Sales Account Manager at CompuGroup Medical SA

Job Role Description:

The SALES ACCOUNT MANAGER will primarily promote and sell CGM products and services to users at healthcare institutions in the private sector. The Employee should have extensive knowledge in Healthcare which relates to Healthcare Practitioners and Specialists information systems and is also expected to assist other CGM SA staff with expertise as needed from time to time.

This position requires excellent interpersonal relationships, communications skills, product knowledge and action orientation.

DUTIES:

• Principally presenting and demonstrating CGM products and services at doctors’ practices.
• Overseeing and ensuring the signing of sales and user contracts prior to system installation.
• To generate leads and prospects via cold-calling and other contact initiators.
• To actively seek a base of ambassadors for the purposes of lead generation and references and to maintain the same.
• Development of a territory go-to-market plan.
• Planning and implementation of sales strategies.
• Thorough sales administration in SAP CRM which includes reporting of all contacts registered on a routine basis (using provided reporting tool). Among other information reporting can include:
• How the contact with the potential customer was initially established
• Contact details of the prospect
• Number of contacts completed that week/day/period.
• Number of sales meetings completed that week/day
• Number of sales meetings booked for a later date
• Number of licenses sold (signed contracts) that week.
• Revenue value from prospects sales.
• Accurate forecasting
• Data Gathering from site visits (such as billing and labs used at the practice, number of doctors)
• Presenting CGM at seminars, trade fairs and at dental practitioner and specialist meetings as well as at singular and joint practices and on other healthcare forums.
• Keeping up-to-date with program changes, improvements, updating sales strategies, and presentations accordingly
• Learning and becoming proficient with the tools used by CGM for daily work such as Microsoft Office and SAP CRM.
• Post-installation customer contact to ensure quality and user satisfaction are delivered, and occasional follow-up thereafter in order to keep customer contact warm and to explore possibilities for further sales.

REQUIREMENTS:

• 7+ years solutions sales in field experience (essential).
• Solution sales = non-FMCG/commodity sales, the sales rep must have experience in determining business needs and positioning potential solutions.
• Field = driving to and meeting clients at the clients’ premises, candidates should not only have telesales experience. If the candidate does have telesales experience it should have been more than 7 years back.
• Experience in selling to business decision makers (essential).
• Exposure to a proven sales methodology and training in this regard will be an advantage.
• Knowledge of business process management (BPM) or experience with selling BPM solutions will be an advantage.
• The candidate should view themselves as a sales professional.