Sales, National Account Manager - Strategic Accounts, RespirTech (Western and Central US)

Philips•Chicago, IL

1d•Hybrid

About The Position

North American Account Manager, Strategic Accounts - RespirTech RespirTech North American Account Manager’s (NAM) primary responsibility is driving capital sales of the InCourage airway clearance therapy medical device to Hospitals and VA’s. The NAM will also work to increase utilization of Clear Chest vest disposables within assigned Key Accounts. The NAM manages relationships for accounts assigned in the Central/Western half of the country calling on Supply Chain, Respiratory Therapists, Physicians and C-Suite. Additional responsibilities may include management of a few very select DME relationships and GPO contracting. Your role: New business development of capital sales within hospital and VA health systems managing the entire process from identification of opportunity, in-servicing respiratory departments, price negotiations and purchase order management. Increase utilization of InCourage vest and associated Clear Chest product with current customers through sales presentations, product in-services and building customer relationships with Respiratory therapists, physicians and potentially C-Suite. Manage the process to get on contract with identified GPO’s and contracted with select DME’s. After contracting, drive business from GPO affiliates and/or DME. Employ a hunter mentality to create new capital sales opportunities, effectively educate on the clinical benefits of the InCourage vest versus competitive options, overcome objections, negotiate pricing and deliver on purchase agreements through supply chain. Analyze data to effectively target priority healthcare teams and create strategic selling plans. Maintain good records on pipeline management and act with a sense of urgency. Effectively manage time and decision making of in-person and virtual calls with healthcare teams. Collaborate well with RespirTech internal operations partners for RFP’s, contracting and purchase agreements.

Requirements

5+ years of successful medical capital (required) and disposable sales experience in the hospital environment.
Travel in the field 50+ % (including overnights).
Build new business from the ground up and maintain strong customer relationships.
Bachelor's or Master's Degree.
You must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this Sales position.
excellent communicator, both written and verbal, and have the ability to work independently.

Nice To Haves

Directly in the Respiratory field in the Central/Western half of the US
Selling capital into the VA
GPO contracting

Responsibilities

New business development of capital sales within hospital and VA health systems managing the entire process from identification of opportunity, in-servicing respiratory departments, price negotiations and purchase order management.
Increase utilization of InCourage vest and associated Clear Chest product with current customers through sales presentations, product in-services and building customer relationships with Respiratory therapists, physicians and potentially C-Suite.
Manage the process to get on contract with identified GPO’s and contracted with select DME’s.
After contracting, drive business from GPO affiliates and/or DME.
Employ a hunter mentality to create new capital sales opportunities, effectively educate on the clinical benefits of the InCourage vest versus competitive options, overcome objections, negotiate pricing and deliver on purchase agreements through supply chain.
Analyze data to effectively target priority healthcare teams and create strategic selling plans.
Maintain good records on pipeline management and act with a sense of urgency.
Effectively manage time and decision making of in-person and virtual calls with healthcare teams.
Collaborate well with RespirTech internal operations partners for RFP’s, contracting and purchase agreements.