Area Account Manager

JOB SUMMARY:

As an Account Manager at Shimadzu Medical Systems USA, you will be responsible for selling our Radiographic and Cardiovascular imaging products and services to hospitals, imaging centers, clinics and surgery centers. Your primary goals will be to prospect new business through the entire sales cycle, nurture existing client relationships, and drive maximum profitability and growth while aligning with the company's mission and values.

Key Responsibilities:

1. Prospecting New Customers: actively seek out new sales opportunities through cold calling, networking, and social media.

2. Marketing Plans: implement strategic marketing plans to support sales initiatives.

3. Customer Needs: listen to customer needs and present appropriate solutions to close sales.

4. Relationship Management: maintain and develop relationships with existing customers through regular contact in person, via telephone calls, emails, and social media.

5. Customer Meetings: arrange meetings with all customers in assigned territories to explore current and potential new business opportunities across all product lines.

6. Customer Inquiries: respond promptly to incoming emails and phone inquiries.

7. Market Representation: act as a liaison between the company and its existing and potential markets.

8. Negotiation: negotiate terms of agreements and close sales to meet targets.

9. Market and Customer Information: gather and analyze market and customer information to understand needs and trends.

10. Trade Exhibitions: represent the company at trade exhibitions, events, and demonstrations.

11. Objection Handling: address customer objections with the goal of securing a sale.

12. Proposal Documents: create detailed proposal documents, often for formal bidding processes dictated by prospective customers.

13. Sales Performance: regularly review, meet or exceed sales targets.

14. Customer Understanding: gain a clear understanding of customers' businesses and requirements.

15. Cost Calculations and Quotations: make accurate, rapid cost calculations and provide customers with quotations.

16. Market Trends: provide feedback on future buying trends to the company.

17. Team Meetings: attend team meetings and share best practices with colleagues.

18. Performance Feedback: provide timely feedback to the sales manager regarding performance.

19. Competitive Pricing: provide timely, accurate, and competitive pricing while maintaining maximum profit margin.

20. Record Keeping: maintain accurate records of all pricing, sales, and activity reports.

21. Proposal Presentations: create and conduct proposal presentations for prospective clients.

22. Expense Control: control expenses to meet budget guidelines.

23. Policy Adherence: adhere to all company policies, procedures, and business ethics codes, ensuring they are communicated and implemented within the team.

24. Product Mix Goals: meet product mix goals set by senior management.

25. Information Sharing: attend sales meetings to gather new information on products and marketplace, and share best practices with colleagues. Educate sales staff on new information or marketplace changes.

26. Salesforce Data Management: maintain real-time data in the Salesforce CRM system, including an accurate 30/60/90 monthly forecast. Meet monthly to review and refine the forecast.

27. Service Contract Sales: sell service contracts at the point of sale (POS) of equipment.

28. Other duties as assigned

Strategic Partnerships: develop strategic partnerships with target key accounts and Integrated Delivery Networks (IDNs) in the territory to increase both product and service revenue, including 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 of customers' needs and patient privacy.

Physical Demands and Work Environment:

Ability to bend, climb stairs and lift frequently.

Ability to lift up to 10 pounds frequently.

Ability to squat occasionally.

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, high level of attention to detail and accuracy.

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

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

14. Good time management skills, trustworthy ability to work independently with minimal supervision.

The intent of this job description is to provide a representative summary of the major duties and responsibilities performed by incumbents of this job.Incumbents may be requested to perform job related tasks other than those specifically presented.