Sales Account Manager

JOB SUMMARY :

This position is to sell Shimadzu Medical Systems USA California Branch product line and services. Customers may include businesses, governmental organizations, and individuals. Sales executives approach potential customers with the aim of winning new business, as well as maintaining good relationships with clients while achieving maximum profitability and growth in line with the company mission and values.

Duties and Responsibilities :

• Assists in the development and implementation of marketing plans as needed.
• Listening to customer needs and presenting appropriate solutions to make a sale.
• Maintaining and developing relationships with existing customers in person and via telephone calls and emails.
• Calling to arrange meetings with ALL customers in assigned territories for current and potential new business on all product lines; Contact with each customer should be a minimum of once per year.
• Timely responding to incoming email and phone enquiries.
• Acting as a contact between a company and its existing and potential markets.
• Negotiating the terms of an agreement and closing sales.
• Gathering market and customer information.
• Representing their company at trade exhibitions, events and demonstrations.
• Challenging any objections with a view to getting the customer to buy.
• Creating detailed proposal documents, often as part of a formal bidding process which is largely dictated by the prospective customer.
• Reviewing your own sales performance, aiming to meet or exceed targets.
• Gaining a clear understanding of customers' businesses and requirements.
• Making accurate, rapid cost calculations and providing customers with quotations.
• Feeding future buying trends back to employers.
• Attending team meetings and sharing best practices with colleagues.

17. Provides timely feedback to sales manager regarding performance.

18. Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.

19. Maintains accurate records of all pricings, sales, and activity reports.

20. Creates and conducts proposal presentations.

21. Controls expenses to meet budget guidelines.

22. Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.

23. Meets product mix goals set by senior management.

24. Attending sales meetings or gatherings representing SMS gathering new information on products and marketplace and sharing best practice with colleagues. Responsible for educating sales staff on any new information or marketplace changes.

25. Maintains real-time data in sales force system, including an accurate 30 / 60 / 90 monthly forecast. Will meet with NDS monthly to review forecast.

26. Sells service contract at POS (Point of Sales) of equipment.

27. Develops strategic partnership with target key accounts and IDNs in the territory for both products and services revenue increase, including the partnership contract negotiation.

Internal / External Cooperation

1.     Develops customer relationships to be used as show sites or reference sites.

2.     Maintains contact with all clients in the market area to ensure high levels of client satisfaction.

3.     Demonstrates ability to interact and cooperate with all company employees.

4.     Demonstrates behaviors consistent with the Company’s Mission and Values in all interactions with customers, co-workers and suppliers.

5.     Establishes and maintains effective working relationships based on Trust, Respect, and Cooperation with managers, co-workers, customers and vendors.

6.     Complies with all customer and company policies, procedures and safety standards

7.     Performs all duties in a professional and courteous manner, respectful customer’s needs and patient privacy.

Skills, Experience, and Job Requirements :

1.     High School diploma or GED required bachelor’s degree preferred

2.     5 years business to business outside sales experience preferably in medical imaging capital equipment sales

3.     Entrepreneurial attitude

4.     Proven track record of successfully closing new business

5.     Excellent negotiation & closing skills

6.     Willingness to travel up to 40-50% (at least once a week)

7.     Valid driver’s license and is insurable.

8.     Advanced computer skills with knowledge of Microsoft Windows applications.

9.     Excellent verbal and written English skills.

10. Ability to synthesize complex issues and communicate in simple messages

11. Good organization skills, applies high level of attention to detail and accuracy.

12. Quality and customer service driven to consistently meet / exceed INTERNAL or EXTERNAL customer expectations.

Team player who is willing to go above and beyond to help others.