Senior Account Manager – West

Responsibilities

• Responsible for achieving 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 in the market and how to position Fresenius Kabi’s offerings against them clinically
• Demonstrate the clinical/financial ROI of a solution
• Lead effective business discussions with economic buyers and high‑level contacts in the account
• 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 aimed at achieving quarterly sales goals
• Identify and develop new business opportunities within 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 willingness to travel outside of own territory when called upon to help manage corporate objectives
• Develop strategic customer relationships throughout the hospital to drive the purchase of Fresenius Kabi products
• Communicate with managers and align sales efforts with company and regional targets
• Develop and 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 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
• 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 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, with a focus on achieving sales quotas for medical devices. Capable of developing strategic customer relationships and executing territory‑specific business plans to drive product adoption and customer satisfaction.

• Bachelor's Degree
• Valid Driver's License