Account Manager

Compass Consulting; Burlington (VT); On-site; USD 90,000 - 120,000; Full time

Job summary

Compass Consulting is seeking an Account Manager to drive growth by positioning and selling our client’s portfolio within the assigned territory across orthopedic, sports medicine, and primary care settings.

You will work with the Regional Director to develop a business plan, achieve defined sales revenues, and build strong relationships with surgeons, anesthesiologists, and hospital staff. Some travel is required to cover hospitals, ASCs, and offices.

Qualifications

• Bachelor's degree required.
• Minimum 1 year direct selling experience to hospitals and healthcare professionals.
• OR selling experience preferred.

Responsibilities

• Position and sell the portfolio within the assigned territory.
• Develop a business plan with Regional Director to exceed sales revenues.
• Meet and exceed sales objectives across orthopedic, sports medicine, and primary care settings.
• Conduct face-to-face meetings with physicians, schedulers, and clinical staff to close business.
• Update and document sales activity in CRM (Veeva) and communicate market trends to leadership.

Skills

Account management

CRM tools

Territory management

Medical sales

Education

Bachelor's degree

Tools

Veeva

MS Office

Job description

Our client is looking for an Account Manager you'll play a pivotal role in transforming the standard of care through innovative solutions tailored to orthopedic, sports medicine, and primary care settings.

Summary:

• The Account Manager is responsible for the positioning and selling of the Company's portfolio within the assigned territory.
• This includes the pharmacological & technical (Package Insert & functions, benefits) knowledge and sales of the Company's portfolio of product’s value proposition.
• The Account Manager will work with Regional Director to develop a sound business plan that will lead to exceeding defined sales revenues for said territory.
• The Account Manager will utilize product knowledge, relevant institutional and office relationships, and business acumen skills and execute strategy to meet and exceed sales objectives of the Company's portfolio of products.
• Identify target markets in accordance with organizational strategy utilizing familiarity with account-based operations and existing reporting, tools and dashboards.
• Ensure that corporate revenue objectives are exceeded within a specified geography
• Work with surgeons, anesthesiologists, health care providers and pharmacy, focused on pain management to ensure the Company's portfolio of products is adopted within an account and geography
• Developing and maintaining expertise of all products
• Effective time management skills to increase sales productivity and tactical implementation of sales activities to achieve business objectives.
• Actively participating with Region Director in the strategic and tactical planning process
• Update and document sales account information via software system (Veeva)
• Demonstrate expertise and knowledge of the conversion process within a hospital, an ASC or an office.
• Develop and execute sales and retention strategies for target markets and customers.
• Complete face-to-face sales meetings with physicians, schedulers, practice managers, and medical staff in accounts to ensure understanding, as well as to close business, ensuring that obstacles are identified and minimized.
• Effectively manage territory, conducting office visits to include Education on services offered, enhancement and new advances.
• Communicating opportunities, market trends, and issues to appropriate management/staff in a timely manner.
• Prepare and present opportunities, market trends, and challenges to appropriate leadership/staff in a timely manner and on a regular basis, gaining support and commitment as needed.
• Manage expense budgets in a timely manner
• Keeping up to date with the latest clinical data supplied by the company, and interpreting, presenting and discussing this data with health professionals during presentations.

Education And Experience:

• Bachelor’s degree from accredited college or university required.
• Must have a minimum of 1 year of direct selling experience to hospitals and healthcare professionals in the pharmaceutical, biotech, device or health care industry.
• Minimum 1 year experience selling in the OR preferred.

Qualifications:

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
• The requirements listed below are representative of the knowledge, skill and/or ability required.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Knowledge, Skills, And Abilities:

• Excellent written and oral English communication skills.
• Must be able to timely and accurately complete Hospital Credentialing requirements to gain access to their facilities.
• Experience using Customer Resource Management tools required.
• Able to travel extensively; valid driver’s license in the state in which you reside and safe driving history record; reliable transportation.
• Must live in or close proximity to your designated geographic territory.
• Knowledge of key industry business drivers, emerging medical trends, and performance metrics, and ability to leverage that knowledge to inform strategy.
• Strong communication, interpersonal, collaborative, and analytical skills with a customer focus; must be able to foster and maintain sound working relationships.
• Independently motivated and driven to achieve high goals and seek continuous improvement in knowledge and skills.
• Competencies for sales efficiency and effectiveness; discipline in goal setting, prospecting, networking, territory management, and time management.
• Skills in account management, needs assessment, value propositioning, handling objections and gaining agreement with both physicians and facility procurement departments.
• Skills to employ technologies effectively and proficiency (MS office suite, relevant mobile technology and web-based applications.)
• Overnight travel will be required, ability to cover geographic territory; include corporate meetings. Able to travel overnight and locally up to 90% of the time.