Account Manager

Mizuho OSI•Columbia, SC

15d

About The Position

The Account Manager generates and closes sales and supports Mizuho OSI medical device products and services for hospitals, ambulatory surgery centers, and physicians in an assigned geographic territory. The role is responsible for selling across all product lines and meeting sales quotas established by senior management. The preferred candidate resides in Columbia, South Carolina, or surrounding cities and must live within 20 miles driving distance of the assigned territory. The Account Manager develops customer and partner relationships, identifies and documents future sales opportunities, negotiates sales terms, and educates customers through demonstrations, training, in-services, and clinical support. The role also represents products at tradeshows and courses, supports surgical cases as needed, sets up sold capital equipment, and contributes to department and company improvement efforts. Extensive travel of approximately 50–75% within the United States and Canada is required. Compensation is $75,000, plus quarterly bonuses, monthly commission, a comprehensive benefits package, and a company vehicle mileage reimbursement program.

Requirements

Bachelor’s degree in business administration or a related field, plus three to five years of medical-marketplace selling experience, preferably in medical devices or capital equipment; or an equivalent combination of education and experience.
Excellent customer focus and a high sense of urgency, with professional interpersonal and communication skills.
Ability to communicate verbally in English with clear expression, good grammar and vocabulary, and professional manner; additional languages are preferred.
Neat, professional appearance and an outgoing, people-oriented personality.
Strong computer skills, including Windows-based computers, office equipment, telephone systems, and Microsoft Outlook, Word, Excel, and PowerPoint.
Ability to manage multiple priorities calmly in a fast-paced environment, adapt to changing situations, and use critical thinking and negotiation skills.
Strong written communication skills, including the ability to prepare business letters, memorandums, and reports; excellent presentation, project, and organizational skills.
Ability to present products formally and informally to individuals and large groups, including physicians, RNs, OR staff, hospital supply chain personnel, and hospital executives.
Ability to perform basic arithmetic, create and reconcile reports, and demonstrate analytical skills and attention to detail.
Ability to respond sensitively to others, accept interpersonal differences, maintain rapport, and interact effectively across organizational levels.
Ability to use time-management practices to organize work, manage a territory, and prioritize tasks to meet future demands.
Ability to establish and accomplish goals independently and contribute positively as a team member.
Ability to function in an operating-room environment and attend surgical procedures as necessary.
Must live within 20 miles driving distance of the assigned territory.
Valid driver’s license and eligibility under the company’s auto insurance policy.
Ability to travel extensively, approximately 50–75% within the United States and Canada, cover business travel expenses, and submit reimbursement requests in accordance with company policy.
Mechanical aptitude and ability to learn anatomy, physiology, and medical terminology.

Nice To Haves

Working knowledge of Salesforce.com or a similar CRM.
Knowledge of the Trust Triangle sales process.
Additional language skills.
Medical device or capital equipment sales experience.

Responsibilities

Gain market knowledge and stay informed about procedures, new technologies, techniques, and competitive products and equipment.
Develop professional relationships with physicians, hospital management, procurement personnel, and clinical personnel in the assigned territory.
Assess customer needs and explain product features using technical knowledge of product capabilities and limitations.
Identify new business opportunities and maintain a three-year sales funnel in Salesforce.com or applicable technology, documenting anticipated future orders.
Negotiate sales terms, including pricing, warranty, and special features, with administrative and clinical personnel.
Educate and train customers on Mizuho OSI products through demonstrations, in-services, and clinical support; attend surgical cases when needed and follow hospital protocols.
Recommend equipment based on knowledge of market procedures and products.
Use the Trust Triangle and sales tools throughout the sales process; maintain required sales activity reports and update the CRM at least daily with opportunity status and customer account information.
Represent Mizuho OSI products at tradeshows and courses when requested.
Develop and maintain good relationships with company partner roles.
Provide sales coverage for vacant territories when requested.
Train and instruct other Account Managers and company personnel, sharing skills and information to support their development.
Uncrate and set up capital equipment at customer facilities.
Maintain a company-issued cell phone and portable computer and participate in the company vehicle program.
Submit accurate expense reports on time in accordance with company policy.
Independently analyze problems, formulate plans, make sound decisions, and complete work quickly and with high quality; use continual-improvement problem-solving skills.
Contribute ideas and personal actions to support ongoing department and company improvement.
Follow and support Mizuho OSI’s internal Quality System policies, procedures, work instructions, and applicable external regulations and standards.
Support company objectives, vision, mission, values, service standards, and quality levels.