Account Manager
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Job Description
Account Manager selling ASP’s sterilization and disinfection solutions to Columbus-area hospitals and surgery centers. Growing utilization, market share, and new business across healthcare accounts.
Responsibilities:
- Identify and close new business opportunities within established and new accounts in a geographically dispersed territory
- Focus call activities on multi-specialty ambulatory surgery centers and hospitals
- Partner with Sterile Processing Department staff to determine customer solutions
- Establish and maintain customer relationships and overall financial performance within the assigned territory through consultative and clinical value-based selling
- Drive market share through customer utilization assessments, new footprint expansion, and development of customer champions for ASP technologies
- Establish relationships with hospital customers where surgical procedures are performed or influenced
- Anticipate customer needs and develop innovative solutions to streamline workflows and identify new revenue streams
- Identify business levers, build value propositions, identify decision makers, and position solutions across hospital and Integrated Delivery Network customer types
- Provide product demonstrations, training presentations, and in-servicing based on customer needs
- Establish and maintain account call frequencies to improve customer relationships, understand customer needs, and achieve sales quota
- Develop and implement territory sales strategies and plans for local hospitals and IDN accounts
- Execute local pull-through of strategic plans developed by corporate account teams
- Update sales action plans and forecasts for Territory Quarterly Reviews and Business Plans
- Collaborate on business initiatives with internal partners including Service, Marketing, and Commercial Operations
- Use tools, systems, and dashboards daily to manage the business and solve performance-metric issues
- Maintain and expand knowledge of product features, benefits, applications, and market conditions
- Participate in relevant local and regional professional organizations
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 role requirements
- Must live in or be willing to relocate within the defined Columbus, OH area territory
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