Job Description

Scope:

The role has overall responsibility for field sales of CooperSurgical Fertility portfolio to the customers within the assigned territory in Nordics and Baltics. 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).

Essential Functions & Accountabilities:

• 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

• Any other related duties connected with the Company’s business as may be required by the direct manager

Travel Requirements:

The field sales role requires extensive travelling within the territory of responsibility, as Account Manager prioritizes customer visits in person (up to 80% of the working time, including travel). There will be eventually international travel within the EMEA for the training purposes, international congresses and regional sales meetings

Qualifications Knowledge, Skills, and Abilities:

• Core competency – specialized expertise in sales at infertility market

  • Result oriented: growth above the market pace

  • Customer and opportunity focused

  • Skilled communicator and relationship builder

  • Fast learner with deep understanding of infertility market

  • Drives business through business analytics and setting priorities on growth opportunities

  • 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:

• Extensive relevant experience in sales process, with focus on identifying market opportunities, setting business priorities, negotiation and closing deals

• Experience working in a fast-paced environment

• Experience gained in infertility market is highly desirable

Education:

• Bachelor’s degree with 8 years experience in sales. Or Master’s degree with 5 years experience in sales. Degree in business administration and/or relevant scientific degree

• Training courses on sales skills and communication