Overview
The Enterprise Imaging Account Manager is responsible for developing and maintaining relationships with new customers or partners within the Healthcare Enterprise Imaging domain, with the objective of consistently meeting or exceeding assigned sales goals across enterprise imaging solutions
Responsibilities
- Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritisation of opportunities for assigned moderate to high complexity imaging customers or partners
- Work alongside Regional Territory Managers and other internal stakeholders to optimise Enterprise Imaging net new wins across the EMEA region
- Communicate accurate sales forecasting on both a regular and real-time basis
- Proactively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships within enterprise imaging (VNA, Digitial Pathology, Workflow orchestration and related solutions). Collaborate with all available company resources to develop and maintain pipeline
- Take proactive measures to streamline and constantly improve account management and the sales process within complex, multi-stakeholder healthcare environments
- Partner with sales solution engineers in the development of software demonstrations for customers or potential customers
- Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
- Maintain a strong understanding of enterprise imaging best practices and market trends, as well as customer clinical, operational and technical needs. Pursue opportunities for company expansion and integration across imaging ecosystems
- Engage company specialist and support resources as needed to advance opportunities, including clinical, technical and implementation stakeholders
- Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response, particularly for large-scale imaging programmes
- Attend and actively contribute to trade shows and industry events; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
- Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting processes to ensure deals are closed on time, as forecasted, across multiple regions where applicable
Basic Qualifications
- Bachelor’s Degree or equivalent experience
- Minimum of 5 years’ successful experience working as an Account Executive in a PACS, VNA or Enterprise Imaging environment with a proven track record of success
- Proven track record of successfully winning enterprise imaging deals across the UK and ideally across European and/or Middle Eastern markets
- Fluency in English and at least one additional language at a professional level
- Demonstrated knowledge of Sales within Enterprise Imaging or related healthcare technology solutions
- Proficient in opportunity management and account planning tools
- Strong ability to establish rapport and gain the trust of clinical, technical and executive stakeholders
- Excellent oral and written communication skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
- Highly organized and experienced at successfully multi-tasking in complex sales environments
- Self-motivated with the ability to manage work independently to completion
- Strong collaboration skills, applied successfully within team as well as with other areas
- Strong negotiating and influencing skills, particularly in enterprise-level deals
- Up to 50% travel time required
