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Job Details:
The Account Manager will be responsible for executing on the strategic and operational plan as directed by Commercial leadership by representing our products to new and existing customers, while achieving the sales expectations/quota of an assigned territory.
Essential Duties
Drives all daily sales objectives focusing on territory growth. These include new account targeting, cultivation, and launch planning.
Develop and execute on territory business plans in a quarterly quota-based system by implementing sales strategies determined by relevant factors existing and potential factors.
Directs all training and education planning during account launches.
Demonstrate proficiency in presenting and implementing Performance Guarantees in key accounts as well as following up with Quarterly Business Reviews.
Transfers account knowledge and other requested information to the leadership team on a regular basis.
Accountable for compliance with Company policy and procedures, the Quality System and other regulatory requirements.
Collaborates and coordinates clinical specialist(s) and aligns the team around the business plan.
Makes clinical and economic presentations to customers, committee members and relevant staff.
Builds and maintains solid customer relationships, including KOL cultivation and maintenance.
Maintains company standards involving ethical and moral character, and always represents the company with the highest professional standards.
Develops relationships with hospital administrative staff and develops and executes corporate contracts where appropriate.
Demonstrates outstanding product knowledge and can impart this knowledge with and provide input to the broader organization (e.g., train new hires, cross-cover territories as needed, share best practices, provide input into marketing programs, share competitive intelligence, etc.)
Fiscally manage territory by controlling expenses, product returns, and product inventory. Drives all daily sales objectives focusing on territory growth. These include new account targeting, cultivation, and launch planning.
Develop and execute on territory business plans in a quarterly quota-based system by implementing sales strategies determined by relevant factors existing and potential factors.
Directs all training and education planning during account launches.
Demonstrate proficiency in presenting and implementing Performance Guarantees in key accounts as well as following up with Quarterly Business Reviews.
Transfers account knowledge and other requested information to the leadership team on a regular basis.
Gain access and develop the right physician champions in the targeted accounts leveraging corporate resources (e.g. value presentation, economic calculator, advisory boards, and senior executives).
Make key presentations to gain the support of key stakeholders in targeted accounts, including physician leaders/influencers, VP/Executive Service Line Directors, VP/Directors of Supply Chain Management, and C-Suite staff.
Develop KOL advocates to educate and influence key stakeholders outside of their own accounts regionally and even nationally.
Support Corporate Accounts contract discussions with hospital and IDN leadership as required to gain account access, ensuring Interventional Technologies meets or exceeds both ASP and revenue growth goals. Facilitate new product approvals including obtaining Value Analysis approval through champion development
Provide support on questions regarding device suitability as well as comprehensive technical support including knowledge of imaging modalities, EKG, blood pressure, hemodynamic waveforms, and ancillary procedural solutions
Collaborates and coordinates clinical specialist(s) and aligns the team around the business plan.
Makes clinical and economic presentations to customers, committee members and relevant staff.
Builds and maintains solid customer relationships, including KOL cultivation and maintenance.
Maintains company standards involving ethical and moral character, and always represents the company with the highest professional standards.
Develops relationships with hospital administrative staff and develops and executes corporate contracts where appropriate.
Demonstrates outstanding product knowledge and can impart this knowledge with and provide input to the broader organization (e.g., train new hires, cross-cover territories as needed, share best practices, provide input into marketing
programs, share competitive intelligence, etc.)
Accountable for compliance with Company policy and procedures, the Quality System and other regulatory requirements
Fiscally manage territory by controlling expenses, product returns, and product inventory.
Other duties as assigned
Supervisory Responsibilities: None
Qualifications
Education
Required: Bachelor of Arts or Science
Years of Experience
5+ of directly related experience required
Medical Device Sales in Interventional Cardiology and/or Structural Heart strongly preferred
Training/Certifications
None
Skills
Thorough knowledge of medical device market, products, and customers.
A demonstrated strong work ethic coupled with a sense of urgency to accomplish objectives.
A highly developed business acumen and experience in targeting and prioritizing key customer accounts.
Demonstrated ability to establish personal credibility in the targeted territory to create a forum for delivering our message to clinical staff, administrators, and physicians as well as overcoming obstacles.
Emotional Intelligence to manage their schedule and clinical resources effectively and efficiently.
Previous Medical Device sales experience preferably calling on Interventional Cardiologists, Electrophysiologist, Vascular Surgeons, Interventional Radiologists and administrators in the targeted territory.
Aggressive strategic thinker and tactical planner who exhibits flexibility, innovativeness and resourcefulness in accomplishing objectives both as a leader and as a player.
Physical Demands
Sitting; remaining in a seated position - Frequent
Standing; walking; reaching with hands and arms; and stooping, kneeling, crouching, or crawling -Frequent
Lifting/moving up to 10 pounds -Occasional
Fine manipulation; picking, pinching, or otherwise working primarily with fingers rather than the whole hand or arm as in gross manipulation. - Frequent
Keyboarding; entering text or data into a computer or other machine by means of a keyboard. - Frequent
Exposure to moving mechanical parts, vibration and/or moderate noise levels. - Never
Exposure to hazardous chemicals or other materials. - Never
Exposure to blood. - Frequent
Travel Expectations: Regular Domestic: 25-50%
Pay Transparency:
The pay range for this role is:
$85,000.00-$160,000.00/Annual
The base pay actually offered to the successful candidate will take into account, without limitation, the candidate’s location, education, job-knowledge, skills, and experience in prior relevant roles.
Incentives may also be provided as part of Haemonetics’ employee compensation. For sales roles, employees will be eligible for sales incentive (i.e., commission) under the applicable plan terms. For non-sales roles, employees will be eligible for a discretionary annual bonus, the target amount of which varies based on the applicable role, to be governed by the applicable plan terms. Employees may also be eligible to participate in the Company’s long-term incentive plan, with eligibility and target amount dependent on the role.
In addition to compensation, the Company offers a competitive suite of benefits to its employees, including without limitation, a 401(k) with up to a 6% employer match and no vesting period, an employee stock purchase plan, “flexible time off” for salaried employees and, for hourly employees, accrual of three to five weeks’ vacation annually (based on tenure), accrual of up to 64 hours (annually) of paid sick time, paid and/or floating holidays, parental leave, short- and long-term disability insurance, tuition reimbursement, and/or health and welfare benefits.
Depending on your location, you may be eligible for more detailed information related to the compensation and benefits related to this job posting. If you believe you may be entitled to such information by law, you may contact 1-781-348-7777, Monday through Friday, 7:30 a.m. – 5 p.m. ET or email AskHR@Haemonetics.com.