Aesthetic Account Specialist
Job Summary - a concise overview of the job
Endo Aesthetics is an exciting new affiliate of Endo International focused on providing physicians and their patients with expanded choices in medical aesthetic treatments and procedures. We are seeking a passionate, driven Aesthetic Account Specialist (AAS) to launch a new and innovative cellulite treatment to the market. The AAS is an inside sales role and will work from our Malvern, PA office. The AAS will be responsible for filtering and qualifying customer leads in the medical aesthetic market. The AAS will also have an assigned remote geography and collaborate in harmony with their Aesthetic Sales Manager and the field sales force. They will provide product information/clinical data, facilitate training, in-practice marketing tips and share appropriate information regarding Endo Aesthetics. The AAS may develop new accounts in their defined remote geographic territory while meeting and exceeding established sales goals.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Endo Aesthetics Business.
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
% of Time
§ Accountable for meeting or exceeding assigned sales objectives on a monthly, quarterly and annual basis.
§ Develops quarterly, monthly and weekly plans designed to maximize customer relationships and improve selling time in assigned remote geography.
§ Responsible for filtration and qualification of incoming leads.
§ Communicates initial strategy for all new opportunities and works with Aesthetic Sales Manager (ASM) on how to allocate leads appropriately.
§ Communicates and monitors all opportunities in a timely fashion and with a sense of urgency.
§ Demonstrates strong customer service focus and ability to effectively communicate value propositions.
§ Develops and maintains strong collaboration with Aesthetic Sales Manager that enables collaborative efforts to be utilized across aligned Regional Sales Manager and Aesthetic Business Manager teams.
§ Develops strong relationships with key decision makers at multiple levels.
§ Is proficient in knowledge of Endo Aesthetics products and of competitive products and positioning.
§ Responsible for demonstrating knowledge of target customers, competitive accounts, new growth opportunities and time and geography management; submitting reports to ASM consistently on a weekly basis.
§ Implements key marketing strategies, business objectives, and treatment/practice growth plans.
§ Develops a working remote geography business plan that includes account segmentation, forecasting, marketing initiatives, and sales execution strategies (i.e. staff training pull through plans, patient events, etc.).
§ Develops and coordinates virtual HCP training programs, practice enhancement in-services, and patient events.
§ Demonstrates and provides virtual technical product and procedure expertise.
§ Completes all assigned paperwork in a timely and accurate manner (i.e. expense reports, business plans, etc.).
§ Ensures individual and Company compliance with all federal, state, and local laws, and all company policies and procedures.
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor’s degree or equivalent experience within an aesthetic medical practice.
· 3+ years successful medical/dental/device inside or field sales or a combination of Business to Business and medical/dental/device and sales.
· Demonstration of sustained, high performance (President’s Club, Circle of Excellence or equivalent top sales award).
· New product launch and/or experience capitalizing on new market opportunities.
· Medical aesthetic industry experience (preferred).
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Experience and knowledge of general marketing principles and concepts within an aesthetic or other relevant medical practice.
§ Experience and knowledge of inner workings of a physician’s practice.
§ Strong knowledge of the aesthetic market in the assigned geography.
§ Consultative selling skills and/or B2B selling experience in the aesthetic medical space.
§ Strong customer service focus and ability to effectively communicate value propositions.
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to positive decisions.
§ High level of business acumen.
§ Proven consultative selling skills.
§ Strong analytical skills.
§ High customer service orientation with a sense of urgency to respond to customer needs.
§ Strong conflict and problem resolution skills.
§ Ability to develop key strategies at the account level and effectively execute.
§ Strong interpersonal skills.
§ Strong negotiating skills.
§ Ability to manage a budget effectively.
§ Highly organized and able to prioritize effectively.
§ Strong presentation, verbal and written communication skills; with an emphasis on virtual engagement.
§ High level of proficiency in Excel, Word, PowerPoint, CRM systems and other software programs.
§ High aptitude for learning and situational awareness.
§ Ability to work independently and collaboratively.
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
§ Some travel may be required to attend sales meetings or other related functions.
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.