CARL ZEISS VIỆT NAM - Tuyển Account Manager, Refractive surgery (REF)

Education

• Bachelor’s Degree in Business, Medical, Physics, Engineering or equivalent

Experience

• c in the Ophthalmology or medical devices industry
• Experienced in channel management, account management in Medical Devices or Pharmaceutical industry is preferred

Other skills

• Excellent communication and negotiation skills
• Strong interpersonal and excellent communication skills
• Possess good spoken and written English skills

Description & Principal Purpose

• Building on a market leader position in eye care, you develop and grow both private and public accounts in the medical device business.
• Responsible for all daily sales and promotional marketing activities for REF products in South region in Vietnam
• Customer engagement, building and maintaining KOLs
• Expanding market share, executing sales strategy and managing a portfolio of accounts to achieve long-term success
• To serve and support our customers with all their needs pertaining to our products
• Closely monitoring sales out, forecast, sales budget with a clear market visibility.
• Monitoring tender activities and preparation for tender bidding
• Coordinate after sales activities with service, application and PDC function to ensure overall customer’s satisfaction
• To feedback important and strategic market information to the Company

To liaise and support the sub-dealers within it’s assigned territory

Main tasks

1. Sales responsibility:

• To assume direct sales responsibility for the assigned territory for the assigned range of products
• Manage & implement of sales & marketing activity to achieve sales objectives
• Manage key account, Build KOL’s for ODx business in the region
• Generate quality leads to expand our customer base
• Provide weekly and monthly sales action plan to line manager, reflecting the activities required in each account to achieve sales objectives and maximize and to maximize potential within the territory
• To be involved in planning and execution of marketing and promotional activities such as exhibitions, workshops, seminars etc.

2. Territory management:

• Develop and implement an effective territory sales and coverage plan to achieve penetration, conversion, and upgrade objective
• Conduct SWOT analysis for the territory responsible
• In-depth understanding of customer needs to identify sales opportunities
• To be fully responsible for the preparation of bids for major tenders / projects in your territory
• Creatively plan for expansion of challenging territories and conversion of difficult accounts
• Weekly plan of calls / activity required to achieve sales objectives

3. Customer relationship management:

• Constantly updating the customer database of assigned territory
• Develop and maintain strong relationships with all levels of customer's management team, including senior executives, to achieve high levels of customer satisfaction
• Develop and implement strategies and plans to increase customer satisfaction, confidence and loyalty

4. Application, customer service and product training:

• Effective support customer with product demonstration / wetlab hands-on
• Co-ordinate and deliver customer training sessions
• Support for training activities for customer in Zeiss training center and / or at customer site
• Advise company on customer's education resource needs

5. Market information management:

• Submit territory reports and all required information requested by management by due date
• Report to include qualitative and quantitative information on customer feedback, competitor activity, market potential, trend, and relevant market issues to support business development
• To maintain the confidentiality of all Sales, Marketing, Product and / or any information pertaining to Company that is in one’s possession and knowledge

6. Product and market knowledge:

• Expert knowledge of product's features, benefits, product application anatomy, phaco procedure through training program, practical experience and learning from key end-users
• Knowledge and understanding of competitor offerings

7. Teamwork:

• Build and maintain constructive and co-operative relationships with team and other cross functional teams
• Active participation in team related activities and meetings
• Support for colleagues to achieve company's goals
• Sharing relevant customer/product/industry information with colleagues and identify sales opportunities which contribute to the success of others
• As required, coach and mentor less experienced member

8. Self development:

• Identify specific actions to improve job performance in specific areas
• Effectively apply new learning on the job

9. Other responsibilities:

• Agree expense budget/guidelines with immediate Manager. Seek prior approval for budget variations
• Effective maintenance and utilization of company asset: PC, mobile phone and other company assets

To perform diligently any other task and function that may be assigned from time to time by the management