Account Manager, Hospital Sales (Florida)

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Job Details

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The Account Manager effectively sells capital equipment, disposables, software, and service within the Hemostasis Management and Cell Salvage portfolios in the Hospital Division through a multifaceted strategic sales process.

Influence superior standards of care through our complex technologies targeting acute care surgical and critical care environments including but not limited to specialties and call points such as Cardiovascular Surgery, Anesthesia, Trauma, Intensive Care, Perfusion, Orthopedics, OB/GYN, Neurosurgery, Laboratory Medicine, Information Technology, Hospital Administration, and Supply Chain while focusing on growing existing business and prospecting new business.

ESSENTIAL DUTIES:

• Accountable for overall territory management, achievement of equipment and consumable sales goals, profitability, and account management within the assigned product lines

• Develop and execute comprehensive territory plans by account to increase revenue and secure new business

• Provide accurate and timely quarterly sales forecasts

• Partner with cross-functional counterparts (especially Clinical Specialists) to effectively deliver and drive the adoption of our technologies

• Maintain existing business, ensuring accounts remain contractually compliant and incremental business is achieved

• Resolve customer concerns through accurate and timely investigations; swiftly develop and implement corrective actions

• Keep up-to-date account data within CRM, including contacts and pipeline opportunities

• Travel up to 75% depending on territory geography and need

• Product Sales

• Effectively target new business using analytical tools

• Identify key influencers and uncover needs solved by our technologies

• Educate customers on products, concepts, and industry trends

• Develop brand-loyal clinical, economic, and technical champions

• Conduct superior sales presentations and product evaluations

• Collect detailed data points and focus on service to drive customer conversions

• Arrange multidisciplinary hospital consensus meetings to gain stakeholder agreement

• Prepare equipment and consumable quotes and create mutually beneficial local contract agreements

• Drive urgency and priority to our technology and secure hospital/departmental capital funding

• Implementation & Support

• Function as Project Manager post-sale, managing product implementation from contract to go-live

• Coordinate device installation, software integration, and laboratory equipment validation

• Support implementation both virtually and on-site

• Consult internal product development in the creation of new products and services

• Collaborate with key opinion leaders and provide network access to thought leaders

• Attend industry conventions and trade shows

• Provide feedback to Sales, Marketing, and R&D

• Share customer insights on product enhancements and competitive developments

• Attend ongoing training and stay informed on clinical procedures, studies, and innovations

Education:

• Bachelor’s Degree, Business, Communications, or related field.

• 5 years Excellent sales skills in a complex environment, including 2+ years in hospital sales Experience in consultative, capital equipment, and clinical sales.

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