战略客户经理, SkinMedica
Strategic Account Manager, SkinMedica
关于艾伯维
在艾尔建美学（Allergan Aesthetics），艾伯维旗下公司，我们开发、制造并推广一系列领先的美学品牌和产品。我们的美学产品组合包括面部注射剂、身体塑形、整形外科、护肤等。我们的目标是持续为客户提供创新、教育、优质服务以及对卓越的承诺，同时保持个性化服务。如需更多信息，请访问 https://global.allerganaesthetics.com/。关注艾尔建美学的领英账号。
战略客户经理（SAM）负责代表SkinMedica、DiamondGlow和Latisse品牌，并向指定地理区域内目标美学客户推广产品组合。重点在于直接销售产品（医生处方的护肤产品和皮肤重塑系统）以及执行针对患者的拉动计划/活动。通过利用和管理关键资源，并与高性能销售团队合作，以最大化覆盖目标客户。SAM提供专业技术产品和程序知识，以及竞争产品的差异化优势。通过创意性、咨询式销售及实施美国销售/市场计划来达成销售目标。
职责
列出该职位的10项主要职责。包括职责范围和责任内容。
· SAM利用艾尔建医学的资源，促进SKM产品组合的采用，包括1）非手术、非侵入性皮肤重塑设备，2）专为皮肤重塑设备设计的外用护肤消耗品，3）SkinMedica产品组合。必须与面部美学、整形外科、Coolsculpting、APC、市场部及其他艾尔建销售团队协作。遵守相关报告、请求和合规政策。
· 有效管理现场资产和资源，包括但不限于费用管理、电脑和其他分配的设备。
· 销售成果：持续达成护肤、消耗品和设备的销售配额。熟练执行营销计划中的销售组件，包括设备部署和拉动产品促销（设备、消耗品和SkinMedica产品组合）。制定跨产品组合的拜访计划。在多个项目中表现出适应能力。
· 展示有效的销售技巧（演示Dermalinfusion治疗，向客户教育正确的操作技术）
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About AbbVie
At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.
The Strategic Account Manager (SAM) is responsible for representing the SkinMedica, DiamondGlow and Latisse brands and promote the product portfolio to targeted aesthetic customers within a designated geographical area. The focus will be on direct selling of products (physician dispensed skincare and skin resurfacing system) and executing pull through programs/events to patients. This is accomplished by utilizing and managing key resources and contributing with high performance selling teams to maximize coverage to targeted customers. The SAM provides technical product and procedure expertise, as well as, competitive product differentiation. Assigned sales goals are obtained through creative, consultative selling and implementation of the U.S. Sales/Marketing plan.
Responsibilities
List up to 10 main responsibilities for the job. Include information about the accountability and scope.
· The SAM leverages Allergan Medical’s resources to enhance adoption of the SKM Portfolio which includes 1) non-surgical, non-invasive skin resurfacing equipment, 2) topical skincare consumables designed for the resurfacing device and 3) SkinMedica product portfolio. Must collaborate with Facial Aesthetics, Plastic Surgery, Coolsculpting, APC’s, Marketing, and other Allergan sales forces. Complies with required reports, requests, and compliance policies.
· Effectively manages field assets and resources to include, but not limited to, expense management, computer, and other allocated equipment.
· SALES RESULTS: Consistently achieves sales quota for skin care, consumables, and equipment. Proficient in sales execution component of marketing plans to include device placement and pull through product promotions (device, consumables and SkinMedica portfolio). Creates call plans across product portfolio. Demonstrates adaptability with multiple initiatives.
· Demonstrates effective selling skills (demonstrate Dermalinfusion Treatments, educate customers on proper techniques for Dermalinfusion Treatments, consultative sales approach to the customers' business, pre-call plans, Intro/credentialing, assessment of customer needs, handling objections, presentation delivery with visuals, closing, follow-up, etc.). Builds loyal relationships; high level customer interaction.
· Calls on and effectively manages time with new and existing customers to educate on new and current products. Works with customers toward business development by assessing and product needs, placing account orders, merchandising office, and supporting events for pull-through.
· Manages initiative execution across the portfolio balancing the device sale to drive skin care and consumable business. Demonstrates ability to assess territory metrics to develop and implement territory business plans; computer proficiency (excel, internet, PowerPoint); use of sales reporting tools; responds timely to corporate requests; balances work load demonstrating good organizational skills, and optimizes corporate resource and budget allocation. Provides product samples as necessary.
· Educates customers on device and product features and benefits through individual and group presentations/trainings. Conveys consistent differentiating messaging across portfolio; technical fluency across Allergan and competitive product portfolio. Demonstrates an expertise in discussing support studies/material, proficient with knowledge of the aesthetic market. Portrays strong business acumen.
· Demonstrates the ability to execute marketing plans across product portfolio. Understands sales execution role within the marketing plan. Ability to understand marketing team's role and provide appropriate feedback to plan implementation. Ability to articulate strategy to RM and team members. Ability to understand how individual tactics support the overall strategic direction. Understands and adheres to compliance and travel/expense policies.
· Exemplifies integrity, flexibility, and adaptability. Ability to understand multiple perspectives of decisions beyond one territory. Is self-aware of interaction with customers, peers, etc. Demonstrates the ability to make sound decisions and uses good judgment. Is reliable and has a willingness to improve. Portrays a positive and productive attitude in working with counterparts toward collaboration supporting the portfolio of business.
- Bachelor's degree in health, sciences, pharmacy or business-related field preferred or relevant and equivalent industry experience required.
- Minimum of 3+ years of sales experience required with business to business to consumer (B2B2C) sales experience preferred.
- Aesthetics sales background or related experience with a skin care company highly desirable
- Valid driver’s license
- Analytical skills. Strong business acumen. Proven selling skills
- Analytical skills. Strong business acumen. Proven selling skills
- Strong communication skills, both verbal and written. Strong interpersonal skills. Strong contract/negotiating skills
- Financial/budgetary experience
- Ability to travel . Ability to lift 50 lbs.
- Proficiency on excel, word, power point and other software skills
Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law:
· The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.
- We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.
- This job is eligible to participate in our short-term incentive programs.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law.
AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.
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