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For your reference, we have included the original job posting below.
Account Executive- Medical Equipment Sales
Job Number:
22906785
Company Name:
Hill-Rom
Job Location:
TBD, CA US
Job Category:
Healthcare & Medical
Account Executive- Medical Equipment Sales
Account Executive- Medical Equipment Sales Job Status Full Time
City TBD State CA Country United States Position Summary JOB SUMMARY: Drive the sales or new products (frames, stretchers, maternal products, furniture, as well as IT type communications and patient flow/tracking products for hospital personnel) and rental products for assigned market territory with sales ranging from approx. $3M to $9M. Provide overall leadership to assigned sales specialists (personnel with expertise in clinical applications that require an in-depth technical understanding of the application and/or the patient outcomes) and team with local services leadership to develop and implement a comprehensive sales strategy for all Hill-Rom products and programs within the assigned territory and account base. ESSENTIAL DUTIES AND RESPONSIBILITIES . Drive the generation of new sales across a broad array of product categories to health care providers embracing a solutions sell proposition. This includes selling multiple products (frames, stretchers, maternal products, furniture, as well as IT type communications and patient flow/tracking products for hospital personnel) that the Account Executive must understand in terms of a detailed functionality and benefit offering of each product line, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit for the hospital. . Drive the sales and maintenance of accounts for rental products to health care providers that are used to shorter term customer needs for products such as the surface mattresses, bed frames, infusion pumps, etc. . Define an overall strategy on an annual basis to drive sales growth in assigned territory. . Demonstrate an effective understanding of competitive action in the assigned territory and work to develop a plan to address problem areas. . Prepare analysis for, and development of, an overall package for new sales. Draw on resources from specialist areas for detailed explanation to customer of the product's applications and benefits and for final development of a needs-based sales deal. Conduct negotiations with the health care providers to finalize sales. . Lead the efforts of sales specialists and services personnel to drive new sales as well as on-going customer satisfaction. . Oversee the installation of new products once they are delivered to the customers - ensure the products have been installed, provide basic training, and follow-up to ensure customers are satisfied. . Maintain on-going relationships with customers to ensure maintenance of current base as well as growth of new sales with the medical provider. . Maintain and strengthen Hill-Rom relationships throughout all levels of the hospital with various departments to help retain and expand our account presence and leadership position. SUPERVISORY RESPONSIBILITIES: No direct reports, but responsible to lead the day-to-day efforts of products sales specialists assigned to the AE's territory and partner with area services leaders to ensure effective maintenance and penetration of accounts. Job Requirements and Qualifications QUALIFICATIONS: . In-depth sales experience with strong understanding of the solutions selling process. . Effective influence skills - adept at ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers. . Strong analytical skills to effectively track sales activity, develop sales plans, understand local market and competitive trends, and complete the analysis of sales deals. . Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, reach pivotal agreements in the sales cycle. . Effective planning/organizational skills. . Variable travel (from 40% up to 75%). . Exceptional communication skills. EDUCATION AND/OR EXPERIENCE . BS, BA degree required. . Healthcare experience preferred. . Must have three-five years experience of selling in the healthcare field; durable medical equipment solutions selling preferred.
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