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We don’t just build technology. We build hope for everyone dealing with Cancer.
Elekta is shaping the standard of care, together with healthcare providers, by developing precision radiation medicine that brings advanced radiotherapy into routine clinical practice. Our solutions support consistent, efficient and personalized care, addressing evolving patient needs. Through adaptive radiotherapy, precision treatment delivery and integrated workflows, Elekta supports care teams across a range of clinical settings. Each year more than 2 million patients are treated using Elekta solutions across over 130 countries. Elekta is headquartered in Stockholm, Sweden, with over 4,000 employees and offices in more than 40 countries. The company is listed on Nasdaq Stockholm. For more information, visit elekta.com.
Description
The role of the Account Manager is to be responsible for the development of the installed base and the turnover in each geographical area for the Elekta Oncology portfolio (SW and HW). They develop and implement the strategy and actions needed to increase the sales of products/services. increasing the revenue generated by the after-sales service solutionsin Elekta Solutions.The Account Manager has specifi c expertise in radiation oncology and is responsible for various actions ranging from prospecting, quoting to closing sales on this line of products. They have suffi cient knowledge of the solutions inthe range to understand and collect customer expectations for the entire Elekta suite (software, brachytherapy, neurosurgery,linear accelerators).They are responsible for the relationship between the customer and Elekta, establishing partnership relationships withcustomers, identifying the Key Opinion Leader in the area, and building a relationship of mutual growth, consolidating awareness of Elekta, its products and services.During customer visits, they qualify the overall needs of the customers, utilising the appropriate support for their locality and range, working in close collaboration with respective Business Lines to best meet the specifi c needs of thecustomers. They are responsible for monitoring and ensuring customer satisfaction on the installed base and newinstallations, coordinating the necessary actions with the actors in the sales process (marketing, applications, sales, project manager, service, etc.).
Responsibilities
Commercial Objectives:- Identify business volume maps of area sales opportunities.- Build commercial action plans (to be validated by commercial management), then implementing actions to achieve the defi ned business volume objectives.- Qualify customer needs for the entire Elekta range and work with the appropriate support to best respond to customers in each of the segments.- Beyond the actions relating to the project (equipment), create and manage with relevant support, actions to develop recurring revenues (upgrades on the installed base) and service orders.- Lead on customer satisfaction, managing the response and coordinating actions with other parties - after-sales service, project managers etc.- Report fi gures during regular opportunity reviews, generate reliable External and Soft Radiotherapy forecasts.- Keep forecasts up to date in the CLM tool as well as contacts and competitor installed base.Offers:- Technical Offer: Uses their knowledge to develop commercial offers, monitoring the implementation of technical fi les in conjunction with the Product Manager monitor progression in CLM to ensure all tasks completed in a reasonable timeframe.- Financial Offer: Takes full responsibility after consultation with relevant colleagues. Create/review quotes using- Oracle CPQ, respecting the price recommendations put forward by marketing and sales management.Customer Visits:- Has expert knowledge of the installed base of their sector and the decision-making customers.- Regularly visit the installed base to ensure its maintenance and development, collecting feedback to continuously monitor needs/insights and improve customer satisfaction.- Visits competitor installed bases to be ensure suffi ciently upstream of purchasing decisions - Documents each Template ID: QMS0419 [08]
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visit with a detailed report, sent by email to the sales and marketing department.Marketing:- Participates in congresses and identifi es opportunities in the sector.- Responsible for updating the customer/prospect listing for the geographical area under CLM.- Shares with the marketing department the expectations of customers regarding RT/SRS solutions.- Analyses as closely as possible the offers and the strategy of competitors on the market.Additional Areas:- Schedules at least two weeks in advance to optimize travel patterns.- Proposes and implements improvements to current business processes.- Responsible for the maintenance of all tools made available to them by Elekta.- Incorporate and display Elekta values in all departmental functions and responsibilities.
Authorities
To propose pricing, confi gurations, and solutions for the Elekta Oncology portfolio and associated services and products to the customers.To take decisions to secure sales within the company guidelines.
Relevant Knowledge, skills and competencies
-A bachelor degree, clinical or business oriented OR equivalent knowledge acquired through business experience.- Skills and knowledge in Physics i.e., diploma physicist or dosimetry OR competences in information systems in the hospital world.- Solid knowledge and experience of the medical devices industry; MR imaging and -Radiotherapy experience with an understanding of radiosurgery, radiation oncology and clinical workfl ows preferred.- Proven sales and negotiation experience within capital medical equipment and/or medical devices industry. A driven sales attitude with a strong desire to win a complex sale requiring unique approaches and persistence.- Fluency in oral and written English is required and another language relevant to the Region is preferred.- Experience of working within a geographically dispersed sales environment.- IT competence including Microsoft suite, CRM (Salesforce), Qlik sense, Seismic and other tools.- Strong interpersonal skills with the ability to develop and leverage internal/external relationships.- Able to work both strategically and operationally, able to interact directly with multi-disciplinary professions at all levels of authority (including technologist, medical physicist, radiation oncologist, administrator, C-level)- Excellent communication skills, both written and verbal, a skilled speaker and confi dent company representative.- Able to work both autonomously and as part of a team when required, in order to execute complex or specialised projects and activities.- Results oriented, an analytical approach and solid project management skills.
- Demonstrable business acumen and commercial mindset.- Persistent and enduring approach, prepared to make strong personal commitments.- Strong ethical standards, values, and good judgement.- Demonstrable knowledge and understanding of Elekta's product portfolio and profi ciency in assigned product specialties will be essential.
