Account Manager

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The Account Manager II (AM) has a responsibility to manage sales and Customer activities in an assigned territory. The AM is expected to achieve maximum sales profitability, growth and account penetration by building relationships and effectively selling the Company’s repair services and products. Account Managers work collaboratively with Product Specialists, Service, Customer Service Agents (CSA), and Key Account colleagues to identify and close new business.

The AM is responsible for facilitating introductions with Customers and making sure the CSA is aware of individual Customer site protocols.

• Revenue responsibility for an average territory is approximately $1.5 - $2 million.
• Obtain and maintain AORN vendor certification, SGNA vendor certification, ISACHHM certification during first year of hire.
• Develop relationships with chapters of local industry groups and Group Purchasing organizations (GPOs).
• Manage a territory, plan sales activities using good time management and prioritization skills.
• Update the CRM (Customer Relationship Management) system as required to document Customer information, sales activities, purchase orders, etc.
• Create and deliver a quarterly business review to senior managers and colleagues.
• Plan and deliver at least one Instrument University per year in his/her territory.
• Conduct quarterly/annual account reviews with each Customer.
• Identify and quote new business.
• Plan and conduct regular educational sessions for Customers including in-service educational sessions, preventative maintenance inspections, inventories, and similar activities.
• Collect purchase orders within proscribed time frames to ensure properly billing.
• Investigate and resolve more serious Customer service issues.
• Identify and pursue opportunities for new business. Close deals independently or bring in the appropriate resources to maximize chances of gaining the business.

• Minimum 3 years successful sales experience (proven track record of achieving sales goals)
• Medical device/Service sales/B-to-B desirable but not required.
• Industry certifications preferred (IAHCSMM, AORN, CCSVP, SGNA).
• Solid system skills (Microsoft Office, Sales/Customer tracking software packages).
• Driver's license with acceptable driving record.
• Position requires working vehicle with insurance compliant with Company requirements.
• Must be available during common Customer hours, which can vary (might include evening and occasional weekend hours).

• Customer focus- genuine desire to meet Customer needs. Builds productive Customer relationships, takes responsibility for Customer satisfaction and loyalty, able to establish rapport but not easily intimidated.
• Collaborative – able to work effectively with partners (Operations, Corporate Sales, Key Account team, Product Managers, etc.) to drive business and deliver services/products to Customer.
• Communication skills- can communicate clearly and professionally in writing, verbally (phone and in person) and in presentations.
• Active learner – seeks out opportunities to learn, self motivated.
• Prospecting – able to identify new business opportunities with strong follow up. Able to identify decision makers, use persistence and good communication skills to develop relationships and win business.
• Business acumen – able to write and execute a business plan for his/her territory.
• Results oriented – demonstrated track record of success. High sense of urgency.
• Account management skills- ability to manage a territory, pipeline and prospect new clients.
• Customer interaction and sales skills- polished persuasive communication, conflict resolution, negotiation, and closing skills.
• Presentation skills – comfortable with public speaking, able to develop and deliver high quality presentations and informational sessions to Customers.
• Problem solving- objectively assesses issues, identifies the root cause and determines alternative solutions.

All your information will be kept confidential according to EEO guidelines.