What are the responsibilities and job description for the Account Executive position at Guerbet?
At Guerbet, we build lasting relationships so that to enable people to live better. This is Our Purpose.
We are a global leader in medical imaging, offering an extensive portfolio of pharmaceuticals, medical devices, digital and AI solutions, for diagnostic and interventional imaging. As a pioneer in the field of contrast products since the last 100 years, we continuously innovate to improve the diagnosis, prognosis and quality of life of patients.
Customer Centricity, Cooperation, Audacity, Focus, and Responsibility are the values that we share and practice on a daily basis.
Working at Guerbet is not only being part of a multicultural team with nearly 3,000 people across more than 20 countries, but it is above all about playing a unique role in the future of medical imaging. WHAT WE ARE LOOKING FOR
The Account Executive will drive company sales by continually identifying new sales opportunities and maintaining existing customer relationships and be responsible for developing sales pipelines to manage sales quotas. The territory for this role will be for the Atlanta, GA and northern Florida territory. Ideal candidates would reside within or near the territory.
YOUR ROLE
We are a global leader in medical imaging, offering an extensive portfolio of pharmaceuticals, medical devices, digital and AI solutions, for diagnostic and interventional imaging. As a pioneer in the field of contrast products since the last 100 years, we continuously innovate to improve the diagnosis, prognosis and quality of life of patients.
Customer Centricity, Cooperation, Audacity, Focus, and Responsibility are the values that we share and practice on a daily basis.
Working at Guerbet is not only being part of a multicultural team with nearly 3,000 people across more than 20 countries, but it is above all about playing a unique role in the future of medical imaging. WHAT WE ARE LOOKING FOR
The Account Executive will drive company sales by continually identifying new sales opportunities and maintaining existing customer relationships and be responsible for developing sales pipelines to manage sales quotas. The territory for this role will be for the Atlanta, GA and northern Florida territory. Ideal candidates would reside within or near the territory.
YOUR ROLE
- Is responsible for serving customers by selling Guerbet LLC products and services in the assigned territory
- Builds and maintains accurate information on current and prospective customers, learn market dynamics in territory
- Approaches to gain trust and rapport; tunes the world out and people in, puts them at ease and make them feel important, gets them talking about themselves and their patients, holds eye contact and listens to how they feel. Interviews to identify needs
- Demonstrates to show how product meets identified needs, validate to cause people to trust you and believe your claims, negotiate to work out problems and overcome objections, closes to ask for commitments for action
- Respects opinions of others, seeks mutually beneficial outcomes, demonstrate positive attitude, is responsive to requests
- Initiates communications/relationships with others; i.e. internal peers, internal departments, peers from other organizations, regional buying groups, …
- Uses sales funnel and work with manager to shape call plan; assess activity and check monthly performance via CRM, seeks information from others who have relevant expertise
- Prospects to identify potential customers, analyze the information available, conduct pre-call planning by creating target list, sets up geographical zones and formulating agendas with goals for calls (pre-call objectives)
- Conducts post call follow-up completing required reports and recording activity and other key information in CRM
- Follows budget guidelines, provides samples according to guidelines
- Takes personal responsibility for results on own assignments
- Adapts own tactics in response to changing market and changing company strategies
- Demonstrates product knowledge, develops managed care/GPO/health system knowledge; i.e. key players, formulary, develop understanding of relevant disease states, display basic knowledge of key competitor
- Reach out to more experienced team members for developmental guidance; take initiative to continue to develop self, initiate communication with NSM regarding goals, development planning, etc.
- Understands how organization creates perceived and real market advantage and how products and services provide value for customers
- Implements plan as directed to gain leverage
- Experience working with CRM software
- Microsoft Word, Excel, PowerPoint (Intermediate)
- Bachelor’s degree required
- Registered Technologists with MR Registry a plus [RT (R) (MR)]
- 1-2 years of Diagnostic Imaging Sales experience in Contrast Media or Medical Devices, and Digital Solutions
- Strong knowledge of MR Radiology, and Digital Solutions a plus
- Strong track record of sales successes in a hospital environment with complex sales environment experience
- Strategic selling ability
- Strong interpersonal and communication skills
- Problem analysis and problem-solving skills
- Territory planning and management skills