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Sales Account Manager
2 weeks ago
A fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care
- Serving customers in over 180 countries, maintaining operations in over 40 countries
- Vietnamese Only, Hanoi based, WFH
Our solutions make a difference - and so do our people.
**Responsibilities**
- Proactively prospecting, qualifying & closing new prospects in the Vietnam market.
- Presenting the value of the Clinical Effectiveness Product suite offering to a diverse audience, in order to retain our existing customer base and grow revenues year on year.
- Positioning the key value proposition & selling the UpToDate® and Lexicomp® solutions to medical institutions, such as hospitals and medical schools
- Developing, and maintaining business relationships with multiple stakeholders within each account - including C-level decision makers and influencers
- Cross-sell and Up-sell complementary solutions from the Clinical Effectiveness (CE) Portfolio
- Managing the renewal process within your assigned accounts to ensure account growth and minimise account attrition.
- Communicating annual price increases, generating and closing renewal contracts in a timely manner.
- Arranging and conducting onsite demos, trials and presenting to senior stakeholders
- Work closely with marketing to follow up on qualified leads to close & generate new business opportunities.
- Working with assigned customers to implement a strategy, and internal marketing campaigns, to promote, and increase usage to eligible users - via demonstrations and presentations to physicians, end users, senior hospital management.
- Attending local medical conferences (and at times international events), to promote and demonstrate UpToDate to potential customers - institutional or individuals. This occasionally requires weekend travel and time away from home
- Setting up, and providing, training sessions for customers - including ‘C’ Suite, Clinicians and end user.
- Manage and develop your sales pipeline to ensure achievement of quarterly, and annual revenue sales targets
- Keeping accurate up to date records of all activities in our CRM tool (SFDC)
- Regularly reviewing and updating your pipeline to ensure accurate forecasting
**Requirements**:
- At least 5-8 years proven enterprise sales experience selling complex services/solutions to C-level stakeholders and influencers
- Experience of selling Healthcare IT/solutions, or knowledge of the Hospital/Healthcare market would be advantageous
- Excellent communication, written, verbal and presentation skills - able to formulate ideas and opinions in a clear, understandable manner
- Excellent communication skills, both interpersonally and at business level (letters, plans, presentations and reports) is essential
- Confident and able to deal with customers at any level, and to demonstrate/present the value of products to a diverse, target audience and how they may make a difference to their hospital, institution or users
- Proven ability to build, develop and maintain a wide number of business relationships and leverage off those to develop new opportunities
- Commercially aware and be fully conversant with the healthcare market.
- Self-motivated - able to work autonomously and manage your day/work load effectively
- Strong sales planning, forecasting and pipeline management skills
- Fluent in English
- written, reading and spoken.
- Willing and able to travel within the territory (up to 70%) and to International sales meetings and conferences (3-4 per year)
- Owns a car that can be used for work purposes and possess a valid driving license
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