Account Executive (MD/N. VA)

Aspen Surgical; Virginia; On-site; USD 90,000 - 150,000; Full time

Job summary

Aspen Surgical is seeking an Account Executive for the Acute Sales segment to own the portfolio across hospitals and surgery centers in the United States. You will drive new business, expand product use, and manage relationships with clinicians, administrators, and GPO/IDN teams to accelerate contract wins.

You will coordinate with multiple teams, leverage Salesforce for funnel management, and deliver compelling value propositions at the corporate level through in-service trainings and strong

Qualifications

• Bachelor’s degree or combination of education and experience.
• 3–5 years medical device sales experience.
• Minimum 2 years OR experience preferred.
• Knowledge of medical device applications for surgery procedures.
• Valid driver’s license with no suspensions.
• Ability to travel ~75% of the time.
• Credentialing to enter hospitals/surgery centers.

Responsibilities

• Identify new business and expand products to grow Aspen’s sales within US accounts.
• Prospect and qualify new accounts, navigating stakeholders and interests.
• Serve as quarterback coordinating with Account Manager and others for opportunities.
• Negotiate and close initial and expansion deals, building long-term relationships.
• Drive IDN/ System strategy at facility level and plan growth paths.
• Conduct regular business reviews with stakeholders; deliver value propositions.
• Collaborate with Directors, Account Managers, and Implementation Team for execution.
• Utilize Salesforce.com to manage funnel and at-risk opportunities.
• Coordinate with Marketing to use industry insights in sales efforts.
• Partner with Director of Strategic Accounts to win contracts and implement plans.
• Cross-reference products and cost analyses for key opportunities.
• Represent Aspen at local, regional and national trade shows.
• Develop clinical relationships with Sourcing Contacts, Surgeons, Physicians, Nurses, Technicians, and administration.
• Assist/Lead in-service activities to secure product adoption.
• Serve as a primary resource for customer training on product use.

Skills

New business development

Prospecting

Negotiation

Salesforce

Account management

Strategic planning

Trade shows

Training customers

Education

Bachelor's degree

Tools

MS Word

Excel

PowerPoint

Outlook

Job description

Summary

Join AspenSurgical’ sCommercial Sales Team as an Account Executive in the Acute Sales segment of the business. With a comprehensive portfolio of industry-trusted surgical essentials and infection control products, Aspen Surgical helps support safety and efficiency in the operating room and beyond. In this role you will be the subject matter expert on Aspen’s entire product portfolio that is used in hospitals and surgery centers. This is a full-line sales opportunity responsible for growing existing accounts and driving increased usage.

In This Position, You Will Have the OpportunityTo

• Identifynew business and drive expansion of new products to grow Aspen’s sales within accounts in the United States.
• Pursue new accounts byidentifyingprospects, navigating key stakeholders, and qualifying interest.
• Function as the ‘quarterback’ in the expansion of new products at existing or underpenetrated accounts and coordinating with Account Manager and other roles to ensure clear ownership andaccountabilitiesthroughout pursuit.
• Key Emphasis onCorporateContracting: Signing/Implementing/Trackingcommitted agreements at a corporate level.
• Negotiate and close initial deal and expansion deals, with a focus on creating long-term relationships.
• Pull through IDN / System strategy at the facility level and coordinate with Strategic Account Executive to plan path to growth.
• Conduct regular business reviews with key stakeholders;ability to produce and deliver clear value propositions at a corporate level.
• Collaborate and engage with Director Strategic Accounts, Region Director, Account Manager, Implementation Team, and other functions to drive efficient execution.
• use Salesforce.com to manage sales funnelopportunitydevelopment and at-riskbusiness.
• Work withmarketingteam toidentifyindustry insights fromwhitepapersand case studies toleverage intheir selling efforts.
• Partner with Director of Strategic Accounts to create a game plan in accounts that are part of Director of Strategic Accounts GPO/IDN targets and to successfully implement contract wins.
• Cross-reference of productsanddevelopcost analysis for key opportunities.
• Represent the company at local,regionalandnational trade shows to promote products and services.
• Develop relationships at the clinical level withSourcing Contacts,Surgeons, Physicians, Nurses, Technicians, Materials Management as well as at the administration and GPO/IDN levels.
• Assist/Lead all in-service activities as needed to secure product adoption within accounts across all of Aspen’sportfolio.
• Be a primary resource for the training of customers on the proper use of Aspen products in the clinical setting.

What You Need to Succeed in This Position

• Bachelor’s degree or combination of education and experience
• 3-5 years medical device sales experience
• Minimum 2 years O.R. experience preferred
• Knowledgeable in Medical Device applications for specific surgery procedures and settings
• Valid Driver’s License with no prior suspensions or revocations
• Ability for 75% travel via car or plane; overnight travelasneeded.
• Ability to become fully credentialed to enter hospitals and surgery centers
• Operate a computer effectively and efficiently, including MS Word, Excel, PowerPoint, and Outlook
• Familiar with surgery procedures and medical terminology
• Ability to speak in front of groups of people to deliver dynamic presentations
• Must have excellent communication skills to work with customers and internal team
• Creativity is necessary to helpidentifysales opportunities
• Must work well independently and take charge of situations
• Energetic,outgoingand excited about growing company and increasing market share