Territory Management: Delivery of top line salesRouting as per defined routing planPre and post sales planner aligned to predefined customer journey in alignment with business strategyDriving Segmentation targets and frequency to sales objectives for HD, PD and PharmaDrive region specific Education PlanKOL developmentDriving local marketing events and initiativesProactive Tender maximisation and documentationCreate value through providing a single point of contact for Fresenius for all customers Product/service demos and information: Demonstrates the most valuable features/attributes of the product/service and link them to the customer's key challengesProvide advanced product/service information and respond to complex customer questions about the product/serviceSupports the implementation of sales tactics and strategies by providing technical expertise and supporting with product knowledge Customer onboarding: Walk customers through the advanced/custom features of the product/service, connecting those features directly with customer pain points Resolving customer issues: Respond to more advanced issue escalations promptly and appropriately; provide managerial approvals as required Periodic health checks: Maintain and lead periodic check-ins with key customers to ensure they're receiving the most value from the product/service; note the most commonly raised questions/issues during check-ins Renewals: Drive and secure customer renewals through exceptional service interactions, ensuring the customer is consistently gaining value from the product/serviceContribute to identify and communicate commercial opportunities with a special focus on portfolio improvements Service-related upselling and cross-selling: Actively look for ways in which additional products/services can grow the value of the customer's account within the organization Customer relationship management/account management: Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns in close exchange with Account Managers. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate responseOwn the contact and foster their relationship with selected non-prioritized accounts, performing as account manager and discharging them from certain workloadSupport Account Managers on their account visits with expert insights / training / showing new services and products Internal client relationship management: Build effective working relationships within the internal client organization and contribute to the management of the partnering relationship, delivering high-quality professional services within established routines or as part of an agreed project Sell customer propositions: Identify the products or services that best meet the customer's stated needs, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale Quality, Legal & Compliance: Follow and comply with all relevant FME policies, guidelines, manuals and SOPs in the version as amended from time to time ("FME Policies")Keep yourself updated about the current version of the FME Policies that are relevant for your role and integrate corporate values in daily business Required training and education: Academic degree or equivalent diploma in relevant subject matter Required professional experience (in years): Minimum 5 years experience in Medical Industry in application support, technical operations and/or sales Required personal competencies: Communicates effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiencesCustomer focus: Builds strong customer relationships and delivers customer centric solutionsEnsures accountability: Holds self and others accountable to meet commitmentsInstills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticityAction oriented: Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasmDecision quality: Makes good and timely decisions that keep the organization moving forwardBeing resilient: Rebounds from setbacks and adversity when facing difficult situationsManages Conflict: Handles conflict situations effectively Other specialized knowledge, expertise and skills: Functional knowledgeClinical and technical expertise with well-recognized reputation in the field where he is specialized inExcellent product knowledge (dialysis and healthcare products and services)Builds customer loyalty: Works at an advanced level to make every customer interaction positive by leaving the customer feeling understood, appreciated, and confident in the organization's abilityMasters service conversations: Works at an advanced level to navigate customer conversations by leveraging the four parts of a service conversation: open, learn, reply, and closeNavigates customer challenges: Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization
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