Medical Surgical Account Representative

Overview

The primary objective is to facilitate the sales process to ensure that the designated sales targets for the assigned region are met in collaboration with the local team. This will be accomplished by executing sales, pricing, and contracting strategies that have been established with the MedSurg team.

Key Responsibilities

• Direct and oversee local commercial customer interactions, identifying sales opportunities in partnership with the clinical team.
• Adhere to the country commercial strategy as outlined by the Country Commercial Business Manager (CCBM).
• Oversee pricing, contracting, and tender processes within the designated area to safeguard and manage existing business while creating new commercial prospects.
• Ensure alignment of customer or third-party catalog pricing systems with Cook pricing systems to facilitate seamless order processing and timely invoice payments.
• Exhibit knowledge of the bidding and ordering processes within customer accounts to enhance efficiency when applicable.
• Leverage supply chain solutions and data to elevate customer experience and demonstrate value.
• Gather and disseminate competitor insights to boost sales opportunities.
• Ensure service delivery as stipulated in contracts from both Cook and the customer side.
• Identify, establish, and nurture relationships with key decision-makers in hospitals to foster improved commercial discussions.
• Collaborate closely with the Sales teams to ensure that commercial objectives are met and that business plans and guidelines are adhered to.
• In partnership with the team, achieve or surpass commercial targets and established KPIs (margin, adherence to pricing principles, and ROI) set by management.
• Follow up on customer inquiries and commitments: conduct meetings with customers to review commitments and pricing awards in line with pricing management principles and relay this information to the supporting team.
• Participate in local and international exhibitions and meetings as required.
• Provide written reports to the Commercial Operations Manager (COM) as necessary.

Commitment to Employee Development and Organizational Culture:

• Uphold our culture, values, and commitment to Ethics and Compliance by recognizing, demonstrating, and enforcing appropriate and compliant behavior as outlined in Cook's Code of Conduct.
• Ensure that all quality, regulatory, and product-specific requirements are met within the scope of responsibility.
• Understand and be accountable for conducting Cook business with integrity and in compliance with applicable standards, including Cook policies.

Collaboration

• Work closely and effectively with members of the sales team, CCBM, and the Regional Business Manager (RBM), as well as with Cook support functions to provide optimal service to customers while ensuring efficient and effective business outcomes for Cook.
• Understand each customer's structure, roles, and responsibilities to enhance collaborative efforts, improving customer experience and creating more commercial opportunities.
• Demonstrate awareness and judgment in seeking support as needed.

Qualifications

• Previous experience in medical sales and commercial roles is preferred.
• Ability to meet frequently with customers and other decision-makers.
• Willingness to travel regularly throughout the assigned territory.
• Proven track record of strong commercial and business acumen.
• Product or procedural knowledge is advantageous.
• Strong communication and interpersonal skills.
• Excellent written and verbal proficiency in English and other relevant languages.
• Strong numerical and data analytical skills to support decision-making.
• Proficient in Microsoft Office, particularly Excel.
• Ability to demonstrate precision and attention to detail in written and numerical documentation.
• Proven problem-solving abilities.
• Excellent organizational skills.
• High self-motivation and robust project management capabilities.