Hospital Account Manager

Danaher•New Orleans, LA

6d•Remote

About The Position

The Hospital Account Manager is responsible for selling Masimo’s Acute Care product portfolio and developing strategic relationships with a variety of clinical leaders in targeted hospitals. Assists Account Managers in assigned tasks in order to obtain new sales and renew existing accounts. Serves as a proactive member of the sales team that facilitates securing new business and growing existing business in their assigned territory. This position reports to the Regional Vice President, Sales and is part of the Sales Team working remotely to cover Louisiana and the Mississippi gulf coast. In this role, you will have the opportunity to utilize Masimo's established sales process to convert competitive accounts to Masimo technology. Conduct and assist clinical specialists with Physical Inventories as part of the sales process. Conduct demonstrations (side by side) and evaluations (using ADC) for Masimo technologies. Drive all products sales in assigned Masimo territory. Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients’ outcomes of Masimo’s wireless Pulse CO-Oximetry and Floor Monitoring solutions. Drive to conclusion Masimo Sensor agreements for both new conversions and renewing existing accounts. Collaborate with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provide critical information to marketing and upper management including market trends and competitive activity. Maintain and hone high level strategic and tactical selling skills and seek to self-improve and implement selling best practices. Organize and conduct user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, and help clinicians minimize the quantity of sentinel events on the floors. Coordinate clinical evaluations of Masimo’s Rainbow SET Pulse CO-Oximetry technology to establish for vocal, credible clinical champions (VCCCs). Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, and list of sales opportunities with a realistic sales forecast data. Perform other duties and projects as assigned.

Requirements

2+ years of successful Hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
Documented success in selling medical devices, or emerging technology to multiple call points (ex. Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision makers within the hospital setting.
Successful history managing customer interactions, with excellent organizational and time management skills.
Superior written and verbal communication skills and exceptional ability to lead group presentations.
Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes, based upon clinical evidence and new, innovative technologies.
Ability to perform clinical evaluations of Masimo technology to include research and focus groups.
Ability to communicate value-based solutions.
Travel, Motor Vehicle Record & Physical/Environment Requirements: Travel and overnight stays are required (minimum 50%).
Driver’s License/MVR Guidance: Must have a valid driver's license and an acceptable Motor Vehicle Record (MVR).

Nice To Haves

Successful history of selling innovative, paradigm shifting patient care solutions a significant plus.
Successful track record selling breakthrough concepts.
Demonstrated ability in building clinical champions.

Responsibilities

Utilize Masimo's established sales process to convert competitive accounts to Masimo technology.
Conduct and assist clinical specialists with Physical Inventories as part of the sales process.
Conduct demonstrations (side by side) and evaluations (using ADC) for Masimo technologies.
Drive all products sales in assigned Masimo territory.
Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients’ outcomes of Masimo’s wireless Pulse CO-Oximetry and Floor Monitoring solutions.
Drive to conclusion Masimo Sensor agreements for both new conversions and renewing existing accounts.
Collaborate with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provide critical information to marketing and upper management including market trends and competitive activity.
Maintain and hone high level strategic and tactical selling skills and seek to self-improve and implement selling best practices.
Organize and conduct user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, and help clinicians minimize the quantity of sentinel events on the floors.
Coordinate clinical evaluations of Masimo’s Rainbow SET Pulse CO-Oximetry technology to establish for vocal, credible clinical champions (VCCCs).
Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, and list of sales opportunities with a realistic sales forecast data.
Perform other duties and projects as assigned.