Account Manager

Vapotherm; Massachusetts; On-site; USD 90,000 - 130,000; Full time

Job summary

Vapotherm seeks an Account Manager in New England to drive sales and build durable relationships with hospitals and physicians. You will develop quarterly plans, identify opportunities, and coordinate with education teams to ensure clinicians are proficient with Vapotherm technology.

Applicants must have 4+ years of medical device sales experience and reside in New England. Strong CRM usage, territory management, and public speaking skills are essential for success and travel.

Qualifications

• 4+ years proven track record of success in sales, preferably Medical Device sales.
• Lives within the territory that is to be supported.
• Bachelor’s Degree or equivalent.
• Knowledge of Medical Device Industry and Vapotherm products (implied).

Responsibilities

• Identify customer needs and develop quarterly sales plans to meet them.
• Develop and implement plans to secure new business and expand current business.
• Manage territory call rhythm with defined guidelines and metrics.
• Execute strategies to open new accounts and increase revenue/profitability.
• Participate in Vapotherm Medical Education training programs for physicians in the territory.
• Maintain and analyze sales data in Salesforce to monitor results.
• Cultivate relationships with Key Customers and Key Opinion Leaders within the territory.

Skills

Sales experience

Territory management

CRM/Salesforce

Public speaking

Education

Bachelor’s Degree

Tools

Salesforce

Job description

*Applicants MUST have prior Capital Medical Device Sales experience and currently reside in New England.

SUMMARY

The primary role of a Vapotherm Account Manager is the successful execution of Sales/Business Development Plans for their assigned territory and the achievement of quarterly and annual sales plan objectives. The Account Manager is responsible for maximizing the sales of Vapotherm products, initiating & building sustainable relationships with Customers/Physicians and ensuring superior customer satisfaction.

PRIMARY RESPONSIBILITIES

• Identifies the needs of each customer and develops quarterly sales plans designed to best meet those needs.
• Develops and implements a plan to secure new business and expand current business.
• Develops and implements a plan for territory call rhythm with guidelines and metrics.
• Executes on strategies designed to open new accounts as well as increase individual account revenue/profitability.
• Participates in the management of Vapotherm’s Medical Education training program for physicians within their territory to ensure that they are confident and competent to safely and effectively utilize Vapotherm’s technology.
• Demonstrates disciplined use of Vapotherm’s CRM/Salesforce.com system to track sales, monitor sales results and analyzes sales data within territory.
• Manages business operations for their territory in accordance with Vapotherm company policies and procedures.
• Maintains knowledge of key customers, the market, industry trends, competitors, and leading competitive strategies.
• Develop, cultivate and maintain relationships with Key Customers, Key Opinion Leaders and Strategic Partners within the territory as a means to obtain and provide technical, professional and managerial support for Vapotherm products.
• Provides ongoing communications with customers (hospitals, physicians, and purchasing agents).
• Shares “best practices” and innovative ideas that can impact Vapotherm’s overall success.
• Has a strong knowledge of the Vapotherm Clinical message and can effectively share this message to complete demos and in-services with customers.

KNOWLEDGE BASE , YEARS OF EXPERIENCE AND EDUCATION

• Bachelor’s Degree
• 4+ years proven track record of success in sales, preferably Medical Device sales
• Lives within the territory that is to be supported

An Account Manager must maintain a functional knowledge base which includes being informed on:

• Medical Device Industry
• Vapotherm Product Knowledge
• Competitive Products
• Medical Terminology
• Medical Procedures / Trends
• Clinical Operations
• New Market Opportunities
• Relationship Management

ADDITIONAL DESIRED CHARACTERSTICS

• Ability and willingness to travel overnight (>75%)
• Great public speaking skills
• Team-oriented
• Time management abilities
• Interest in innovative medical therapies and technology

WORK ENVIRONMENT

While performing the duties of this job, the employee is regularly required to sit and/or stand for extended periods of time for meetings or work, travel to different locations via car or airplane, operate a motor vehicle, operate a personal computer, visually inspect reports/forms, conduct oral communication via telephone or in person, retrieve and return files, and occasionally lift up to 25 pounds.