Account Manager
1 week ago
Cochlear is the global market leader in implant hearing solutions. Cochlear's mission is to help people hear and be heard. Around the world, more people chose a Cochlear-branded hearing implant system than any other. A Cochlear Implant is an electronic device that is surgically implanted under the skin near the ear that restores hearing to those who suffer from severe hearing loss. It’s an incredible piece of engineering and the only product in the world that restores a sense through technology. Imagine using your experience to help people around the world to hear again. We can offer a unique opportunity to join Cochlear, an iconic Australian company, leading the world in implantable hearing solutions. Our mission is to help more people to hear.
The Opportunity
This highly sort after role is for an exceptional sales professional. Based in Melbourne you will be responsible for leading the growth and development of the Vic, SA and TAS Surgical and Clinical business through delivering innovative solution and best in class surgical programs.
The Account Manager is responsible for supporting business growth and achieving sales targets by providing industry leading surgical and clinical support and training aligned with the needs of the business. Key Responsibilities include:
Achieving Sales Targets- In partnership with Area Business Manager, implement business and marketing plans to achieve sales targets, targeted unit quota, and revenue objectives.- Identify market opportunities, competitive positioning, research customer needs, and generate referrals to Traditional Hearing Partners (THP)- Establish strong relationships with all key people in the assigned accounts (NTHP clinicians, THP clinicians, business owners and key decision makers).- Identify new clinical partners to support strategic initiatives that will deliver significant growth in the territory.
Internal and External Customer Training and Education- Identify training needs of internal and external stakeholders, and design/customise training programs to fulfil customer needs.- Develop sustainable referral pathways with by focusing weekly activities on growing core business with NTHPs.- In partnership with Area Business Manager or Sales Director, plan and ensure successful execution of annual training calendars for surgical staff
Deliver on Customer Experience- Provide business and clinical expertise to our professional partners (THPs) as an expert of Cochlear aligned to territory/account sales strategies.- Establish and provide growth strategies and solutions through key clinical concepts. Provide innovative solutions to sell solutions through education.-
- Provide surgical support of the Cochlear product portfolio in key/targeted/identified accounts.- Establish and provide growth strategies and solutions and ensure surgeon engagement across the territory.
Build and Manage Advocacy Programs- Work closely with Clinical Affairs (CA) team to ensure clinical support and expertise is delivered to THPs via the CA team.- Partner cross-functionally with key business areas (Marketing) to ensure successful execution of events.
Support ENT Surgeons and Allied Professionals- Ensure the highest standard of product knowledge and share with customers, as appropriate.- Provide surgical support in the operating theatre for Cochlear Implant, procedures, especially during the start-up phase for new surgeons, staff or hospitals and on-going basis support, as necessary.- Monitor and assess quality of services provided by surgeons and theatre teams and address any training needs or implement interventions, as required.-
- Work closely with the Cochlear Clinical Specialists or other Cochlear team members in your territory to strengthen Hearing Partner and customer relationships.
About You. As we grow our operations, we are looking for people who share our passion for delivering quality hearing solutions to our customers. To add value to Cochlear in this role, you'll be able to demonstrate the following skills and experience:
**Required Skills**:
- Bachelor’s degree in business, Healthcare, or relevant field- Minimum two years’ experience in hearing field or 3 years’ experience in medical devices industry- Previous Territory Management Experience will be highly regarding.- Professionalism and cultural sensitivity- Excellent sales and influencing skills.- Outstanding communication skills - oral, written and presentation. Should be able to communicate well with internal and external stakeholders with a sense of urgency.- Good understanding of institutional and B2B sales processes along with sound commercial acumen- Proven track record of building and nurturing stakeholder relationships - internal and external- Ability to work well independently as well as in a team setting.- Ability to travel up to 75% in VIC, SA and TAS
Ideal:
- Sales and business acumen experience in a medical device environment preferred but not essential.- Prior clinical experience, prefer
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