The Hospital Account Manager is responsible for selling Masimo's Acute Care product portfolio and developing strategic relationships with a variety of clinical leaders in targeted hospitals. Assists Account Managers in assigned tasks in order to obtain new sales and renew existing accounts. Serves as a proactive member of the sales team that facilitates securing new business and growing existing business in their assigned territory
This position reports to the Regional Vice President, Sales and is part of the Sales Team working remotely to cover Louisiana and the Mississippi gulf coast.
In this role, you will have the opportunity to:• Utilize Masimo's established sales process to convert competitive accounts to Masimo technology.
- Conduct and assist clinical specialists with Physical Inventories as part of the sales process.
- Conduct demonstrations (side by side) and evaluations (using ADC) for Masimo technologies.
- Drive all products sales in assigned Masimo territory.
- Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients' outcomes of Masimo's wireless Pulse CO-Oximetry and Floor Monitoring solutions.
- Drive to conclusion Masimo Sensor agreements for both new conversions and renewing existing accounts.
- Collaborate with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provide critical information to marketing and upper management including market trends and competitive activity.
- Maintain and hone high level strategic and tactical selling skills and seek to self-improve and implement selling best practices.
- Organize and conduct user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, and help clinicians minimize the quantity of sentinel events on the floors.
- Coordinate clinical evaluations of Masimo's Rainbow SET Pulse CO-Oximetry technology to establish for vocal, credible clinical champions (VCCCs).
- Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, and list of sales opportunities with a realistic sales forecast data.
- Perform other duties and projects as assigned.
The essential requirements of the job include:- 2+ years of successful Hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
- Documented success in selling medical devices, or emerging technology to multiple call points (ex. Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision makers within the hospital setting.
- Successful history managing customer interactions, with excellent organizational and time management skills.
- Superior written and verbal communication skills and exceptional ability to lead group presentations.
- Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes, based upon clinical evidence and new, innovative technologies.
- Ability to perform clinical evaluations of Masimo technology to include research and focus groups.
- Ability to communicate value-based solutions.
Travel, Motor Vehicle Record & Physical/Environment Requirements:- Travel and overnight stays are required (minimum 50%).
Driver's License/MVR Guidance:- Must have a valid driver's license and an acceptable Motor Vehicle Record (MVR).
It would be a plus if you also possess previous experience in:- Successful history of selling innovative, paradigm shifting patient care solutions a significant plus.
- Successful track record selling breakthrough concepts.
- Demonstrated ability in building clinical champions.
Masimo, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.
At Masimo we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Masimo can provide.
The annual salary range for this role is $90,000/year. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.
This job is also eligible for bonus/incentive pay.
We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.
Bonus / Incentive Pay This position also qualifies for variable compensation up to $140,000 at 100% of annual sales objectives.
