Senior Account Manager, IV Therapy - Mid-Atlantic North

Fresenius Kabi USA; Washington (District of Columbia); On-site; USD 90,000 - 100,000; Full time

Job summary

Fresenius Kabi USA is seeking a Senior Account Manager for IV Therapy in the Mid-Atlantic region. The ideal candidate will develop and maintain key relationships with departments in acute hospitals, focusing on sales of infusion products. This role requires strong negotiation skills and a background in medical device sales. The candidate should be ready to travel frequently and engage at various levels within healthcare organizations.

Benefits

Medical, dental, and vision coverage

401K with company contribution

Tuition assistance

Paid maternity leave

Paid paternity leave

Disability insurance

Wellness program

Company vehicle

Qualifications

• 5+ years of experience in medical device sales required.
• Demonstrated success in consultative selling.
• Strong influencing and presentation skills.

Responsibilities

• Achieve territory sales quota for assigned products.
• Build strategic customer relationships in assigned territory.
• Develop territory-specific business plans.

Skills

Negotiation

Sales Strategy Development

Communication

Business Acumen

Education

Bachelor's degree

Master's degree or advanced degree

Tools

Salesforce.com

Microsoft Office

SAP

Job description

Senior Account Manager, IV Therapy - Mid-Atlantic North

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Senior Account Manager, IV Therapy - Mid-Atlantic North

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This range is provided by Fresenius Kabi USA. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

$90,000.00/yr - $100,000.00/yr

Additional compensation types

Commission

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 D.C., Pennsylvania, Maryland and Delaware. The ideal candidate will live in Philadelphia, D.C. or Baltimore.

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, safety software and Closed System Transfer Device System.
• 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.

Additional Information

Salary Range: $90,000 – $100,000 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.

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

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

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Industries

  Pharmaceutical Manufacturing, Medical Equipment Manufacturing, and Hospitals and Health Care

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Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Paid paternity leave

Tuition assistance

Disability insurance

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