Account Executive, Portfolio Manager – Northeast

• Responsible for achieving territory sales quota for assigned Fresenius Kabi Infusion Delivery product line with a focus on Portfolio Contracting, IV solutions, Drug Delivery, dedicated and nondedicated IV sets
• Maintains a high level of technical and commercial competence on relevant products, technologies, and services
• Quickly demonstrate expertise and establish credibility with clinical and executive decision makers
• Utilizes a consultative process and value-based selling technique to address specific customer needs
• Demonstrates clinical understanding of the strengths and weaknesses of the competing products in the market and strategically positions Fresenius Kabi’s offering against them
• Leads effective business discussions with economic buyers and high-level contacts in the account;
  Demonstrates the financial/clinical ROI of a solution
• Develops a comprehensive territory-specific business plan that includes strategies and tactics aimed at achieving quarterly sales goals
• Identifies and develops new business opportunities within assigned territory
• Participates in product implementation of all Infusion Therapy products as requested
• Supports the implementation/management of new accounts and willingness to travel outside of assigned territory when called upon to help manage corporate objectives
• Develops strategic customer relationships to drive the purchase of Fresenius Kabi products; maintains a high level of customer satisfaction

• Bachelor’s degree required
• 8+ years of related experience in the healthcare industry; medical sales experience highly preferred
• Strong business acumen and excellent negotiation, communication, business planning and sales strategy development traits are paramount
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps)
• Solid influencing skills accompanied with outstanding selling and presentation skills
• Effective communication (verbal and written) and interpersonal skills
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook)
• Experience with ERPs (SAP preferred), CRMs ( preferred) and knowledge of other database concepts
• Ability to travel frequently by car, public transportation (i.e., airline travel) as needed to meet business needs
• Must have a valid driver’s license
• Travel requirement of more than 50% (overnight travel will vary depending on the assigned territory)
• Ability to travel within designated geography and occasionally outside of own geography
• Demonstrated ability to prioritize and execute tasks in a dynamic environment
• Ability to work flexible hours and weekends to meet business/customer needs
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment

Demonstrates strong business acumen and consultative selling skills to effectively drive sales of Fresenius Kabi Infusion Delivery products. Proven ability to develop strategic customer relationships and execute territory-specific business plans to achieve sales goals.

• Consultative Selling
• Business Planning
• Sales Strategy Development
• Negotiation Skills
• Healthcare Industry Experience

• Sales Quota Achievement
• IV Solutions Knowledge
• Drug Delivery Expertise
• Portfolio Contracting
• Product Implementation
• Financial/Clinical ROI Demonstration
• Customer Needs Assessment
• Dynamic Task Execution
• Territory Business Development
• Customer Satisfaction Maintenance

• Effective Communication
• Interpersonal Skills
• Influencing Skills
• Presentation Skills
• Service-Oriented Attitude

• Bachelor’s Degree
• Valid Driver’s License

• Healthcare Industry
• Medical Sales
• Infusion Therapy
• Clinical Understanding
• Economic Buyers

• Microsoft Office
• SAP
• CRM Systems
• Database Concepts