Account Manager

Job Summary:

The Account Manager is responsible for generating, closing sales, and providing support of the Company medical device products and services to hospitals, ambulatory surgery centers, and physicians in a specifically defined geographic territory. The position must consistently sell across all product lines and meet sales quota established by senior management.

Responsibilities:

• Gain market knowledge and maintain awareness of procedures, new technologies, and techniques to develop sales approach.
• Maintain awareness, compile, and communicate competitive information on equipment and devices preferred by the marketplace.
• Develop professional relationships within the healthcare community in assigned territory with physicians, hospital management, procurement and clinical personnel.
• Evaluate customer’s needs and emphasize salable product features, using technical knowledge of capabilities and limitations of current product offering.
• Proactively identify new business opportunities, maintaining a three (3) year funnel visible in Salesforce.com, or the applicable technology.
• Document precisely what future sales orders will occur.
• Negotiate terms of sale including pricing, warranty and special features with administrative and multi-specialty clinical personnel.
• Educate and train customers on Company products.
• Provide pre- and post-sale product demonstrations, customer product in-services and clinical support.
• Attend surgical cases to support staff in the use of Company products and equipment as necessary.
• Adhere to specific hospital protocols and procedures.
• Advise customers of equipment for a given need based on technical knowledge of the market procedures and products.
• Utilize the “Trust Triangle” and sales tools throughout the sales process.
• Maintain sales activity reports as required by RM and through the use of the company-provided CRM program; update the system a minimum of once per day on the status of pending sales opportunities and other pertinent customer account information.
• Represent Company products at tradeshows and courses when requested to do so.
• Develop and maintain good relationships with partner roles within the Company.
• Provide Sales coverage for vacant Sales territories when requested to do so.
• Provide training and instruct other Account Managers and members of the department and the company, by passing along skills and information to assist them in their development.
• Uncrate and set up capital equipment sold at customer’s facility.
• Maintain a company issued cell phone and portable computer in order to conduct business.
• Participate in the company provided vehicle program.
• Complete and submit accurate expense reports to document activity and expenditures in a timely manner according to the Expense Policy.
• Become an independent employee able to analyze problems and formulate plans to overcome challenges and to get work done quickly with a high degree of quality.
• To make sound and logical decisions and choose the appropriate courses of action based on the parameters of the situation at hand and to use continual improvement problem solving skills.
• To help create an ongoing effort to improve the Company through personal action and by contributing ideas to support both the Department and Company’s ongoing improvement efforts.
• To understand, follow and support the Company’s internal Quality System policies, procedures and work instructions including but not limited to applicable external regulations (21 Code of Federal Regulations Part 820 Quality System Regulations and applicable International Standards).
• To understand the Company’s business objectives and the relationship between the Department and those objectives; to support and follow the Corporate Vision, Mission & Values Statements, to maintain the services and quality levels set by the Company, and to continually enable the Company to be a great place to work.

Qualifications & Requirements:

• Bachelor’s degree in business administration or related field; three to five years of selling experience in the medical marketplace, device/capital equipment preferred; or equivalent combination of education and experience.
• Excellent customer focus with a high sense of urgency.
• Ability to successfully execute professional interpersonal and communication skills.
• Ability to clearly express oneself verbally in the English language (additional languages also preferred) using good grammar, vocabulary, eye contact, and friendly voice inflection with all employees.
• Ability to communicate effectively with employees and other business contacts in a courteous and professional manner. Persuasive and expositive skills are also required.
• Neat and professional appearance and outgoing people-oriented personality which conveys pride in working for the Company and which is demonstrated with a ready smile and a willingness to assist others.
• Excellent computer skills including operating Windows based personal computers, various office equipment and machines, and telephone system.
• Ability to efficiently and effectively use Microsoft products such as Outlook, Word, Excel, and PowerPoint.
• Working knowledge of Salesforce.com or similar CRM is preferred.
• Ability to function calmly in a fast-paced environment managing multiple priorities simultaneously.
• To be able to positively manage situations of a dynamic nature; to be able to modify plans, actions, and decisions in light of changing situations and circumstances while still meeting, or proposing modified, deadlines. In addition, critical thinking and negotiation skills are required.
• Ability to clearly and effectively express oneself through written means, to properly use such technical factors as grammar, punctuation, vocabulary, and correct spelling. To be able to prepare business letters, memorandums, and reports. Excellent verbal and written communication skills, strong presentation, project and organizational skills.
• Ability to effectively make formal and informal product presentations to individuals as well as to large groups, including physicians, RNs, OR staff, Hospital Supply Chain, and Hospital Executives.
• Ability to perform basic arithmetic functions, create and reconcile reports, demonstrate strong analytical skills, and attention to detail.
• To respond sensitively to the needs and feelings of others regardless of position; to accept interpersonal differences, to maintain rapport, and to interact effectively with all levels of employees within the organization.
• To be able to demonstrate an understanding, and the regular use of a time management process, which systematically structures one’s own work to provide for effective task performance, territory management, and to plan and prioritize items to meet future demands.
• Ability to establish and accomplish goals independently and to function as a positive and productive team member.
• Knowledge of the Trust Triangle sales process preferred.
• Ability to function in an operating room environment and attend surgical procedures as necessary.
• Must live within 20 miles driving distance of assigned territory.
• Able to provide a valid driver’s license and qualify for company’s auto insurance policy.
• Ability to travel extensively about 50 to 75% within the U.S and Canada, and cover the business travel expenses, and submit reimbursements in accordance with company policy.
• Mechanical aptitude and ability to learn anatomy, physiology and medical terminology.