Account Manager at Agfa Graphics

 Job summary:

The Account Manager develops new business and manage existing account relationships focusing on selling Agfa Radiology solutions, by analyzing the radiology landscape, customer and installation base, and by concentrating on identified segmented customers who value image quality, low dose and improved radiology workflows. The Account Manager will be selling both directly to end-user customers and to channel partners.

 As an Account Manager your responsibilities include:

• Profitable order intake

• Sales and pre-sales management (value selling, bid management, sales administration, overall business management and KPI management) 

• Achieving the assigned sales targets and profitability goals for Agfa products and services.

• Managing existing customers while driving new business with non-Agfa accounts including, but not limited to hospitals, government facilities, imaging centres and physician practices.

• Managing Agfa product and service distributors as strategic and channel partners and supporting such distributors’ business needs

• Using strategic selling techniques to initiate and develop account sales based on current leads and emerging future customer focus requirements.

• Advising the Regional Manager on initiatives to develop competitive strategies in the assigned territory.

• Ensuring positive customer satisfaction and identifying Agfa resources quickly to resolve customer queries.

• Developing, presenting, and executing solutions to migrate existing customers from analogue to digital solutions.

• Serving as the customer’s single point of contact for Agfa’s solutions, services, technical and supply issues.

Key Performance Indicators :

Quantitative

• Order Intake Actual / Budget

• Revenue Recognition Actual / Budget

• RECO Actual / Budget

• Market Share Actual / Budget

• Forecasting Accuracy (Revenue Recognition and Order Intake)

• Customer Satisfaction

Qualitative

• Manage existing customers and distributors while driving new business with non-Agfa accounts including, but not limited to hospitals, government facilities, imaging centres and physician practices.

• Managing Agfa product and service distributors as strategic and channel partners and supporting such distributors’ business needs;

• Advising the Regional Sales Manager on initiatives to develop competitive strategies in the assigned territory;

• Development of new business sales opportunities;

• Execution of sales strategies;

• Preparation of quotes, bids and contracts;

• Developing, presenting, and executing solutions to migrate existing customers from analogue to digital solutions;

• Serving as customers’ and distributors’ single point of contact for Agfa’s solutions, services, technical and supply issues;

• Following Agfa internal processes and using internal sales tools;

• Professional communication written and verbal;

• Time management;

• Performance of customer presentations and product demonstrations;

• Improve customers’ and distributors’ product knowledge, applications and workflow knowledge;

Priorities within next two years

• Establish sound working relationships to develop new distributors and assist distributors with training, product knowledge and support;

• Migrate existing customers from analogue to digital solutions;

• Travel to export countries and monitor existing distributors’ efficiency, take action on improving distributor efficiency;

Candidate profile:

•  You have a graduate degree qualified as Radiographer

• Minimum 3 years’ sales experience

• Experience and knowledge of hospital and medical clinical environments will be beneficial.

Specific skills:

• A good business understanding of selling through a business to distributor channel and what such distributer needs are to be a successful selling channel;

• An ability to convey customer value propositions and to translate channel needs into business opportunities;

• Self-starting skills with good time management;

• Team playing abilities, with listening capabilities, negotiation and professional communication skills;

• Solutions orientation and results driven planning and action taking;

• Proven Sales performance;

• An ability to interact professionally to develop distributor sales channels and new business sales opportunities.

• An ability to execute sales strategies.

• An ability to travel frequently depending on distributor and business needs