Manager, Strategic Accounts

PROCEPT BioRobotics•Headquarters, KY

About The Position

The Manager, Strategic Accounts is responsible for achieving sales revenue targets by developing, implementing, and overseeing strategic plans with key hospital Integrated Delivery Networks (IDNs). The role manages the capital sales process, installations, training, and utilization growth within assigned IDNs. It also manages Strategic Accounts Sales Representatives in the designated region and carries out supervisory responsibilities, including recruiting, hiring, training and developing employees; directing work; appraising performance; addressing complaints; and ensuring team members have the resources, education, skills, and tools needed to succeed.

Requirements

Bachelor’s degree from an accredited, reputable institution.
At least 8 years of experience within a sales, sales management, training, or marketing organization.
High level of technical and clinical product knowledge.
Ability to manage multiple tasks and prioritize in a complex environment.
Strong organizational and communication skills; ability to work as a cross-functional team member.
Excellent presentation skills.
Proven ability to be a self-starter and goal-oriented.
Excellent interpersonal, written, and oral communication skills.
Strong local relationships within the healthcare community in the specified geographic area.
Leadership skills demonstrated through past professional performance in the medical device arena and involvement in sports, professional clubs, or associations.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and governmental regulations.
Competency in Microsoft Word, Excel, and PowerPoint.
Ability to present information effectively and respond to questions from internal groups, clients, customers, and the general public.
Ability to travel up to 75%.
Ability to perform the essential duties satisfactorily, with reasonable accommodations available for individuals with disabilities.

Nice To Haves

Start-up company experience selling disruptive technology.
At least 3 years of capital selling experience.

Responsibilities

Execute sales strategy within assigned IDN targets.
Manage the complex sales process for the Aquabeam System in new and existing hospitals.
Develop and implement sales activities to achieve and exceed goals set by senior management.
Identify key institutions, generate market awareness, and drive sales of the Aquabeam System.
Establish contact with national and regional IDN administrators and senior hospital executives and administrators.
Build clinical and administrative support through technical presentations, executive meetings, and marketing events.
Support the expansion of clinical usage in all accounts.
Provide monthly reports analyzing regional business performance.
Develop key relationships in targeted accounts.
Foster the development of key opinion leaders to create strong corporate relationships.
Update management regarding competition, product use, clinical updates, reimbursement, and other important business metrics.
Participate as an integral member of the management team that develops, delivers, and improves programs and training events.
Cultivate and maintain positive relationships throughout PROCEPT BioRobotics.
Maintain trained status and comply with relevant aspects of the PROCEPT BioRobotics Quality Management System to ensure product and support regulatory compliance.
Understand and adhere to PROCEPT BioRobotics Quality and EHS policies.
Recruit, interview, hire, train, and develop Strategic Accounts Sales Representatives in the designated region.
Plan, assign, and direct work; appraise performance; reward and discipline employees; and address complaints and resolve problems.
Ensure team members have appropriate resources, education, skills, and tools to perform assigned tasks.