in the hospital world.
• Solid knowledge and experience of the medical devices industry; MR imaging and -Radiotherapy experience with an understanding of radiosurgery, radiation oncology and clinical workflows preferred.
• Proven sales and negotiation experience within capital medical equipment and/or medical devices industry. A driven sales attitude with a strong desire to win a complex sale requiring unique approaches and persistence.
• Fluency in oral and written English is required and another language relevant to the Region is preferred.
• Experience of working within a geographically dispersed sales environment.
• IT competence including Microsoft suite, CRM (Salesforce), Qlik sense, Seismic and other tools.
• Strong interpersonal skills with the ability to develop and leverage internal/external relationships.
• Able to work both strategically and operationally, able to interact directly with multi-disciplinary professions at all levels of authority (including technologist, medical physicist, radiation oncologist, administrator, C-level)
• Excellent communication skills, both written and verbal, a skilled speaker and confident company representative.
• Able to work both autonomously and as part of a team when required, in order to execute complex or specialised projects and activities.
• Results oriented, an analytical approach and solid project management skills.
• Demonstrable business acumen and commercial mindset.
• Persistent and enduring approach, prepared to make strong personal commitments.
• Strong ethical standards, values, and good judgement.
• Demonstrable knowledge and understanding of Elekta's product portfolio and proficiency in assigned product specialties will be essential.