职位描述

职位描述： POSITION SUMMARYThis position ensures a significant/stable DS business growth in ICLs by establishing key account profiles and partnership with big national ICLs via management of the ICLs- the interface between BD and the ICLs as one accountable face to the ICLs.KEY RESPONSIBILITIES1. Represent BD to the ICL account at all hierarchical levels by means of- Relationship management - Strategic direction of ICL - 5 year plan- Definition of individual decision making units and other contact persons- Gives sponsorship advice to BD DS management- Monitors account changes- (Pro-active) sales of (BD DS) reagent/ instruments/solutions; mid-term and long-term solutions and planning- Propagate the strategy / philosophy of BD DS 2. Establish ICLs business plans following the BD DS structure - Short medium and long-term planning, activity / reagent/instruments / solutions- ICLs’ installed base (BD DS and non-BD DS) - Plan short and long term constructive contract for ICLs and monitor individual deals under strategic development plans- ROI on marketing actions- Expert on decision making structure within the ICLs3. Represent the ICLs within BD DS- “Co-ordinate ‘problem solving’ issues for the customer / BD DS e.g. order confirmation, invoicing, delivery, training and service requirements- Co-ordination of customer needs e.g. -Requests for documentation and offers -Demo’s, reference visits-Clarification and acceptance of ‘terms and conditions’-Settlement of orders – closing the sale4. Clinical Training- Managing re (e.g. timing and instrument specification) - The realization of the site in coordination with the appropriate application specialists5. Market communication - Market trends- Competitive information- ICLs information6. Sales and marketing meetings- Active participation during meetings- Information sharing opportunity between participants- Discuss the information, so that sales team can use this information, Account Management and Marketing in the LT of their tasks. 7. Discounts- SAM Manager - has P & L accountability, controls discounts and other factors to close the deal (sponsorships, promotions etc) - Discount levels defined by LT 8. Customer visit- SAM Manager is fully responsible for the organization of customer visits. The logistics are coordinated with function team and other relevant parties JOB REQUIREMENTS 1. More than 5-year experience in KA management and sales team management in medical Industry, IVD background will be a plus2. Can work under pressure and accept >50% business trip;3. Self-motivated and result-driven;4. Good communication, collaboration and teamwork skills with customers;5. Good written and oral communication skills for both English and Chinese. DESIRABLE1. Have ICL managerial experience, and major in clinical laboratory science or clinical related will be preferred. 职能类别： 医疗器械销售经理/主管

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