Account Manager

CooperSurgical is a leading fertility and women’s healthcare company dedicated to putting time on the side of women, babies, and families at the healthcare moments that matter most in life. As a division of CooperCompanies, we're driven by a unified purpose to enable patients to experience life's beautiful moments. Guided by our shared values – dedicated, innovative, friendly, partners, and do the right thing – our offerings support patients throughout their lifetimes, from contraception to fertility and birth solutions, to women’s and family care, and beyond. We currently offer over 600 clinically relevant medical devices to healthcare providers, including testing and treatment options, as well as an innovative suite of assisted reproductive technology and genomic testing solutions. Learn more at www.coopersurgical.com.

•    Core competency – strong proven track record in sales within pharmaceutical and/or medical devices in fertility market or gynaecology. Or with a strong track record in working within the fertility market and affinity with sales.
o    Result oriented: growth above the market pace
o    Customer and opportunity focused
o    Skilled communicator and relationship builder
o    Fast learner with deep understanding of infertility market
o    Drives business through business analytics and setting priorities on growth opportunities
o   Empathic, positive and knowledge sharing
•    People focused and able to build and develop relationships with stakeholders
•    Able to analyse complex issues, work in a team and collaborate with different stakeholders, to achieve sales results
•    MS Office skills, including Word, Excel, Teams, PowerPoint, Outlook, PowerBI and CRM
•    Extensive and up to date knowledge CooperSurgical portfolio and competitive environment
•    Updated knowledge of local compliance legislation on interacting with healthcare professionals 
•    SOX awareness
•    Organizational and time management skills with the ability to prioritise own workload with minimal supervision
•    Able to work under pressure 
•    Demonstrates a can-do attitude with the ability to respond positively to change

Work Environment:
•    Predominantly field working environment with pre-approved business travel arrangements
•    Prolonged use of a PC, laptops, display screens and mobile phone
•    Staff responsibility: none
•    Able to work additional hours as necessary to achieve required performance

Experience:

•    Strong proven track record in successfully driving sales processes, with focus on identifying market opportunities, setting business priorities, negotiation and closing deals
•    Extensive experience in working in the fertility industry with strong affinity for driving commercial success
•    Experience working in a fast-paced environment
•    Experience gained in infertility market is highly desirable

Education:

•    Business school degree or a dual business/science curriculum (minimum Bachelor’s/Master’s) with more than 4 years of sales experience in the medical device field. Knowledge of reproductive medicine is an advantage but not required.
•    Candidates with a purely technical/scientific background in IVF may also be considered if they demonstrate strong sales aptitude.

As an employee of CooperSurgical/CooperVision, you'll receive a competitive total compensation plan. Your recruitment team will be able to share more information about any variable pay opportunity and benefit package that accompanies this role. The good faith estimate of the salary range for this role is 56.000 to 75.000 Euro Annually  The actual amount offered is determined by a number of factors including but not limited to location, skills and experience.
 

The role has overall responsibility for field sales of CooperSurgical Fertility portfolio to the customers within the assigned territory in Italy. Through diverse interactions with the external customers and internal stakeholders, Account Manager drives sales higher than market pace development and ensures meeting quarterly sales targets.

To grow CooperSurgical consumables, Genomics, equipment and technical service sales through the product knowledge, local infertility market understanding and proactive professional sales skills. Arrange sales and local marketing activities in alignment with the corporate strategy. Ensure full legal compliance and correct timely reporting. Feedback local market data to the corporate stakeholders, provide regular sales analysis and planning with the available tools (CRM, PowerBI).

Travelling: 80% of the time visiting customers

• Spends majority of time meeting customers: all stakeholders that are relevant for the sales process. Plans sales visits based on major opportunities and focuses on closing deals
• Develops strong customer relationships and meets revenue targets for the assigned customer accounts
• Generates leads on consumables, equipment, technical service and Genomics, which then executes in collaboration with the internal stakeholders
• Develops commercial proposals for annual contracts and continuous re-buy (standing orders)
• Monitors and participates in relevant public tenders, coordinates internal stakeholders to ensure presence of CooperSurgical products in tenders specifications 
• Keeps overall account ownership and improves coordination/effective selling of whole CooperSurgical Fertility portfolio
• Develops deep understanding of overall customer needs (all stakeholders), to improve overall CooperSurgical value proposition (i.e. professional education, added value solutions) to create strong partnerships
• Proactively manages sales by using market insight as well as existing analytical tools on a regular basis. Provides relevant reports on request of the direct manager 
• Engages other functions and experts (e.g. Equipment, Customer Service, Genetics, Marketing, Regulatory, Finance) as needed to ensure superior service for accounts
• Suggests and executes relevant marketing campaigns to grow the market of responsibility
• Arranges local promotional & training activities with focus on ROI, together with Clinical Application Scientist and regional sales team
• Recommends and implements processes that optimizes time management and business continuity

• Analyses sales trends and market metrics in partnership with the direct manager and regional colleagues, to develop sales tactics and ensure sales growth 

• Prepares customer visits in advance, using PowerBI, CRM and other tools. Ensures CRM reporting in a timely manner

• Keeps deadlines for financial reporting and customer response time. Ensures business continuity during absence on vacation by proactively delegating tasks to the relevant colleagues

• Acts as a trusted CooperSurgical employee by adhering to our company values, as well as driving our commitment to Inclusion & Diversity and Employee Engagement