JOB DESCRIPTION :
The KAM is responsible for planning, directing and coordinating sales activities and strategies within a given geographical area while increasing sales, profits and market share on a long term basis.
The KAM is required to maintain an active and visible role with hospital and Laboratory customers (including National Accounts, Hospital Chains, Distributors etc) on an as needed basis.
Major Responsibilities :
Establish a close relationship with the Key Opinion Leaders (KOLs) of the country
Work closely with ADD Acquisition in their region to maintain and grow the business
Build a close relationship with the existing ADD customers and where possible maintain and expand business
Establish concepts for new customers including detailed information and calculations on different strategies e.g. RAP, leasing etc.
Point out costs and benefits of the alternatives
Work on offers / contracts with new as well as with existing customers. Negotiate with the customer the contents (e.g. products, prices) of the contracts and the needed approvals
Evaluate the potential within own district prior to the launch of a new product
Present at Cycle / Sales meetings how the business in own territory has developed within the last month, anticipate a realistic development for the business within the next month
Identify, show and implement appropriate strategies to face the development
Monitor the development within own district closely and take action whenever required
Identify business that is at risk and anticipate business that will be at risk
Collect information on competitors' sales, prices, benefits and products. Use their customers as well as exhibitions, competitors' "official" product information as sources to get this information
Collect information on the specific customer's situation, e.g. work flow within the lab as well as used systems / instruments and technologies
Update him or herself on relevant issues and developments such as e.g. reimbursement situation, new legal requirements, etc.
Give instrument demonstrations to the customers
Follow up on the installation of a new instrument or the start up of new parameters. Arrange the date for the installation with the customer and Technical Service
Make sure that Technical Service takes over responsibility for the installation of the instrument
Make sure that the required customer training takes place
Fill in forms to initiate instrument moves, special prices or customer trainings
Prepare proposals for customer contracts
Update own customer files in aforce whenever necessary