Account Manager, Interventional Technologies, Houston North, TX

Essential Duties

• Drives all daily sales objectives focusing on territory growth. These include new account targeting, cultivation, and launch planning.
• Develop and execute on territory business plans in a quarterly quota-based system by implementing sales strategies determined by relevant factors existing and potential factors.
• Directs all training and education planning during account launches.
• Demonstrate proficiency in presenting and implementing Performance Guarantees in key accounts as well as following up with Quarterly Business Reviews.
• Transfers account knowledge and other requested information to the leadership team on a regular basis.
• Accountable for compliance with Company policy and procedures, the Quality System and other regulatory requirements.
• Collaborates and coordinates clinical specialist(s) and aligns the team around the business plan.
• Makes clinical and economic presentations to customers, committee members and relevant staff.
• Builds and maintains solid customer relationships, including KOL cultivation and maintenance.
• Maintains company standards involving ethical and moral character, and always represents the company with the highest professional standards.
• Develops relationships with hospital administrative staff and develops and executes corporate contracts where appropriate.
• Demonstrates outstanding product knowledge and can impart this knowledge with and provide input to the broader organization (e.g., train new hires, cross-cover territories as needed, share best practices, provide input into marketing programs, share competitive intelligence, etc.)
• Fiscally manage territory by controlling expenses, product returns, and product inventory.
• Gain access and develop the right physician champions in the targeted accounts leveraging corporate resources (e.g. value presentation, economic calculator, advisory boards, and senior executives).
• Make key presentations to gain the support of key stakeholders in targeted accounts, including physician leaders/influencers, VP/Executive Service Line Directors, VP/Directors of Supply Chain Management, and C-Suite staff.
• Develop KOL advocates to educate and influence key stakeholders outside of their own accounts regionally and even nationally.
• Support Corporate Accounts contract discussions with hospital and IDN leadership as required to gain account access, ensuring Interventional Technologies meets or exceeds both ASP and revenue growth goals.
• Facilitate new product approvals including obtaining Value Analysis approval through champion development
• Provide support on questions regarding device suitability as well as comprehensive technical support including knowledge of imaging modalities, EKG, blood pressure, hemodynamic waveforms, and ancillary procedural solutions
• Other duties as assigned

Supervisory Responsibilities

None

Qualifications

Education Required: Bachelor of Arts or Science

Years of Experience: 5+ of directly related experience required

Medical Device Sales in Interventional Cardiology and/or Structural Heart strongly preferred

Training/Certifications: None

Skills

• Thorough knowledge of medical device market, products, and customers.
• A demonstrated strong work ethic coupled with a sense of urgency to accomplish objectives.
• A highly developed business acumen and experience in targeting and prioritizing key customer accounts.
• Demonstrated ability to establish personal credibility in the targeted territory to create a forum for delivering our message to clinical staff, administrators, and physicians as well as overcoming obstacles.
• Emotional Intelligence to manage their schedule and clinical resources effectively and efficiently.
• Previous Medical Device sales experience preferably calling on Interventional Cardiologists, Electrophysiologist, Vascular Surgeons, Interventional Radiologists and administrators in the targeted territory.
• Aggressive strategic thinker and tactical planner who exhibits flexibility, innovativeness and resourcefulness in accomplishing objectives both as a leader and as a player.

Physical Demands

Sitting; remaining in a seated position - Frequent Standing; walking; reaching with hands and arms; and stooping, kneeling, crouching, or crawling -Frequent Lifting/moving up to 10 pounds -Occasional Fine manipulation; picking, pinching, or otherwise working primarily with fingers rather than the whole hand or arm as in gross manipulation. - Frequent Keyboarding; entering text or data into a computer or other machine by means of a keyboard. - Frequent Exposure to moving mechanical parts, vibration and/or moderate noise levels. - Never Exposure to hazardous chemicals or other materials. - Never Exposure to blood. - Frequent Travel Expectations: Regular Domestic: 25-50%