Overview
The Team Leader has dual responsibilities: they are accountable as the team leader, driving and implementing strategy for the Acute team and managing the day to day management of the team. They set best practice and promote a collaborative culture within the team. They also manage the relationship with the customers of the accounts they are assigned to and oversee all activities with particular customers, with the goal to create long term relationships and exceed annual sales quota. The Team Lead – Acute Sales serves to understand the customer's demands, plan how to meet these demands, and generate sales for Ascom as a result. He/she acts as the key interface between Ascom and Customers, new prospects, Solutions/Technical Team, Operations, and Management, and therefore has significant impact on the growth of Ascom. The job holder reports to the Head of Sales/ Country Manager.
Key Tasks And Responsibilities
* Responsible for developing and executing the sales strategy within team and assigned accounts, working in collaboration with the Regional Product & Solutions teams and Head of Sales
* Promote and drive the sharing of best practice with the Acute Sales team
* Set targets for the Acute Sales team, monitor progress, and ensure achievement of goals
* Ensure the creation of strategic account plans for each team member and ensure the team execute
* Support the Head of Sales in the daily management and operational oversight of the Acute Sales team
* Drive forecast accuracy, identify skill gaps within the team, and implement upskilling or development plans as needed
* Effectively utilize business management systems and tools to monitor, analyze, and forecast account performance
* Meet personally assigned targets for profitable sales volume and strategic objectives in assigned accounts
* Responsible for growing and maintaining the existing customer portfolio within the UK, qualifying new leads to maintain identified business to support a balanced sales funnel for future sales
* Develop account penetration strategies for key target and competitive accounts and share market intelligence back to the business, along with field concerns, issues and requirements
* Responsible for highly effective and trustful working relationships with customers in Country at all stages of the relationship, through pro-active strategic account reviews and by managing the communication between customers and internal project teams
* Informs regional clients of new products and services as they are introduced; recommending products and services that fit well with clients\' business needs
* Ensures self and team members have deep understanding of customers’ business models, their overall goals, and their business needs and challenges, and maps Ascom’s solutions and products accordingly
* Prospect for new customers and business; generate proposals, initiate and actively participate in bid process where applicable
* Co-ordinate the involvement of Ascom subject matter experts in interactions with customers, and keep project teams accountable to deliver service on-time and in high-quality
* Coach and support team members to exceed client expectations and achieve high performance
Requirements
Qualifications and Work Experience
* Master’s degree in business administration, or Software Engineering, Sales or related field; alternatively, relevant certifications (e.g. Strategic Account Manager Certification)
* Minimum of 5 years’ experience in account management or in similar leadership roles, preferably with technology driven products and services offered to commercial, institutional and or industrial customers
* Knowledgeable about IT systems, medical devices, integration of systems, clinical workflows and regulations
* Proven track record in account management, assertive selling & relationship building with customers; proven record of consistently exceeding targets
* Experienced in C-level / consultative selling, with a proven track record in sales execution, direct & indirect, and value based (complex) solution sales, including software
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