Role Summary/Purpose
A Channel Account Manager is responsible for the management and development of specific nominated distributor relationships. The objective is to achieve targeted sales and profit objectives from a defined business territory/key customer group, in accordance with the Country/Regional Business Plan. Typically 3-8 years sales experience, or graduate of a Commercial Leadership development program.
Essential Responsibilities
· Develop and implement a sales plan for assigned channel/distributor aimed at achieving and exceeding sales turnover and financial return, within the most cost-effective route and time-frame. Target new business accounts and opportunities as well as existing customers
· Actively manage the relationship with the assigned distributor to ensure alignment with company objectives
· Proceed distributor/channel with the support & information needed to facilitate their effectiveness
· Maintain a high level of technical and commercial competence on relevant Life Sciences products, techniques and applications.
· Accurately forecast sales and growth opportunities within designated territory, using sales tools and applications. Prepare and participate in business reviews/forecasts for Regional Sales Management, to ensure a constant flow of information between Channel/Distributor and the Company.
· Maintain an awareness of competitor activities and developments and ensure that this information is collected and made available to the Sales Manager.
Qualifications/Requirements
· 5+ years relevant healthcare industry experience
· A proven track-record of achieving and exceeding sales targets, and a desire to grow new business
· Experience understanding customer needs and business drivers and using this knowledge to develop account plans and strategies (knowledge of the existing account areas/channels would be advantageous).
· Excellent interpersonal skills including, teamworking skills and good communication skills
· Persistence and tenacity in developing prospects and customers, and able to close business
· Strong presentation, analytical and customer service skills
· Self-starter able to manage time and organize and prioritize workload
· Ability to communicate using English (or local language)
Desired Characteristics
· Education - university level degree in Life Sciences related discipline, and possibly MBA or PhD level, plus experience selling in the Life Sciences, Pharmaceutical or R&D markets
· Advanced background/training in and understanding of GE Healthcare products
