Account Manager, West Germany in Köln

About Aerogen

Headquartered in the vibrant city of Galway, Ireland, with offices around the world, Aerogen is proud to be the world leader in acute care aerosol drug delivery.

Recognised through multiple Med Tech awards, including being named Galway Chamber Company of the Year 2025, and twelve-time winner of the Zenith Award for Respiratory Care Excellence in North America, our employees make a difference to patients’ lives every day, having reached over 30 million patients in more than 80 countries.

Today, Aerogen is powered by a global team representing 54 nationalities, working together with a shared commitment to improving patient care.

Our talented and skilled team collaborate to innovate, challenge and test not only in relation to our products but every facet of how we work.

We lead the way by finding innovative solutions to even the most complex problems, all in the name of delivering better patient outcomes.

Our business continues to grow rapidly across the globe and, as we grow, our core culture of “We Care” universally connects us.

We believe that your ambition and integrity fuels ours, and we are committed to supporting our employees to reach their full potential through tangible investment in their careers.

What is the role?

The Account Manager is responsible for the sales and support of Aerogen products within their assigned region.

What are the key responsibilities?

• Achieve the sales revenue quota for Aerogen products within the assigned territory.
• Develop and implement a plan to drive Aerogen revenue through customer engagement at all levels and effective collaboration with customers.
• Manage the entire sales process, including gaining customer interest, providing quotations, collecting customer orders, overseeing product shipments, supporting customer implementation, and training clinical staff and distributors.
• Deliver high-quality account action plans in line with the Aerogen Commercial Excellence Framework, including:
• Key account performance based on account potential and execution against these accounts.
• Weekly activity reporting using the CRM tool.
• Use of omnichannel customer tools to drive and reinforce access.
• Use of global marketing campaigns.
• Sales support, including training delivered directly or through the Clinical Education team.
• Drive and support Aerogen customers.
• Drive the use of Aerogen's sales excellence and learning management tools with partners, where relevant.
• Ensure strong customer engagement, including systematic KOL engagement and close liaison with Medical Affairs in key accounts, as required.
• Partner with Aerogen's Marketing team on the launch of new products.
• Conduct peer-to-peer and promotional events within the assigned territory.
• Lead Full Account Conversion (FAC): systematically expand the existing Aerogen footprint, particularly from ICU, across relevant departments and the respiratory patient pathway (ED, HFNC/NIV, ICU, weaning, wards and discharge/homecare).
• Develop an Account Conversion Map for priority hospitals, assessing clinical footprint, patient flows, modalities, technologies, practice variation, economics, procurement, decision processes and account potential.
• Identify, qualify and engage credible internal Mobilizers rather than relying solely on friendly contacts; distinguish Mobilizers, Talkers and Blockers and test the ability to drive cross-departmental change.
• Build and advance cross-functional buying/change coalitions spanning clinical, nursing, pharmacy, procurement, economic decision-makers and executive sponsors to establish institution-wide standards.
• Apply Challenger selling (Teach, Tailor, Take Control): bring evidence-based commercial insights, tailor the value proposition to each stakeholder and proactively guide decisions, objections and consensus building.
• Develop value-based business cases that connect clinical quality, operational efficiency, practice variation, total cost and the economic value of standardisation rather than focusing on unit price.
• Coordinate clinical adoption and barrier resolution with Aerogen Clinical Education/ACE while retaining commercial ownership of the account; collaborate with KAM/GPO, Medical Affairs and Marketing as appropriate.
• Track measurable account-conversion milestones, stakeholder engagement, opportunity progression, forecast quality and execution of next steps in CRM, beyond activity and call volume.
• Track measurable account-conversion milestones, stakeholder engagement, opportunity progression, forecast quality and execution of next steps in CRM, beyond activity and call volume.

What education and experience are required?

• Minimum of a BA/BS degree or equivalent.
• Previous experience in a similar commercial role within the medical device industry.

What key skills will make you great at the role?

• A challenger who understands the customer's business and uses that understanding to challenge their thinking and teach them something new about how they can compete more effectively.
• A results-oriented individual who can assess the medium and long-term impact of the solutions they propose.
• An innovator who is not afraid to try new approaches.
• A team player who constructively partners with others to achieve goals.
• Good understanding of financial drivers and the ability to influence financial customers.
• Strong clinical acumen.
• Strong ability to apply learning effectively.
• High energy and self-driven to achieve targets.
• Strong territory management skills and a proven ability to drive multiple opportunities.
• Excellent organisational and communication skills.
• Strategic account and patient-pathway thinking, with the ability to diagnose complex hospital systems and prioritise conversion opportunities.
• Ability to identify and mobilise change agents, create constructive tension, manage resistance and build consensus across clinical, operational, procurement and executive stakeholders.
• Strong commercial insight, stakeholder-specific communication and value-based/economic selling skills, supported by sufficient respiratory clinical credibility and effective use of clinical specialists.
• Ability to manage a complex sales process involving both clinical and financial customers.
• Ability to maintain established core business hours, with additional hours and weekends as warranted by project assignments, required travel, or business necessity.
• Proficiency in desktop software applications, including MS Office, LMS and CRM systems.
• Ability to travel extensively domestically, approximately 80% of the time.
• Ability to travel internationally as required.

What is it like to work at Aerogen?

Our purpose is to transform patients' lives and innovation is embedded in our culture.

This also translates to how we look after our people.

We want talented, passionate and engaged people to join Aerogen and build your career with us.

We understand that your life evolves through different stages, and we are here to support our global team with a range of financial and non-financial rewards and benefits.

There’s something for everyone!

• Competitive bonus plan.
• Above market life insurance.
• Opportunities for development and professional growth.
• "Aerogen Connect" – our employee-led program that helps our global teams unite and have fun.
• We donate 1% of profits and time to charities and organizations.

Aerogen is committed to promoting diversity, inclusion, and equality in the workplace.

Product approvals and set ups may vary by country.

Always refer to the user instructions suppliedwith the product for full set up instructions, warnings, cautions andcontraindications.