The Major Account Executive (MAE) is responsible for representing the holistic ICU Medical business portfolio with key IDN customers to drive sales and build strategic relationships. They are responsible for expanding business opportunities and maximizing contract values through aligning multiple business units with the goals and initiatives of the IDN. The Major Account Executive will be an expert at selling a broad-based solution and value of the ICU Medical partnership at the Executive level in health systems. The MAE must successfully demonstrate consultative selling and Executive presence, creative and broad solution development, team selling, as well as strong financial, technical and contractual proficiency in order to negotiate within and maximize these complex business relationships.
Essential Duties & Responsibilities
Achievement of all sales quotas and objectives, achieved through development of and follow through with strategic business plans for all target customers.
Relationships at the Executive level, demonstrated through access, meetings and business discussions with customers. Understanding of customers’ goals, initiatives, challenges, purchasing/contracting processes and timelines for large, strategic projects.
Knowledge around product/business unit synergies and value proposition of the broad ICU Medical portfolio.
Inclusivity of broad portfolio team as appropriate based on customer initiatives and ICU Medical organizational goals, including strategic directives for customer engagement and next steps related to specific opportunities.
Understanding of and proficiency with ICU Medical contract structures, as well as the ability to assess customer contract compliance and overall performance.
Understanding of general framework of competitive contracts/selling strategies, as well as opportunities and pitfalls across the competitive landscape.
Work on special projects as assigned.
Knowledge & Skills
Excellent interpersonal skills; professional demeanor and attitude.
Demonstrated relationships with key customers specific to role geography or target customer group.
Strong organizational skills.
Excellent verbal and written communication skills, as well as Executive presence.
Able to multitask in a fast-paced environment.
Ability to manage and creatively combine multiple sales cycles across various business units.
Proficient in PowerPoint, Excel, Word and Outlook.
Minimum Qualifications, Education & Experience
Must be at least 18 years of age.
Bachelor’s degree from an accredited college or university is required; Master’s Degree preferred.
Minimum 8 years of medical sales experience
Minimum 5 years of pharmacy interfacing sales experience for disposables.
Proven track record of meeting quota/growth in territory and developing existing customer relationships.
Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
Work Environment
This job is a field-based role.
Work may be performed in a home office using standard office equipment, as well as on-site at customer locations.
While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time, depending on the needs of a customer.
As part of the scope of employment, the employee must hold a valid driver’s license as well as comply with and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.