Senior Account Manager

  • Reference: 001
  • Closing Date: 30/09/2019
  • Type: General Application

The overall responsibility of the Senior Account Manager is to achieve agreed revenue targets by driving product sales through existing distribution networks. To proactively manage and support the Account Management Team and to collaborate with Welland’s Sales and Marketing team Managers to drive sales and marketing excellence through distributor partners, ensuring they are developing and actively deploying sales and marketing strategies that will drive profitable revenue for the distributor and Welland Medical Limited.
Based at the Company’s Head Office, overseas travel will be necessary as appropriate and as directed by the Sales & Marketing Director.

Key Responsibilities:

  • Lead, motivate, challenge and coach the account management team to achieve sales targets
  • Develop and improve processes and manage change to achieve sales targets
  • Develop strong relationships and have regular contact with distributors and market influencers
  • Research and identify new business opportunities in existing markets and ensure all new business leads are actively pursued
  • Implement and communicate pricing policy
  • Agree SMART objectives with each distributor (pricing, stock control, regulatory activity, sales and marketing initiatives, forecasts) and communicate to the Sales & Marketing Director
  • Develop with the distributor, sales forecasting and marketing strategies for each market. Monitor and report on a quarterly basis via internal quarterly sales review meetings
  • Organise quarterly review meetings with key distributors to discuss and agree objectives; agree changes as appropriate in order to achieve annual revenue targets
  • Produce and circulate regular visit reports; highlight key issues that will affect sales and product / communication activities
  • Produce monthly sales report and submit to Sales and Marketing Director
  • Attend monthly management meetings
  • Assist in the organisation of and attend key exhibitions, distributor meetings and other key meetings as directed by the Sales and Marketing Director
  • Assist in the writing and communication of the annual Sales and Marketing plan
  • Present at internal and external meetings as and when required
  • Work closely with all relevant departments to ensure successful delivery of information from all markets
  • Manage the on boarding process of new distributors with the New Business Development Manager and Marketing Manager
  • Collaborate with the New Business Development Manager, Marketing Manager and Clinical Marketing Manager and Sales and Marketing Director to formulate the most appropriate support for each distributor as and when required
  • Identify trends and opportunities for new export markets and new product development opportunities with the New Business Development Manager, Marketing Manager and Research and Development Manager
  • Manage department travel and expenses budget in accordance with Company policy


Minimum Essential Requirements:

  • Business or marketing degree or equivalent
  • Managing a sales/business development/account management team
  • Export distribution


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