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Position Summary:
The Account Executive (AE) is responsible for all business development activities within a specific geographical region that is assigned to them. The AE is responsible for revenue, growth and customer service targets within their assigned region and operates within a virtual team comprised of regional management, business development, and global experts to position he complete portfolio and correct combination of testing, inspection and certification services. Through expert knowledge and a keen understanding of the industry the AE ensures that TÜV SÜD is correctly represented as the thought leader and the most competent service provider in the industry.
Responsibilities:
Develop strategic plans for further business growth for the assigned region, and execute those plans with successful growth outcomes in the following areas:
Revenue / Sales Growth / Profit Growth / Increased Market Share
Expand existing customers book of business
Proactively find, develop, and win new business with existing and new customers in the following areas:
Testing throughout the entire Medical Devices/IVD lifecycle including (but not limited) to:
MRI Safety, Biological Safety, Reprocessing, Packaging, lot release testing, IVD testing, Cybersecurity and all other testing related services within a given market vertical.
Increase the loyalty, retention, and growth of large strategic accounts by facilitating the completion of complex projects and improving the efficiency at which those accounts do business with .
Successfully on-board new, complex projects in conjunction with the scientific leads and develop processes that allow lab operations to fully own the projects.
Coordinate the overall account relationship, including periodic business reviews involving the customer and appropriate TÜV SÜD representatives.
Utilize existing network of contacts, lead lists, former and existing customer lists to identify right contacts, establish relationships and grow business across the entire portfolio of MHS services.
Maintain a high level of responsiveness, communication and detail both internally with stakeholders and also with customers to assure business alignment.
Identify new opportunities and drive conversations forward by advancing the sales through the sales process including quoting, follow up, booking, and post sales activities.
Anticipate and identify customers’ needs by constantly promoting our company’s portfolio of services.
Oversee multiple account management projects at a time, while maintaining sharp attention to detail.
Represent the voice of the customer within TÜV SÜD, advocating for new capabilities, additional capacity and improved processes, all focused on long term customer success.
Internal advocate to ensure management and experts are aware of the specific needs and nuances of the industry including capacity constraints and missing services.
Develop strategic account loyalty and success plans and work with Sales and Lab Operations leadership to determine project complexity level, ownership and communication requirements, and necessary human resources required to ensure customer success
Leverage CRM and ERP systems to track projects, opportunities and quotes to closure and collect relevant information on strategic and targeted accounts within assigned market vertical.
Represent TÜV SÜD to industry through coordination of expert resources, representation at relevant industry events, and efficient delivery of complete portfolio of TÜV SÜD services.
Work closely with scientific project leads, lab staff, management, and operations to ensure new and existing business completes successfully.
Support the development of product positioning strategies and communications plan
Explore different sales channels and commercial partnerships within given market segment
Qualifikationen
Education & Experience:
Bachelor’s Degree in natural sciences or medical technology required.
Preferably biology, biotechnology, veterinary medicine, chemistry, or comparable qualification.
At least 3 years of sales/business development experience.
Demonstrated ability to account by strategic positioning of services through targeted sales, marketing, and customer service program.
Background in Testing, Auditing, and/or Certification (ISO) is a plus
Experience working with ISO 17025, ISO 13485, ISO 10993 series of standards and GLPs desirable
Exposure to medical industries required / Experience in project management a plus
Ability to effectively communicate with customers with varying degrees of technical understanding in biological/chemical testing
Specific Skills, Knowledge & Abilities:
Computer Literate in Microsoft, Word, PowerPoint, Xcel, etc.
Basic knowledge working with Customer Relationship Management software, SAP systems, and LIMS.
Demonstrated ability in managing phone, email, and web site inquiries.
Ability to work independently. Ability to multi-task and handle deadlines. Thrive in a fast-paced environment. Customer service oriented
Self-starter with a positive and motivated attitude
Fundamental competencies form the foundation for individual and organizational success in TÜV SÜD and apply to all employees and showcase behaviors aligned to TÜV SÜD values and culture cornerstones and will be evaluated in performance assessments.:
Communication
Collaboration
Customer Orientation
Self Management