Clinical Account Manager

4 settimane fa

Bologna, Italia Thermo Fisher Scientific A tempo pieno

**Job Title**

Clinical Account Manager - IDD Commercial Europe

**Name of Function**

IDD Clinical Account Manager

**Job Purpose (brief description )**

To focus on patient outcomes by targeting key decision makers that can affect system wide improvements through patient pathway redesign, by bringing consultants, GP’s and the lab together to deliver better patient outcomes. To achieve sales and activity within defined accounts as set by the company through effective planning and implementation of territory key account plans. To meet all relevant standards as set by the company and Clinical Sales Manager

**Accountabilities**
- To establish, maintain and develop strong relationships with customers and local key opinion leaders and to document this via CRM SFDC.
- To proactively maintain up to date knowledge of products and therapy areas.
- To develop business (Tests Volume & Sales) of the area or region or country according annual plan
- To respect internal process, regulations, country’s laws and code of conduct (medtech) in relation with all interactions with Health Care Professional.

**Decision making / Authority**
- Close collaboration with the Sales Team, Customer Service, Marketing, General Management in the Southern Europe Sales organization

**MAIN RESPONSIBILITIES**

**Brief**
- To understand the company clinical and team management priorities and how they affect the territory.
- To capitalise on business opportunities and provide value added services to customers.
- To compile, monitor and review performance against a strategic business plan and make recommendations as a result.
- To establish, maintain and develop strong relationships with customers (Lab & clinicians and local key opinion leaders and to document this via Veeva CRM
- To support our Lab customers in their development by implementing co-marketing activities within target units.
- To organise and host clinical promotional sales meetings
- To implement Primary Care educational workshops and to develop secondary care advocates for primary care.
- To build and maintain relationships in key accounts to safeguard and grow business.
- To keep daily records of customer contacts and share relevant data with colleagues via SFDC.
- To provide Clinical Sales Manager with accurate and timely data and market reports. To include follow up actions against time scales
- To update detailed records of activity and actions in key account plans
- To ensure all appointments and booked events are accurately diarized
- To ensure all company expenditure on territory is accurately monitored within budget and expense forms are completed and submitted within the agreed deadlines.
- To represent the company in a professional manner with adherence to the company policies.
- To deal with customers and colleagues in a professional and courteous manner.
- To maintain company property to the highest standard.

**Knowledge, Skills, Abilities**:

- Experience in sales position in In Vitro Diagnostic or Medical Device or healthcare market.
- Strategic Selling/complex selling skills and ability to use scientific & medical speech.
- Results oriented
- Strong interpersonal skills
- Ability to assimilate information to garner support for resources, change, etc.
- Must be a role model for the 4-I Values (Integrity, Intensity, Innovation and Involvement) Previous experience and success in a clinical sales environment.

**IDEAL BACKGROUND for POSITION**

**Education**
- Preferred Scientific or Medical Background degree: Master 2 or equivalent in Science (Biology, Clinical Biology, Immunology, Pharmacy..)
- Technical Knowledge: Digital literacy
- Specific Knowledge: Professional selling & Negotiation skills
- Experience in working Med-tech Code compliance

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