The Opportunity:The Strategic Accounts Manager has primary responsibility for growing institutional and distributor sales in the Central and Ohio Valley regions by developing new contracts and relationships with targeted Health Systems (IDN) and Group Purchasing Organizations (GPO). Additionally, the Strategic Accounts Manager will be responsible for driving sales through established distribution partners.
The Strategic Accounts Manager is responsible for creating and negotiating IDN and GPO contracts. Developing strategic account planning, sales, and marketing strategies for these agreements throughout the assigned region. Along with the above, the Strategic Accounts Manager must proactively establish and manage partnership level relationships with executives at key customer accounts. The Strategic Accounts Manager is also responsible for reviewing, executing, and driving all individual hospital capital and disposable sales. This involves establishing strong relationships within each Region, working in partnership with Marketing, Sales Administration, and the regional sales team.
Job Outcomes You Must Get: - Lead sales team by reviewing and analyzing hospital sales, requests for proposal (RFP), and requests for information (RFI) information for national contracts, including GPO, and IDN
- Evaluate pricing and other business terms of national contracts in support of strategic financial objectives
- Uses consultative selling skills to engage new customers and probes to uncover unmet needs, add value.
- Expand on current hospital disposable base business.
- Monitor compliance with all sales contracts; interface with internal teams to ensure compliance
- Develop internal and external strategic client relationships/drive customer commitment
- Be a resource and provide support to distribution partner sales force
- Develop and identify, in partnership with the Clinical Area Manager and/or distribution partner representative, key influencers to create processes within the institution to drive discharge referrals from the hospital
- Present results of contracts to Electromed management
- Plan and implement marketing and business development efforts with partner GPOs, IDNs, and distribution partners.
- Conduct business reviews with key accounts to identify new business opportunities and manage ongoing customer interaction
- Assist in placement and training of new generators in the hospital setting.
- Support, as needed, sales activities in the field
Job Outcomes Requirements:- Bachelor's degree or equivalent combination of education and experience. Five or more years of experience in medical device hospital sales,
- Understands the principles of GPO contracts, administration, and compliance.
- Experience in working IDN standardization within the hospital environment
- Ideal background would be within the Respiratory/Hospital medical device industry.
- Demonstrated success and experience closing and managing small to large IDN agreements
- Manage and organize a large territory, work with a regional team, provide proposals.
- Must be competent writer of business letters, quotations and proposals. Understand basic business finance (e.g., gross margin percentages and calculations, depreciation, capital expenditure, etc.).
- Ability to develop and track GPO trend reporting.
- Proven detailed orientation and organizational skills.
- Must be skilled in the use of MS Office suite, particularly Excel (for analytical and trending purposes), Word and PowerPoint.
- Must be an excellent face-to-face, telephone and email communicator. Must be comfortable presenting.
- Will be required to attend trade shows, regional meetings, and customer meetings on a weekly basis.
- Must have a deep understanding of the hospital patient workflow, CRM, and sales metrics.
- This is a remote/in the field position covering our Central and Ohio Valley regions. SAM must live near a major airport within coverage area.
Compensation is comprised of base salary plus sales incentives - $110,000-$180,000+. Total compensation may be higher dependent upon individual performance.
