Client Description:
Adecco Romania is hiring for its client, a global healthcare leader, an Enterprise Account Manager / Sales Executive to join the commercial team in Romania. This will be a field-based, regional role requiring regular travelling across assigned area.
Responsibilities:
- Full responsibility for sales quota including forecasting and target performance achievement.
- Drive profitable growth and close opportunities in large, complex enterprise named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott; ensures all commitments are met.
- Build senior level relationships and leverage them to drive profitable new sales to support delivery of long range plan.
- Manage and drive the development of their accounts, including key activities such as: strategic account management, post-sales implementation process, pipeline management, opportunity management and territory management with minimal oversight.
- Drive strategy development and the execution of the strategic plan in a matrix environment.
- Establish and build deep understanding of account needs, stakeholders and competitive situation.
- Build and lead internal cross functional selling team to execute sales strategies.
- Analyze impact of market trends and factors on customers.
- Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and Abbott.
- Negotiate long term contracts.
- Oversee progress of cross-functional implementation team (post-sale).
- Success in this role is measured by sales quota achievement, economic profitability, renewal rate, win rate of new customers and customer satisfaction score (NPS).
Candidate Profile:
- University degree, preferably in medical technology, science or related field.
- Minimum of 3 years track record in the diagnostic industry with an emphasis on establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.
- Working healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges and potential government regulations.
- Extensive experience managing strategic/ enterprise accounts.
- Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in large, complex enterprise-named accounts is a pre-requisite.
- Proven success at winning contracts at large, complex accounts.
- Ability to influence team member activities (without direct reporting relationship).
- Strong understanding of key stakeholders and customer dynamics.
- Strong solution selling and relationship building skills.
- Strong communication skills.
- Long term, strategic focus on account.
- Portfolio management skills.
- Fluency in Romanian and English, additional languages are advantageous.
The position requires the willingness to travel on a frequent basis, i.e. on average three days per week.
