Account Manager

Mizuho OSI•Grand Rapids, MI

19d

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 within an assigned geographic territory. The role requires selling across all product lines and meeting sales quotas established by senior management. The preferred candidate resides in Grand Rapids, Michigan, or surrounding cities. The Account Manager develops customer and healthcare-community relationships, identifies opportunities, advises customers on products, negotiates sales terms, and provides product education, demonstrations, in-services, and clinical support. The role may include attending surgical cases, representing products at trade shows and courses, setting up capital equipment, and providing sales coverage for vacant territories. The position also requires maintaining CRM and sales activity information, completing expense reports, following company quality-system policies and applicable regulations, and contributing to continuous improvement and company objectives.

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.
Professional interpersonal, verbal, and written communication skills, including the ability to communicate courteously and effectively with employees and business contacts.
Ability to communicate clearly in English; additional languages are preferred.
Professional appearance and an outgoing, people-oriented personality.
Strong computer skills, including Windows-based personal computers, office equipment, telephone systems, and Microsoft Outlook, Word, Excel, and PowerPoint.
Ability to manage multiple priorities calmly in a fast-paced environment, adapt plans to changing circumstances, and use critical thinking and negotiation skills.
Strong presentation, project, organizational, analytical, and time-management skills, with attention to detail.
Ability to prepare business correspondence, memorandums, and reports and to perform basic arithmetic and reconcile reports.
Ability to present products formally and informally to individuals and large groups, including physicians, nurses, operating-room staff, hospital supply-chain personnel, and hospital executives.
Ability to work effectively with people at all organizational levels and respond sensitively to others’ needs and differences.
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.
Must have a valid driver’s license and qualify for the company’s auto insurance policy.
Ability to travel extensively, approximately 50% to 75% within the United States and Canada, and submit travel expenses for reimbursement according to 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

Build market knowledge and stay informed about procedures, technologies, techniques, and competitors to develop effective sales approaches.
Develop professional relationships with physicians, hospital management, procurement personnel, and clinical personnel in the assigned territory.
Assess customer needs and explain relevant 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, warranties, and special features, with administrative and clinical personnel.
Educate and train customers on Mizuho OSI products, provide pre- and post-sale demonstrations, in-services, and clinical support, and attend surgical cases as needed while following hospital protocols.
Recommend equipment based on customer needs and knowledge of procedures and products.
Use the Trust Triangle and sales tools throughout the sales process; maintain required sales activity reports and update CRM at least once daily with sales opportunities and pertinent customer information.
Represent Mizuho OSI products at trade shows and courses when requested.
Develop and maintain effective 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 and use a company-issued cell phone and portable computer and participate in the company vehicle program.
Submit accurate expense reports promptly and in accordance with company policy.
Work independently to analyze problems, formulate solutions, make sound decisions, and complete work quickly and with quality.
Contribute ideas and personal efforts to ongoing improvement of the department and company.
Understand, follow, and support Mizuho OSI quality-system policies, procedures, work instructions, and applicable regulations and standards.
Support company objectives, vision, mission, and values and maintain the service and quality levels established by Mizuho OSI.