Senior Account Manager, Infusion Delivery Solutions - Baltimore

Fresenius SE & Co. KGaA; Washington (Washington County); On-site; USD 90,000 - 110,000; Full time

Benefits offered by this job

Company vehicle

Medical benefits

Dental & vision

Job summary

Fresenius Kabi Infusion Delivery Solutions seeks a Senior Account Manager to build relationships with hospital decision makers across DC, PA, MD and DE, driving growth by selling IV solutions, infusion pumps, IV sets and safety software, while expanding into new accounts. The ideal candidates have 5+ years in healthcare sales, strong consultative and negotiation skills, and willingness to travel 50%+.

Base salary ranges $90,000–$110,000 annually, with a $75,000 target and a company vehicle;

Qualifications

• Bachelor’s degree required; master’s degree preferred.
• 5+ years of healthcare industry sales experience required.
• Strong business acumen, negotiation and presentation skills are essential.
• Demonstrated success in consultative selling to executive buyers.
• Ability to travel 50%+ and adapt to a dynamic environment.

Responsibilities

• Achieve territory sales quota for Infusion Delivery product line (IV Solutions, infusion pumps, IV sets, accessories, safety software).
• Maintain technical and commercial competence; establish credibility with clinical and executive decision makers.
• Utilize consultative, value-based selling to address customer needs.
• Position Fresenius Kabi offerings against competitors with clinical ROI.
• Develop territory business plans and identify new opportunities.
• Plan, forecast and manage sales opportunities; travel as required.
• Develop strategic hospital relationships to drive product purchases.
• Coordinate with managers to align sales efforts with targets.
• Ensure high levels of customer satisfaction.

Skills

Healthcare sales

Consultative selling

Negotiation

Communication

Presentation skills

Relationship management

Strategic account management

Time management

Client relationship management

Sales planning

Education

Bachelor’s degree

Masters preferred

Tools

SAP

Salesforce

Microsoft Office

Job description

Job Summary

The Senior Account Manager, Infusion Delivery Solutions is responsible for developing and maintaining relationships with key decision makers that lead to future business opportunities. The position will be focused on Acute Hospitals and IDN’s. The position increases profitability and expands existing accounts by selling Fresenius Kabi Infusion Delivery Solution products and extending relationships into new areas with new accounts. Interacts with Contract Marketing, Marketing, Technical Service, and Customer Service.

The territory includes Washington D.C., Pennsylvania, Maryland and Delaware.

The ideal candidate will live in Philadelphia, PA; Washington, D.C. or Baltimore, MD.

Salary Range: $90,000 – $110,000 per year base, plus this position is eligible for the Sales IV Therapy compensation plan with an annual target of $75,000. This position is also eligible for a company vehicle. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

• Responsible for achieving territory sales quota for assigned Fresenius Kabi Infusion Delivery product line: IV Solutions, infusion pumps, dedicated and nondedicated IV sets, accessories and safety software.
• Maintain a high level of technical and commercial competence on relevant products, technologies, and services. Quickly demonstrate expertise and establish credibility with clinical and executive decision makers
• Utilize a consultative process and value based selling technique to address specific customer needs
• Know the strengths and weaknesses of competing products in the market and how to position Fresenius Kabi’s offerings against them clinically.
• Demonstrate the clinical / financial ROI of a solution. Lead effective business discussions with economic buyers and high-level contacts in the account.
• In-depth knowledge of the assigned territory, customer base, contracts, competitive products, distribution models, etc.
• Develop a comprehensive territory-specific business plan that includes strategies and tactics aimed at achieving quarterly sales goals. Identify and develop new business opportunities within assigned territory.
• Plan, prospect, prioritize, monitor, and forecast sales opportunities on a systematic basis.
• Be able to participate in product implementation of all Infusion Delivery Solution products as requested.
• Assist in the implementation/management of new accounts and willingness to travel outside of own territory when called upon to help manage corporate objectives.
• Develop strategic customer relationships throughout the hospital to drive the purchase of Fresenius Kabi products.
• Communicate with managers and align sales efforts with Company and regional targets.
• Develop and maintain a high level of customer satisfaction.
• Approach each customer with a total account management perspective, leveraging resources appropriately, and accurately articulating the value proposition for the customer.
• Understand market dynamics and healthcare trends.
• Participates in any and all reasonable work activities as assigned by management.

Requirements

• Bachelor’s degree required, Masters or advanced degree preferred
• 5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred.
• Strong business acumen and excellent negotiation, communication, business planning and sales strategy development traits are paramount.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills accompanied with outstanding selling and presentation skills.
• Effective communication (verbal and written) and interpersonal skills.
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
• Must have the ability to travel frequently – Air/Auto
• Typically requires travel more than 50% of the time. Ability to travel within designated geography and occasionally outside of own geography. Must have a valid driver’s license.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• All employees are responsible for ensuring the compliance to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per your roles and responsibilities.
• The Company’s primary business language is English. The successful candidate must be able to effectively speak, read, write, and understand English to perform the essential functions of the position, including independently understanding policies, procedures, training materials, and workplace communications written in English due to our heavily regulated work environment.

Additional Information

We offer an excellent salary and benefits package including medical, dental andvision coverage, as well as life insurance, disability, 401K with company contribution,and wellness program.

Please note that joining our team does not create a guaranteed or permanentemployment arrangement. All employment is at‑will, meaning both the employeeand Fresenius Kabi have the right to end the employment relationship at any time,in accordance with applicable federal and state laws.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicantswill receive consideration for employment without regard to race, color, religion, sex, national origin,citizenship, immigration status, disabilities, or protected veteran status.