Major Account Executive - West

ICU Medical • San Clemente, CA

2d • Hybrid

About The Position

The Major Account Executive (MAE) is responsible for representing the holistic ICU Medical business portfolio with key IDN customers to drive sales and build strategic relationships. They are responsible for expanding business opportunities and maximizing contract values through aligning multiple business units with the goals and initiatives of the IDN. The Major Account Executive will be an expert at selling a broad-based solution and value of the ICU Medical partnership at the Executive level in health systems. The MAE must successfully demonstrate consultative selling and Executive presence, creative and broad solution development, team selling, as well as strong financial, technical and contractual proficiency in order to negotiate within and maximize these complex business relationships.

Requirements

• Must be at least 18 years of age.
• Bachelor’s degree from an accredited college or university is required.
• Minimum 8 years of medical sales experience
• Minimum 5 years of pharmacy interfacing sales experience for disposables.
• Proven track record of meeting quota/growth in territory and developing existing customer relationships.
• Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
• Work may be performed in a home office using standard office equipment, as well as on-site at customer locations.
• As part of the scope of employment, the employee must hold a valid driver’s license as well as comply with and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.

Nice To Haves

• Master’s Degree preferred.

Responsibilities

• Achievement of all sales quotas and objectives, achieved through development of and follow through with strategic business plans for all target customers.
• Relationships at the Executive level, demonstrated through access, meetings and business discussions with customers.
• Understanding of customers’ goals, initiatives, challenges, purchasing/contracting processes and timelines for large, strategic projects.
• Knowledge around product/business unit synergies and value proposition of the broad ICU Medical portfolio.
• Inclusivity of broad portfolio team as appropriate based on customer initiatives and ICU Medical organizational goals, including strategic directives for customer engagement and next steps related to specific opportunities.
• Understanding of and proficiency with ICU Medical contract structures, as well as the ability to assess customer contract compliance and overall performance.
• Understanding of general framework of competitive contracts/selling strategies, as well as opportunities and pitfalls across the competitive landscape.
• Work on special projects as assigned.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior