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Hospital Account Manager Medical Devices – Diagnostics – Wallonie + Luxembourg


Our client is committed to bringing innovative solutions in the In Vitro Diagnostics market and to the development of high-tech diagnostics systems and reagents to improve patients’ quality of life, providing healthcare professionals with the best possible solutions for their diagnostics needs. With extensive investments in research, strategic alliances and presence in the healthcare community, their efforts are in two main areas:

Diabetes Care Products – operating with the most comprehensive portfolio of glucose monitoring solutions.

Laboratory Products – providing innovative solutions to laboratories facilitating the decentralisation of samples testing with a wide and innovative range of point of care instruments, addressing laboratory needs for infectious diseases routines and meeting the needs of core and anatomo-pathology laboratories.

For their laboratory division, we are looking for an Account Manager to visit hospital laboratories in Wallonia and Luxemburg (GDL)


The role of the ACCOUNT MANAGER is to create and to develop ongoing business relationships with our customers.

Your company’s brands should be at the heart of everything that you do as an Account Manager (AM), you are representing the brands every day and how you approach your role should be in-line with the values of our brands and company. The AM serves as the primary business contact for the client and is responsible for client satisfaction, you are expected to consistently provide excellent sales and customer service to accounts, as well as represent client needs and goals within the organization to ensure quality. In addition, the AM should build relationships with clients to encourage new and repeat business opportunities to ensure reaching all sales and financial goals.

The AM works closely with the Product Managers, the Technical Department, the Back Office and reports to the Sales Manager Benelux.


  • Sales & Creative Business Development. As an AM you must develop unique ways to grow the business with your customer and provide solutions to management even in the case of challenges. You must search for the uncovered category opportunity at your customer site and build a plan to convince them to “win” with your brands.
  • In-Depth Product / Brand Knowledge/ Fact Based Selling. You should have an intimate knowledge of your brands, their values, positioning, target consumers and personality. You must be able to translate these product features and facts in an emotional benefit and way that builds customer excitement and closes the sale. You must also be analytical and go beyond the numbers to find the real insight that will be the key to growing your brands with your customer.
  • Strong Customer Relationships. Managing the relationship between the company and the customer is a big responsibility. Treat your customers as partners and challenge them to grow their business with your brands
  • Sales Administration. You are responsible for initiating offers and complaints using the correct documents and procedures to ensure of smooth follow up and finalization by your Back-Office co-workers.
  • Tight Budget Controls. As an Account Manager, you manage a significant piece of the overall expenditures your company spends to promote its brands and products. You have a responsibility to ensure that every euro spent delivers a solid return on investment and is spent in a way that builds the long-term sustainability of the brands and our company.
  • Forecasting Accuracy. In close collaboration with the Product Manager and Logistics Officer you need to assist in forecasting ensuring enough product to cover demand and grow the sales according to your business plan.
  • Data Management. You are responsible for creating, maintaining and updating customer information using the provided sheets, documents and tools to ensure an excellent customer-oriented approach.
  • Product Knowledge. Demonstrate a certain know-how on product functionality and ability to implement new assay applications, together with the help of the Product Manager in charge.


  • Business Skills: Bachelor’s, (bio) chemistry or (para) medical degree in Sales, Marketing and/or Management or equalized through at least 3 years of sales experience in similar positions. Experience with B2B sales in hospitals with experience in public procurement is a plus.
  • Able to understand the impact of his/her product(s) and service on profit and loss calculations and basic business finance. Conduct regular reviews of business performance using provided sheets and documents.
  • Forecast, budget and track account revenues and cost.
  • Specific Job Skills: Sales and account/customer orientation. Product and business know-how in a medical device and/or lab environment. Trained in excellent negotiations on a high level. Competent to develop account strategies and promotion strategies in accordance with overall channel strategy. Develop account goals and business plan with customers and management. Partnering with the Marketing Team in promotional development and support Back Office on forecasting programs.
  • Computer skills: Must be adept in use of MS Office, Email and in-house specific computer software. Capable of ensuring data-collection, reporting and business reviews.
  • Language skills: French native, Good level of English
  • Personality: Motivated, goal oriented, persistent and a skilled negotiator. Self-driven, problem analyst and solver, results-oriented with a positive outlook, and a clear focus on high quality sales and customer orientation. Reliable, (stress) tolerant, and determined. Emphatic communicator, able to see things from the other person’s point of view. Able to get on with others and be a team-player. Able to work extended hours on occasions when required.


Contract of indefinite duration