Account Executive, Milwaukee (Finance)

Summary

Responsible for attainment of sales quotas by product promotion, education and comprehensive service to physicians, purchasers and other decision-makers within assigned territory.

Activities, Duties, Tasks and Responsibilities

• Nurtures and develops contacts with existing and potential customers
• Effectively manages contact time through territory management techniques
• Analyzes existing and anticipated customer requirements
• Develops territory business plans to promote BDI's entire product line (contrast media, devices and informatics) to achieve annual quota. Conducts sales presentations for the entire line of assigned products engaging clinical support as needed
• Maintains up-to-date and accurate sales records as required
• Maintains technical proficiency for all products by actively participating in all sales training and utilizing sales tools provided by the organization
• Enhances customer knowledge about Bracco products through the effective use and coordination of speakers, programs, seminars, symposia and other company-sponsored events
• Works with finance, contract administration and corporate accounts to validate customer charge backs to determine eligibility for contracted pricing and rebates
• Maintains up-to-date and accurate T&E/sales records by using Concur and salesforce.com, respectively.

Supervisory Responsibilities

N/A

Professional Experience

At least 2 years outside sales experience, technical experience in a hospital and/or imaging center, or marketing/field sales administrative experience in the pharmaceutical industry

Education

Four-year College Degree

Professional knowledge (Core Competencies focused on technical skills)

Business Planning/Implementation:

• Develop territory plans

Strategic Selling:

• Effectively applies the strategic selling process, including identifying decision-makers, coaches, economic buyers, and develops rapport with physicians and others that are involved driving the decision-making process.

Product Knowledge:

• Demonstrate a comprehensive understanding of Bracco's entire product line including device, pharmaceutical agents, and informatics.

Technology Skills:

• Uses provided computer software for planning, account analysis, forecasting and reviewing sales (e.g. Salesforce.com, BARS, Field Coaching Reports) activities
• Utilize company provided tools to manage travel and expenses

Managerial Skills (Core Competencies focused on managerial skills)

• Collaboration and Impact
• Quality of Communication
• Ownership Mindset
• Customer Focus

Soft Skills - Company Values & Behaviours

Adhere to the Bracco's core values, including:

• Passion: Connecting People and Networking; Be Yourself
• Extraordinary: Leading People and Delegation; Courage
• Continuous Evolution: Insight and Learning Agility; Digital and Technology Orientation
• Sustainability: Long-Term Value Creation; Accountability

Core Relationships

• Customers
• Sales management (Zone Sales Directors, Region Managers, Account Executives, Strategic Account Managers, and Corporate Accounts)
• Customer Service & Fulfillment
• Commercial Operations
• Marketing
• Finance
• Legal
• Human Resources

Certificates, Licenses and Registrations

• Must be a licensed driver without restrictions and able to drive a car

• Field Sales Credentialing demands various vaccinations and background check requirements. Candidates have to comply with all credentialing obligations, including a 10-panel drug screen, in order to have access to the medical facilities conducting business with Bracco.

Physical Demands

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Travel: Domestic travel is required

• Injector presentations sometimes requires moving and handling equipment (must be able to move various components weighing up to 28 pounds)

Work Environment

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• The position is field based