Strategic Account Manager - Southwest

Getinge•Sacramento, CA

8d•$85,000 - $260,000•Remote

About The Position

This commercial role will report directly to the Area Sales Director. This position will be primarily responsible for sales results & clinical account management within assigned Organ Procurement Organizations. Sales results include direct account sales as well as driving transplant center demand via consignment and collaboration with territory managers on product pull through. Successful collaboration across the national sales, logistics and clinical teams is critical to success in this role. This role is a variable leveled role, dependent on experience and performance. Applicable Job Titles for this role include Strategic Account Specialist & Strategic Account Manager.

Requirements

Strong clinical understanding of the transplant system.
Solid OPO knowledge, organization, communication and fundamental understanding of transplant clinical considerations and operations.
Ability to communicate effectively and train others.
Project, relationship and account management.
Leading through influence.
This role is a remote (US), field based position with expectations of regular in-person sales & clinical support in OPOs and hospitals.
Must be willing to travel domestic and/or internationally, including overnights and air travel, up to 75% of the time.
Must be willing to be available after-hours and formally on-call related to the nature of conducting clinical support in the transplant space. Primary for clinical escalation coverage at assigned OPOs as needed (including holidays, weekend, evenings).
Must be able to carry bulky items up to 30 lbs, stand for extended periods of time and prolonged, unpredictable hours in high stress environments such as operating rooms.
Excellent with interpersonal, customer service, clinical and technical skills.
Minimum B.A./B.S.or equivalent education or experience in related field
At least 3 years of OPO, Transplant, Medical Device experience, Nursing or equivalent experience

Nice To Haves

At least 2 years of Paragonix clinical experience.
Sales Experience
Account Management Experience
Previous OPO Preservationist or perfusionist.

Responsibilities

Achieve a minimum of 100% monthly, quarterly, and annual quota.
Maintain and/or increase ASP where applicable, gain market share quarter over quarter and year over year within aligned territory.
Serving as the in-person face and primary representative of Paragonix to the OPO.
Differentiate Paragonix products & services, from the current standard of care and competitive products. Call points will include but are not limited to OPOs, adult and pediatric transplant surgeons, medical directors, medical transplant physicians, fellows, transplant administration and Csuite.
Closely monitor all cases within assigned OPO for quality, customer experience and staff competence. Provide escalation trouble shooting as needed or requested.
Develop and leverage relationships with multiple stakeholders across the transplant eco-system, including but not limited to: OPO leadership, AOCs, Preservationists, Perfusionists, buyers and inventory managers. Transplant center Surgeons, especially Kidney Surgeons.
Differentiate Paragonix products by discussing clinical data; conducting in-services & training; attending local, regional, and national conferences, and supporting cases on a regular basis.
Cross-sell Paragonix full product portfolio
Communicate territory needs, trends, and problems to Area Director.
Providing guidance and recommendations to medical transplant teams in the proper, safe, and effective use of highly specialized organ preservation equipment for use in organ transplant procedures. This position requires highly specialized knowledge of the organ preservation device and the ability to make quick, independent decisions and provide independent guidance on the proper and effective use of the organ preservation equipment.
Responsible for guidance and recommendations on the use of the Paragonix App and training customers to enable the safe and effective use of organ preservation equipment on a case-by-case basis to meet their particular circumstances.
Provide guidance and recommendations to medical teams with case support on usage of organ preservation devices and associated applications on an independent, case-by-case basis in matters of time-critical transplant situations in order to gain incremental business.
Collaborates with and provides feedback to Product team, Clinical team, Logistics team and local sales teams as required.
Required to maintain supply of field inventory as needed by Paragonix for local OPO back-up.
OPO owned and consigned inventory management across all products.
Case support coverage for assigned OPOs as designated by customer or management request.
In person & remote customer training and education for all Paragonix devices.
May be responsible for providing field intelligence reports on competitive activity, changes in markets, distribution, and pricing, as well as input on customer preferences and product features.
Cost effectively manage time and assets.
Maintain proficient level of product knowledge in all assigned product lines