Allurion Business Development Manager (BDM) DACH region.
The Allurion BDM is responsible for the DACH 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 a 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 considers using a variety of marketing methodologies (again 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 the during interview process)
Good communication skillsInfluencing skillsConsultative approach to sellingStake holder mapping and management ability (both internal across function and external)Strong negotiation skillsMarketing ability – particularly digitalAdaptability – fast paced changing companyLearns quicklyConflict management – manage difficult conversationsEntrepreneurial skills – managing your own small businessLong term view of business – future focusedOrganized and self sufficientStrong business acumen and drive for performanceREQUIRED KNOWLEDGE AND EXPERIENCE
Essential
Experience of practice development, partnership, and productivity developmentExperience in fast growth, fast paced companies to deliver on our hyper growth ambitionTraining experienceAlliance management and development experienceHelping clients with demand generation3-5 years’ experience in growing accounts and increasing productivity ideally within a fastgrowth company
Strong track record of individual contribution to achieving / exceeding goals and sales targetsConsumer orientedWorking in a fast-paced multi-cultural environmentDesired
Opening new marketsLaunching new products / New categories of productPrevious medical device or medical weight loss experience ( if the candidate does not have this,it will be rigorously tested during the interview process)
Experience of working with clinics / HCPsMultiple language knowledgeEvidence of continued professional development – courses taken, promotions etc.Marketing experience – particularly digitalREQUIRED BEHAVIORS
Demonstrates credibility, confidence, and professionalismGrit – 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 decisionswhen 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. Collaborativeapproach.
Accountability – Always planning on exceeding sales targets. Say what you will do and do whatyou 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 toexceed 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 plansTo fully learn and implement the 4C Success Model through identifying key stake holders inaccounts and delivering regular and ongoing training of the accounts
Act autonomously within the organization following the first 90 days of onboardingPass certification following Allurion Essentials new hire trainingFully referenced