Overview
Allurion Business Development Manager (BDM) Italy - Milan
The Allurion BDM is responsible for the Milan region - containing a group of partner clinics (accounts). Within this region they are responsible for the implementation of 3 strategic priorities:
1. Increasing the productivity of existing accounts using the 4C Success Model (Confidence, Care, Convince, Connect). This is a sequential 4-step model created through capturing the best practices of our most successful accounts globally.
2. The acquisition of new high potential accounts using the ACT Model (Allurion Commercial Teaching) based upon the Challenger selling methodology - from the book of the same name.
3. B2B2C conversion of medical weight loss considerations using a variety of marketing methodologies (these tactics sit within the Convince and Connect sections of the 4C Model). These methodologies will be taught to partner clinics.
Required Skills
* Analytical skills / auditing skills / gap analysis
* The ability to train - go into a clinic and deliver engaging training and coaching (training skills will be tested during interview process)
* Good communication skills
* Influencing skills
* Consultative approach to selling
* Stakeholder mapping and management ability (both internal across function and external)
* Strong negotiation skills
* Marketing ability - particularly digital
* Adaptability - fast paced changing company
* Learns quickly
* Conflict management - manage difficult conversations
* Entrepreneurial skills - managing your own small business
* Long term view of business - future focused
* Organized and self sufficient
* Strong business acumen and drive for performance
Required Knowledge and Experience
Essential
* Experience of practice development, partnership, and productivity development
* Experience in fast growth, fast paced companies to deliver on our hyper growth ambition
* Training experience
* Alliance management and development experience
* Helping clients with demand generation
* 3-5 years’ experience in growing accounts and increasing productivity ideally within a fast growth company
* Strong track record of individual contribution to achieving / exceeding goals and sales targets
* Consumer oriented
* Working in a fast-paced multi-cultural environment
Desired
* Opening new markets
* Launching new products / New categories of product
* Experience of working with clinics / HCPs
* Multiple language knowledge
* Evidence of continued professional development - courses taken, promotions etc.
* Marketing experience - particularly digital
Required Behaviors
* Demonstrates credibility, confidence, and professionalism
* Grit - having a positive attitude in the face of adversity, never take no for an answer! Try, fail, try again and never give up. Tenacity. Solution focused rather than stuck on problems.
* Data driven - business analysis, audit clinics, use all available data to inform business decisions when creating a plan for improving sales and productivity of a clinic. Forecasting how to achieve your target - activities, number of accounts, what steps are needed to get to the goal?
* Authenticity - Team player, authentic, be themselves - show vulnerability. Collaborative approach.
* Accountability - Always planning on exceeding sales targets. Say what you will do and do what you say. Trustworthiness. Don’t over promise and under deliver. Always follows up on action items and plans with customers. Report back and communicate well on commitments internally and externally in a timely manner.
* Audacity - Can do attitude, creativity in order to overachieve - finding creative solutions to exceed targets, not only for their own area, but to help the overall team. Comfortable to accept and drive double digit growth.
Expectations
* 80% working remotely in the field (which can include significant travel and overnight stays)
* Exceed quarterly budget and forecast plans
* To fully learn and implement the 4C Success Model through identifying key stakeholders in accounts and delivering regular and ongoing training of the accounts
* Act autonomously within the organization following the first 90 days of onboarding
* Pass certification following Allurion Essentials new hire training
* Fully referenced
* Dependent upon market and NSM if this is essential or desired
* Benefits
* Performance related bonus, stock option plan, car allowance, laptop, phone expenses.
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