Strategic Accounts & Pricing Manager DECH

Why Merit?

At Merit Medical, our mission is to create innovative medical devices that improve lives. Our goal is to hire and develop people who want to build something special through hard work, team effort, and commitment. Together, we are making a difference in the lives of patients around the world.

SUMMARY OF DUTIES

Responsible for maintaining and developing strategies and strategic collaborations with our major existing or future Business Partners as the TOP 6 GPOs in Germany and the TOP Distributors/Agents in DECH. The Strategic Accounts and Pricing Manager DECH reports to the Regional Vice President DECH.

ESSENTIAL FUNCTIONS PERFORMED

• Negotiate and execute profitable pricing.

• Ensure a compliant collaboration with Distributors in DECH.

• Work closely together with the Team in Maastricht (Marketing, Legal, Compliance).

• Fundamental understanding of the several reimbursement systems in DECH (DRG, EBM, AOP, Sprechstundenbedarf).

• Close collaboration with the DECH Management Team.

• Maintain close links between the Tender team and the Business Managers to quantify sales opportunities.

• Work in close cooperation with the TOP 6 GPO`s, Agents, Distributors and the Business Managers to ensure maximum opportunity is gained from business proposals and agreements.

• Accurately identify key decision makers, influencers and key opinion leaders in all accounts. 

• Monitor sales & profitability in accounts vs targets.

• Identify trends in your accounts and specific therapy areas.

• Implement strategies for retention and growth of business.

• Analyse opportunities to improve current ways of working, understand the larger organisation and its stakeholders to drive change to maintain the company’s competitive edge.

• To maintain up to date records of key customers and meetings.

• Work closely and build credibility and trust with Merit Products with internal & external teams, acting as an intermediary whilst remaining an advocate for the company always.

• Demonstrate key account management skills, listening to customer complaints and needs, understanding and addressing concerns in a reliable and efficient manner.

• Work closely with the operations teams to trouble-shoot and provide solutions to the customer in a timely manner.

• Complete reports, minutes, tenders and business proposals in line with the company’s SOPs.

• Deliver excellent customer service whilst maintaining focus on the patients’ needs and consistently identifying opportunity to deliver added value.

• Represent Merit at National, Regional and local events as and when required.

SUMMARY OF MINIMUM QUALIFICATIONS

• Education and/or experience equivalent to a Bachelor's degree or Master's degree in Business Administration.

• Proven Sales success.

• Experience in a clinical setting.

• This position involves extensive travel.

COMPETENTIES

• Good business sense.

• Good communication skills - verbal and written.

• Competent IT skills.

• A positive attitude and being able to take initiative.

• To be self-motivated but able to work as part of a team.

• Good organisational and time-management skills.

• Good negotiation skills and persuasiveness.

• Confidence presenting to large groups of people.

• Trustworthiness and discretion when handling confidential information.

• A smart appearance and professional manner.

• Enjoy networking and meeting new people.

PERFORMANCE MEASUREMENT

• Achievement of sales and profitability targets.

• Completion of business plan within specified time lines.

• Having adequate product, service and market knowledge.

• Being responsive and supportive of internal customers.

• Communicating and reporting to management and colleagues where required in an accurate and timely manner.

• Keeping abreast of changing market needs, sales trends and being proactive in implementing retention and growth strategies to address these.

• Providing team support and working for the combined corporate goals not just individual territory achievements.

• Completion of and contribution to additional projects set by senior management and marketing.

We are Global

Founded in 1987, Merit Medical Systems, Inc. is a leading manufacturer and marketer of proprietary disposable medical devices used in interventional, diagnostic and therapeutic procedures, particularly in cardiology, radiology, oncology, critical care and endoscopy. Merit serves client hospitals worldwide with an international sales force and clinical support team totalling in excess of 500 individuals. Merit employs approximately 6,300 people worldwide.

Merit Medical EMEA currently has over 300 employees, spread over more than 20 countries in the EMEA region.

Merit Maastricht (The Netherlands) is the European Headquarters and Distribution Center of Excellence. Much of Merit Medical’s world-class customer service happens here along with our excellent physician training courses. More than 100 employees work at this growing Merit campus and enjoy many benefits, such as flexible working hours and competitive salaries as well as learning opportunities and internships.

Culture

A supportive and collaborative environment make Merit Medical a friendly, enjoyable place to work. We are proud of our energetic and dynamic culture. Diversity & Inclusion is evident here with a 50/50 ratio of male and female employees and more than 30 nationalities. We value every employee as an individual.

To see more on our culture, go to www.merit.com/careers.