Sr. Account Manager, Infusion Delivery Solutions

Job Summary

The Senior Account Manager, Infusion Delivery Solutions is responsible for developing and maintaining relationships with key decision makers that lead to future business opportunities. The position focuses on Acute Hospitals and IDNs. This role increases profitability and expands existing accounts by selling Fresenius Kabi Infusion Delivery Solution products and extending relationships into new areas. The Senior Account Manager interacts with Contract Marketing, Marketing, Technical Service, and Customer Service.

The ideal candidate will live in the St. Louis, Missouri or Nashville, Tennessee metro areas. The territory covers Tennessee, Missouri and Arkansas.

Salary Range: $90,000 - $110,000 per year.

This position is eligible for the Sales IV Therapy compensation plan with an annual target of $75,000. It is also eligible for a company vehicle. Final pay determinations will depend on various factors including experience level, education, knowledge, skills, and abilities. Benefits and programs are comprehensive and thoughtfully crafted to support colleagues’ healthy lives.

• Achieve territory sales quota for assigned Fresenius Kabi Infusion Delivery product line: IV Solutions, infusion pumps, dedicated and nondedicated IV sets, accessories, safety software and Closed System Transfer Device System.
• Maintain 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.
• Utilize a consultative process and value‑based selling technique to address specific customer needs.
• Know the strengths and weaknesses of competing products and how to position Fresenius Kabi’s offerings against them clinically.
• Demonstrate the clinical/financial ROI of a solution and lead effective business discussions with economic buyers and high‑level contacts in the account.
• Have in‑depth knowledge of the assigned territory, customer base, contracts, competitive products, distribution models, etc.
• Develop a comprehensive territory‑specific business plan that includes strategies and tactics to achieve quarterly sales goals; identify and develop new business opportunities within the assigned territory.
• Plan, prospect, prioritize, monitor, and forecast sales opportunities on a systematic basis.
• Participate in product implementation of all Infusion Delivery Solution products as requested.
• Assist in the implementation/management of new accounts and be willing to travel outside own territory when called to assist corporate objectives.
• Develop strategic customer relationships throughout the hospital to drive purchase of Fresenius Kabi products.
• Communicate with managers and align sales efforts with company and regional targets.
• Maintain a high level of customer satisfaction.
• Approach each customer with a total account‑management perspective, leveraging resources appropriately and accurately articulating the value proposition for the customer.
• Understand market dynamics and healthcare trends.
• Participate in any and all reasonable work activities as assigned by management.

• Bachelor’s degree required;
  Master’s or advanced degree preferred.
• 5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred.
• Strong business acumen and excellent negotiation, communication, business planning and sales strategy development skills.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills with outstanding selling and presentation skills.
• Effective verbal and written communication 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.
• Must have the ability to travel frequently – Air/Auto; typically requires travel more than 50% of the time. Ability to travel within designated geography and occasionally outside of own geography; must have a valid driver’s license.
• Demonstrated ability…