About the Role
In the company's Electrophysiology (EP) Division, we are advancing the treatment of cardiac rhythm disorders through innovative technologies and strong clinical partnerships. The Key Account Manager, based in Dubai, manages large accounts and acts as a business partner with a long-term perspective. This role is responsible for building and maintaining solid relationships with key customers and focuses on increasing market share and revenue generation within the territory for the company's full EP product range, including disposables, software, and capital equipment, while emphasizing profitability and margin, not just revenue.
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What You'll Do
- Provide technical & clinical electrophysiology support to physicians.
- Build partnerships and maintain strong relationships with a long-term focus.
- Interact with purchasing groups, administration, and key decision-makers in healthcare centers.
- Collaborate with patient/physician associations, governmental bodies, and local political networks, including close collaboration with Market Access.
- Work with Regional Sales Managers to identify sales opportunities and manage the sales funnel.
- Use data and reports (e.g., PowerBI, SalesForce) to derive insights and drive business decisions.
- Collaborate with the Country Manager and Financial Controller to identify and implement margin improvement plans.
- Develop comprehensive offers that include full portfolio deals and creative solutions.
- Work with the sales team to maintain deals post-closing.
- Negotiate with centers and influence decisions effectively.
- Prospect strategic customers and address detractors with an entrepreneurial mindset.
- Understand the future R&D roadmap and anticipate upcoming product entries.
- Exhibit advanced knowledge of patient flow in hospitals and the referral network within the country.
General Responsibilities
- Provide timely reports to the Regional Sales Manager (RSM) and complete all administrative tasks accurately and on time.
- Serve as a strong ambassador for the company and the EP division.
- Maintain up-to-date technical knowledge of relevant therapies, products, clinical practices, regulatory requirements, quality standards, and business policies.
- Adhere to all local, regional, and global corporate policies regarding expense reporting and travel booking.
- Ensure compliance with the company's Quality Procedures and uphold technical, clinical, and ethical standards.
Expectations
- Manage large accounts with a long-term business partnership perspective.
- Comprehensively understand financial, health economics, and legal aspects.
- Mobilize internal resources effectively with a 360° view of account activities.
- Demonstrate strong negotiation skills and the ability to influence decisions.
- Explore new business opportunities.
- Anticipate future product entries based on R&D developments.
- Success in prospecting strategic customers and controlling detractors.
- Employ the Integrity Selling approach and apply the AIDINC methodology as needed.
Required Qualifications
- Education: Preferably a Master's degree in Sales, Marketing, Finance, or a strong proven track record in sales.
- Experience: 3-5 years in an Electrophysiology (EP) clinical/sales role, preferably in the Gulf region.
- Broad competencies in finance, health economics, legal, etc.
- Knowledge of compliance including bid & tender processes.
- Fluent in English with excellent negotiation abilities.
- Strong advisory skills to be perceived as a consultant by key customers.
- Analytical skills with good financial acumen and business analysis capabilities.
- Ability to work collaboratively across functions such as sales, legal, and finance.
- Proficient in Microsoft Office Suite including Excel, Word, Outlook, and PowerPoint.
Location and Work Details
- Location: United Arab Emirates > Dubai, One JLT Jumeirah Lakes Towers, Level 1
- Work Shift: Standard
- Travel: Not specified
Benefits
The company offers career development opportunities in an international company with a commitment to diversity and inclusion. Enjoy the chance to grow your career, work in a recognized great workplace, and contribute to life-changing healthcare solutions.
