Government Account Manager (Remote - West Coast)

Lensa; Sacramento (CA); Remote; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a Government Account Manager to drive sales of innovative healthcare solutions to key federal government agencies. This role is crucial for achieving sales goals through strategic planning, relationship building, and exceptional customer service. You will engage with decision-makers in various healthcare sectors, ensuring customer satisfaction while collaborating across functions. If you have a strong background in medical sales and a passion for making a difference in healthcare, this position offers a fantastic opportunity to excel in a dynamic environment.

Qualifications

• 4+ years of medical sales experience, especially in Medical Imaging.
• Proven track record of strategic selling and closing sales.

Responsibilities

• Manage equipment sales within assigned geography, focusing on government accounts.
• Develop strategic business plans targeting key government accounts.

Skills

Sales Strategy

Customer Communication

Market Intelligence

Time Management

Customer Orientation

Education

BA/BS degree

Tools

Salesforce

Microsoft Office

Job description

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Position Overview

The Government Account Manager will be responsible for sales of the Fujifilm Healthcare Americas Corporation’s (HCUS) full portfolio (Endoscopy, Modality Solutions, and Medical Informatics) to key Federal Government medical treatment facilities, with a focus on the Department of Defense (DOD), Veterans Health Administration (VHA), Indian Health Services (IHS), and select State agencies within a defined territory. The primary responsibility is to achieve or exceed annual budgets through strategic planning, relationship building, new account targeting, extensive product knowledge, and exceptional customer service. The role involves engaging decision-makers and influencers in Radiology, Biomedical, Women’s Healthcare, and Surgery, including Radiologists, Healthcare Directors, Biomed Chiefs, Surgeons, and Administrators. The manager will collaborate across HCUS functions to support customer satisfaction and meet territory coverage and financial goals.

Company Overview

FUJIFILM Healthcare Americas Corporation offers extensive technology and expertise in disease detection, diagnosis, and treatment, including diagnostic imaging, enterprise imaging, endoscopic, surgical imaging, and in-vitro diagnostics. Headquartered in Lexington, Massachusetts, more information is available at healthcaresolutions-us.fujifilm.com.

FUJIFILM Holdings Corporation, based in Tokyo, operates globally across healthcare, electronics, business innovation, and imaging sectors with over 70,000 employees. Guided by the purpose of “giving our world more smiles,” the company aims to create value and societal impact, with a vision to reach a revenue of 4 trillion yen by FY2030. More details at www.fujifilmholdings.com. For sustainability initiatives, visit https://holdings.fujifilm.com/en/sustainability/plan/svp2030.

Job Description

Duties and Responsibilities

Bookings and Revenue

• Meet and exceed sales goals by calling on government hospitals and facilities, focusing on core HCUS portfolio products, installed base conversion, and new customer accounts.
• Spend approximately 80% of time managing equipment sales within the assigned geography.
• Develop and update strategic business plans targeting key government accounts.
• Accurately forecast monthly and quarterly sales.
• Close sales across the portfolio within the target geography and accounts.
• Expand existing business and prospect for new opportunities.
• Drive effective sales strategies and participate in strategic customer meetings.
• Leverage specialists and HCUS sales team for technical and clinical needs.

Customer Intimacy

• Coordinate and support customer communication, provide market intelligence, and make recommendations to optimize customer needs and HCUS offerings.
• Maintain effective communication between customers and internal departments to ensure success and positive experience.

Sales Operations

• Prepare quotes, contracts, and site configurations, ensuring accuracy and compliance.
• Follow established booking and order processes and utilize CRM tools effectively.
• Maintain detailed records and collaborate with the sales team.
• Prospect, qualify, and close sales opportunities within the assigned geography and accounts.

Cross Functional Collaboration

• Maintain communication across departments to ensure sales success and positive customer experience.
• Participate in meetings and projects, and support installations and implementations.
• Drive efforts for superior customer experience.

Key Performance Indicators

• Achieve sales quotas.
• Collaborate to ensure positive customer experiences.
• Follow business processes and contribute to team environment.
• Maintain transparent communication and align with corporate values.

Other

• Comply with FDA, ISO, and other regulatory standards.
• Pass vendor credentialing requirements.

Qualifications

Experience

• 4+ years selling to Federal Government accounts (preferred).
• 4+ years of successful medical sales experience, especially in Medical Imaging (preferred).
• Proven track record of strategic selling and closing sales.

Educational Requirements

• BA/BS degree (preferred).

Skills and Other Requirements

• Ability to obtain sales and meet/exceed goals.
• Strong customer orientation and communication skills.
• Ability to work cross-functionally and exercise good judgment.
• Proficient in Microsoft Office and CRM tools like Salesforce.
• Effective time management skills.

Physical Requirements

• Ability to sit, use hands, stand, talk, hear, and lift up to 10 pounds as specified.

Travel

• Travel up to 80% may be required.

Additional Considerations

COVID-19 vaccination may be required based on government mandates, with accommodations for medical or religious exemptions. Candidates will need to comply with facility credentialing and vaccination policies.