Position Summary:

Manages Ortho Clinical Laboratory business on a prescribed territory and supports account managers to deliver a set of individual and national sales targets and objectives.

• Prospecting for competitive opportunities and driving profitable growth through the acquisition of new competitive business in the Clinical Chemistry market
• Management of existing multiple hospital customer base in the Clinical Chemistry market, to retain core accounts and grow revenues, whilst maintaining the required profitability and customer relationships.
• Utilizing the Account Management Tools and Sales process at expert level to ensure the correct prioritization of accounts and relationship management within the entire account and its hierarchy to maximize Ortho proposal impact.
• Knowledge of German IVD industry should be at an expert level to ensure high quality customer interaction and effectiveness in role.
• Developing  in-depth product and competitor knowledge to have the ability to present and advise on laboratory process, technical specifications and laboratory best practice.
• Working closely with the Commercial, Marketing and Support teams to develop innovative proposals that secure contract extensions and new competitive business

Duties & Responsibilities:

Schedules appointments and makes pre-planned sales presentations to customers utilizing core marketing selling tools and product knowledge.

• Actively seeks and sells to potential new customers.
• Key  sale  contact  point  for   Clinical  Laboratory  customers
• Demonstrates the platforms and products confidently to potential and existing customers.
• Promotes and coordinates professional education activities where appropriate to enhance the knowledge of health care professionals. This may include travel abroad.
• Makes regular visits to customer locations to ensure quality of our products and equipment is actively monitored, to gather information on orders and market conditions.
• Supports Account Managers in selling Ortho ClinLabs line of business.
• Performs contract renewals/ extensions and tender management activities in conjunction with the commercial team.
• Develops customer and product focused presentation packages aligned to our core marketing campaign.
• Prepares sales reports and documents as detailed by the Country Management.
• Follows up with customers to resolve any supply and quality issues and ensure satisfaction.
• Provides input to sales forecasting for business planning.
• Relays relevant market information to the marketing and management teams.
• Identifies potential impacts to business by a thorough understanding of the laboratory landscape, reimbursement model and laboratory networks in Germany.