Major Account Executive - West

ICU Medical Inc; Columbus (OH); Remote; USD 120,000 - 160,000; Full time

Job summary

ICU Medical Inc. seeks a Major Account Executive to represent the full ICU Medical portfolio to IDN customers and drive strategic relationships. You will expand opportunities and maximize contract values through executive-level engagement and consultative selling.

The role emphasizes multi-unit collaboration, strong financial and contractual proficiency, and a track record of meeting quotas in medical sales, with travel about 50% to customer locations.

Qualifications

• Must be 18+ with a Bachelor's degree; Master's preferred.
• Minimum 8 years of medical sales experience.
• Minimum 5 years of pharmacy interfacing sales experience for disposables.
• Proven track record of meeting quota and growing territory.

Responsibilities

• Achieve sales quotas through strategic plans for target customers.
• Build executive-level relationships with IDN customers.
• Understand customer goals, timelines, and contracting processes.
• Explain ICU Medical portfolio synergies and value proposition.
• Coordinate across multiple business units; engage the portfolio team as needed.
• Understand ICU Medical contract structures and negotiations.

Skills

Interpersonal skills

Executive relationships

Organizational skills

Verbal communication

Written communication

Multitasking

Sales cycle management

Education

Bachelor's degree

Master's degree

Tools

PowerPoint

Excel

Word

Outlook

Job description

Position Summary

The Major Account Executive (MAE) is responsible for representing the holistic ICU Medical business portfolio with key IDN customers to drive sales and build strategic relationships. They are responsible for expanding business opportunities and maximizing contract values through aligning multiple business units with the goals and initiatives of the IDN. The Major Account Executive will be an expert at selling a broad-based solution and value of the ICU Medical partnership at the Executive level in health systems. The MAE must successfully demonstrate consultative selling and Executive presence, creative and broad solution development, team selling, as well as strong financial, technical and contractual proficiency in order to negotiate within and maximize these complex business relationships.

Essential Duties & Responsibilities

• Achievement of all sales quotas and objectives, achieved through development of and follow through with strategic business plans for all target customers.
• Relationships at the Executive level, demonstrated through access, meetings and business discussions with customers.
• Understanding of customers' goals, initiatives, challenges, purchasing/contracting processes and timelines for large, strategic projects.
• Knowledge around product/business unit synergies and value proposition of the broad ICU Medical portfolio.
• Inclusivity of broad portfolio team as appropriate based on customer initiatives and ICU Medical organizational goals, including strategic directives for customer engagement and next steps related to specific opportunities.
• Understanding of and proficiency with ICU Medical contract structures, as well as the ability to assess customer contract compliance and overall performance.
• Understanding of general framework of competitive contracts/selling strategies, as well as opportunities and pitfalls across the competitive landscape.
• Work on special projects as assigned.

Knowledge & Skills

• Excellent interpersonal skills; professional demeanor and attitude.
• Demonstrated relationships with key customers specific to role geography or target customer group.
• Strong organizational skills.
• Excellent verbal and written communication skills, as well as Executive presence.
• Able to multitask in a fast-paced environment.
• Ability to manage and creatively combine multiple sales cycles across various business units.
• Proficient in PowerPoint, Excel, Word and Outlook.

Minimum Qualifications, Education & Experience

• Must be at least 18 years of age.
• Bachelor's degree from an accredited college or university is required; Master's Degree preferred.
• Minimum 8 years of medical sales experience
• Minimum 5 years of pharmacy interfacing sales experience for disposables.
• Proven track record of meeting quota/growth in territory and developing existing customer relationships.
• Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.

Work Environment

This job is a field-based role. Work may be performed in a home office using standard office equipment, as well as on-site at customer locations. While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time, depending on the needs of a customer. As part of the scope of employment, the employee must hold a valid driver's license as well as comply with and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company. Typically requires travel 50% of the time.

About Us

ICU Medical has consistently provided you with clinical innovations that help solve real-world challenges. With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings. We're ready to bring you consistent quality, innovation, and value in more areas than ever. Our focus allows us to bring you: Dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization. The industry's broadest IV smart pump offering covering large volume, pain management, and ambulatory needs. IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company. Significant US IV solutions manufacturing and supply capabilities.

This role is based remotely; the incumbent may be remote in any state other than Colorado; California; Connecticut; Montana, Maine or New York.

ICU Medical EEO Statement:

ICU Medical is committed to being an Equal Opportunity Employer. We ensure that all qualified applicants receive fair consideration for employment regardless of race, color, nationality or national origin, ethnicity, sex, gender, religion or belief, marital or civil partnership status, sexual orientation, pregnancy or maternity, age, disability, or protected veteran status. If you are an individual with a disability and need reasonable accommodation to participate in the employment selection process, please contact us at [e-mail]. We are committed to providing equal access and opportunities for all candidates.

ICU Medical EEO Policy Statement

Know Your Rights: Workplace Discrimination is Illegal Poster

ICU Medical CCAA Notice to Job Applicants