Account Executive, Patient Monitoring (Indiana)

Nihon Kohden America; Indianapolis (IN); On-site; USD 81,000 - 99,000; Full time

Job summary

Nihon Kohden America is seeking an Account Executive to promote medical equipment and supplies within an assigned Indiana territory. The role builds relationships with doctors, hospitals, medical schools, retail companies, and care facilities; conducts calls, demonstrates equipment, and ensures customer satisfaction.

The position offers a $90,000 base salary plus quarterly MBOs and opportunities for commissions; travel to customer sites and trade shows is expected to achieve sales goals.

Qualifications

• Associate degree in business, marketing or related discipline; relevant education and experience accepted in lieu of degree
• Valid driver’s license required
• 6+ years of experience in medical sales; preferably selling capital equipment into hospitals
• Good knowledge of medical equipment products and understanding of competitive conditions
• Knowledge of hospital operations, buying processes, and clinical and financial goals
• Knowledge of sales and marketing techniques and principles
• Level and compensation depends on location, experience, education and skills

Responsibilities

• Makes sales presentations of medical equipment or supplies to prospective customers; demonstrates product features
• Utilizes consultative questioning to understand customer needs and suggest appropriate equipment or products
• Prospects for new accounts and seeks opportunities to increase existing ones; conducts regular sales calls in person or by phone to develop customer relationships and follow up on leads
• Negotiates price and credit terms and finalizes sales contracts within company guidelines
• Meets or exceeds established quotas and sales goals
• Forecasts long range account sales and product needs, and communicates related information regularly to management
• Enters account, contact, and customer sales information into database
• Ensures that customers are satisfied with Company products and services
• Obtains customer feedback and continually works to improve products and services
• Resolves customer requests, complaints, and delivery problems
• Promotes goodwill and conveys a positive image of the Company
• Promotes products and services at trade shows
• Sets sales goals in accordance with Company objectives, tracks progress toward goals
• Provides assistance to area personnel as needed
• Keeps management informed of area activities, changes in competitive conditions, and significant problems
• Completes required sales reports and expense records accurately and promptly
• Adhere to all company policies, procedures, and business ethics codes.

Skills

Interpersonal skills

Public speaking

Organizational skills

Problem solving

Computer skills

Motivation

English communication

Teamwork

Education

Associate degree in business/marketing or related discipline

Tools

CRM software

Job description

The Account Executive is responsible for promoting medical equipment and supply products to all assigned prospective accounts. Develops and maintains productive working relationships with doctors, hospitals, medical schools, retail companies, and care facilities. Research and studies information on new equipment and products to gain technical knowledge of medical application. Conducts sales calls to seek orders of current products and demonstrate new equipment. Ensures that customers are well satisfied with products and services. Makes recommendations to management regarding pricing and sales projections. Assists area personnel as needed.

Essential Functions And Main Duties

• Assumes responsibility for the effective performance of area sales functions.
  • Makes sales presentations of medical equipment or supplies to prospective customers; demonstrates product features
  • Utilizes consultative questioning to understand customer needs and suggest appropriate equipment or products
  • Prospects for new accounts and seeks opportunities to increase existing ones; conducts regular sales calls in person or by phone to develop customer relationships and follow up on leads
  • Negotiates price and credit terms and finalizes sales contracts within company guidelines
  • Meets or exceeds established quotas and sales goals
  • Forecasts long range account sales and product needs, and communicates related information regularly to management
  • Enters account, contact, and customer sales information into database
• Assumes responsibility for establishing and maintaining good business relations with customers and external trade contacts
  • Ensures that customers are satisfied with Company products and services
  • Obtains customer feedback and continually works to improve products and services
  • Resolves customer requests, complaints, and delivery problems
  • Promotes goodwill and conveys a positive image of the Company
  • Promotes products and services at trade shows
• Assumes responsibility for maintaining effective working relations, communication, and coordination with Company personnel and with management
  • Sets sales goals in accordance with Company objectives, tracks progress toward goals
  • Provides assistance to area personnel as needed
  • Keeps management informed of area activities, changes in competitive conditions, and significant problems
  • Completes required sales reports and expense records accurately and promptly
• Adhere to all company policies, procedures, and business ethics codes.
• Duties may be modified or assigned at any time based on business need.

Qualifications

Education / Certification / Experience Required

• Associate degree in business, marketing or related discipline; relevant education and experience accepted in lieu of degree
• Valid driver’s license required
• 6+ years of experience in medical sales; preferably selling capital equipment into hospitals
• Good knowledge of medical equipment products and understanding of competitive conditions
• Knowledge of hospital operations, buying processes, and clinical and financial goals
• Knowledge of sales and marketing techniques and principles
• Level and compensation depends on location, experience, education and skills

Competencies Required

• Strong interpersonal, public relations, and oral presentation skills
• Well organized
• Problem solving abilities
• Proficient at using computer applications on a standard laptop
• High degree of personal motivation to achieve goals
• Must be able to communicate verbally and in writing, and to receive and understand verbal and written instructions in English
• Able to work effectively both independently and in a collaborative team environment

Compensation

Your compensation is composed of a $90,000 base salary and quarterly MBO’s. There is also an opportunity to earn a Variable Incentive via Commissions earned above value of earned MBO’s.

Perks And Benefits

Visit our Career page to learn more about Perks & Benefits and working at Nihon Kohden America

Working Conditions

Schedule

The regular hours for this full-time position are 8:00 a.m. to 5:00 p.m., Monday–Friday, unless otherwise stated by the department manager. Holiday, weekend, and evening work hours may be required. Regular hours may vary due to the needs of the organization or department and are subject to change at any time at the Company’s discretion.

Physical

Generally may require some reaching, bending, stooping, squatting, crawling, kneeling, pushing, pulling, lifting, carrying up to 25 pounds, finger dexterity, repetitive motions, standing, walking, sitting, hearing, visual acuity, color vision, and 2-way written/verbal communication in English. More specific details may be provided as needed or requested.

Location

Must reside in assigned territory (Indiana)

Travel

Approximately 80%

Access to Customer Sites

It is an essential function of this position to perform duties in healthcare facilities, and to achieve the necessary vendor credentialing. As part of this process, it is typically required to provide proof of vaccinations (including for COVID-19), and related personal medical information, and to comply with other criteria as needed to be able to work at customer sites. Typical vendor credentialing expenses will be paid/reimbursed by the Company.

Nihon Kohden America is committed to maintaining a professional and respectful workplace free from discrimination, harassment, and retaliation and welcomes all qualified candidates to apply. Employment decisions are based on qualifications, experience, and business needs, without regard to legally protected characteristics. This policy applies to all employment actions, including recruitment, hiring, promotion, compensation, training, and other workplace practices.

Nihon Kohden America complies with all applicable federal, state, and local laws regarding equal employment opportunity. Employees and applicants will not be subject to harassment or retaliation for asserting their legal rights. Questions or concerns regarding this policy may be directed to Human Resources at [e-mail].