Account Manager (Orlando / Tampa)

Aspen Surgical•Tampa, FL

17h

About The Position

Join Aspen Surgical’s Commercial Sales Team as an Account Manager in the Acute Sales segment. Aspen Surgical offers a portfolio of surgical essentials and infection control products that support safety and efficiency in operating rooms and other care settings. The Account Manager serves as a subject matter expert on Aspen’s product portfolio used in hospitals and surgery centers. This full-line sales role focuses on growing existing accounts and increasing product usage. The role supports customers throughout the sales and adoption process, including identifying expansion opportunities, presenting portfolio options, preparing quotes, processing orders, supporting product trials and implementations, providing clinical and technical information, and conducting in-services. The Account Manager works closely with Account Executives and the Director of Strategic Accounts on account strategy, sales pursuits, implementation, and expansion planning. The position also manages customer relationships and contracts, develops sales opportunities and at-risk business in Salesforce, supports sales campaigns, and represents Aspen Surgical at trade shows. Travel is approximately 80% of the time, including overnight travel as needed.

Requirements

Bachelor’s degree, or a combination of education and experience.
At least 3 years of accomplished business-to-business sales experience.
Knowledge of the market landscape for surgical instruments and/or endoscopy.
Experience with medical device products, both capital and disposable, for specific surgery procedures and settings.
Excellent computer skills, including Microsoft Office Suite (Excel) and Salesforce.
Valid driver’s license issued in one of the 50 states, with no prior suspensions or revocations; must be maintained during employment.
Ability to travel 80% of the time, including overnight travel as needed.
Ability to become fully credentialed to enter hospitals and surgery centers.
Energetic, outgoing, and excited about joining a growing company and increasing market share.
High level of proven business and financial acumen.

Nice To Haves

At least 2 years of operating room sales experience preferred.

Responsibilities

Renew and expand business channels to grow sales within current U.S. accounts.
Identify opportunities to expand into new product categories and increase usage of existing categories.
Provide portfolio options to customers, develop quotes, process orders, and follow up to ensure customer satisfaction.
Ensure successful product trials and implementation, conduct cross-referencing, and provide clinical support at assigned facilities.
Assist with or lead in-service activities to secure product adoption across Aspen’s portfolio.
Manage stakeholders, train clinical teams, ensure product usage, drive customer satisfaction, and defend Aspen’s position in person and virtually.
Support the Account Executive in coordinating sales pursuits within the assigned geography.
Work with the Account Executive on account strategy, implementation and expansion planning, and other account-management activities.
Provide technical information to staff consistent with product user manuals and instructions for use.
Use Salesforce.com to manage sales-funnel opportunity development and at-risk business.
Work with the marketing team to identify industry insights from whitepapers and case studies and leverage them in selling efforts.
Implement sales campaigns to meet goals specified by Aspen.
Work with the Director of Strategic Accounts to support broader targeted strategic-account strategy.
Conduct product cross-referencing and respond to pricing- and service-related inquiries.
Build and manage relationships with key decision makers.
Represent the company at local, regional, and national trade shows to promote products and services.
Negotiate and manage contracts and contractual obligations for key customers.