Account Manager (Iowa)

About the role

An Account Manager is responsible for identifying and closing new business opportunities within established and new accounts in a geographically dispersed territory (Iowa). Account Managers will focus their call activities on multi-specialty ambulatory surgery centers (ASCs) and hospitals, serving as clinical partners and trusted advisors to customers. They partner with Sterile Processing Departments to determine solutions to their challenges.

Responsibilities

• Establish and maintain customer relationships and overall financial performance within assigned territory through consultative and clinical value-based selling, ensuring positive customer experiences.
• Drive market share through existing customer utilization assessments and contend for new footprint expansion while developing customer champions for ASP technologies.
• Establish relationships with hospital customers where surgical procedures are performed or influenced.
• Anticipate customer needs, develop innovative solutions to streamline workflows, and identify new revenue streams.
• Leverage business sense to identify key business levers, build value propositions, and position solutions to decision-makers such as Supply Chain, Nurse Managers, Risk Management, Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention.
• Provide product demonstrations, training presentations, and in-servicing based on customer needs.
• Establish and maintain optimal account call frequencies to build relationships, understand customer needs, and achieve sales quotas.
• Develop and implement territory sales strategy and plan for local hospitals and IDN accounts not covered by Corporate Accounts teams.
• Responsible for local pull-through of strategic plans developed by corporate account teams.
• Routinely update sales action plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate the purchase of ASP products and services.
• Proactively collaborate on business initiatives with internal partners such as Service, Marketing, and Commercial Operations.
• Foster collaboration, teamwork, and partnership using effective communication.
• Leverage tools, systems, and dashboards daily to run the business and proactively problem-solve critical performance metrics.
• Continually acquire and expand personal understanding of product features, benefits, applications, and market conditions.
• Participate in local chapters of AORN, IAHCSMM, SGNA, and other relevant organizations, including regional-level buying groups.

Requirements

• Bachelor’s degree or equivalent required.
• Minimum of 3 years of sales experience, or 2 years of medical sales experience, or 1 year of sales experience plus 1 year of infection prevention industry experience.
• Proven/documented success launching new products, growing product utilization, and/or protecting business from competition.
• Experience prospecting for new business and cold calling.
• Preferred experience selling to hospitals, ASCs, and Inpatient/Outpatient Endoscopy Suites.
• Valid driver's license issued in the United States.
• Ability to travel based on the requirements of the role.
• Must live in or be willing to relocate within the defined territory (Iowa).

Pay

The salary range for this sales position (inclusive of sales incentives/commissions) is $140,800 - $235,100.

Benefits

This position is eligible for a bonus as part of the total compensation package.