AM- Washington DC - HK Recruiting

Company Overview

Our Client was founded in 1983 with a clear mission: to enhance the lives of patients on respirators and support the caregivers who serve them. Our focus is on developing ventilation technologies that prioritize safety, effectiveness, and lung protection. We are dedicated to easing the burden on healthcare professionals who work tirelessly every day, helping critically ill patients recover and regain their health. We are committed to helping medical teams deliver the best respiratory care - to anyone, anywhere.

Responsibilities

The Account Manager is responsible for all direct sales activities and support of our Client. products within an assigned territory (Eastern Georgia and Eastern South Carolina. Ideal candidate would reside in Washington DC.

Responsibilities include, but are not limited to:

• Achieve 100% or greater of assigned sales plan. Sales plan to be determined by management on an annual basis.
• Perform and develop sales campaigns and initiatives to advance and close business.
• Prepare monthly sales forecasts and monitor/manage changes to ensure that the sales pipeline of opportunities and activities are sufficient to meet sales quota.
• Manage budget within prescribed guidelines.
• Follow policies on allowed office and hospital visits per day to advance and close business.
• Develop a territory sales pipeline and manage CRM tool in accordance with pipeline metrics and quarterly objectives. Complete all sales activity reports and progress calls with assigned Manager.
• Contribute to maximizing sales productivity and product adoption utilizing the formal sales process.
• Participate in regional or team meetings as scheduled to account for and report on analysis of sales activities.
• Manage all field aspects of customer relations and satisfaction to enable adoption of our Client's solutions. These initiatives include equipment installation, training, in-service education, applications development, and customer follow-up.
• Work closely with Clinical Applications Specialist to align objectives and effectively schedule clinical specialist resources.
• Other duties as assigned.

Qualifications

• Ability to travel within the assigned territory.
• Ability to drive a "change of behavior" sales concept that is premised on a system solution and process (not a single user or ''me too'' product sale).
• Excellent communication skills (verbal, listening, and written).
• Subject matter expert with the ability to lead the customer through a change paradigm.
• Must be able to set appropriate sales and educational expectations with customers.
• Must be capable of conducting both a C-suite level top-down sell with hospital executives and a bottom-up physician champion sell with the ability to link both in the sales process.
• Comfortable meeting face-to-face with the economic decision maker (CMO, COO or CFO) while fully understanding the customer's decision-making process.
• Demonstrated proficiency in CAPX procurement - $100k to over $1M.
• Proficiency with Microsoft Office Suite and electronic communications, including CRM.
• Ability to "think on the spot" when building customer relationships and closing sales.
• Demonstrated management skills (people, time, sales, and project).
• Must possess Leadership skills.
• Ability to lift up to 50 pounds, on occasion, such as when setting up or taking down demonstration equipment at trade shows or during the normal course of customer sales calls.

Education/Experience

• A bachelor’s degree, preferably in the sciences or engineering, from an accredited not-for-profit institution or equivalent experience is required.
• Minimum of five years of sales experience within the Respiratory Care market required.
• Solid understanding of both capital and consumable sales processes required.
• Experience with clinical ventilation and market along with a history of sales success is preferred.