Inteplast Group MDBW- Sr Account Manager in Denver, Colorado
The successful Sr. Account Manager for Distributor Sales and Strategic Accounts is tasked with expanding sales across the spectrum of assigned accounts, while maintaining control of existing business. The Sr. Account Manager will manage distributors (and distributor ship-to locations) in a large geography, and has the capacity and ability to manage several projects at one time. S/He will provide sales and conversion support at identified strategic end user accounts. S/He must be able to seize opportunity and close business quickly. Focus will include driving new business, managing the swift transition of customer business commitments into sales, as well as increasing penetration in existing accounts.
Essential Duties and Responsibilities include the following, other duties may be assigned:
Sales Planning and Execution
- Initiate and take ownership of principles of territory / account management including:
o Account planning - goal definition, strategy development, successful execution.
o Selling processes, including coordination with distributor field operations and sales teams.
o Post-sales implementation processes / conversion activities.
o Deal economics, including proposal submissions, requested price quotes, etc.
o Business reviews / contract reviews / product gap reviews.
Partnership with, and close inter-relationship, interaction and collaboration with, Inteplast HC's Integrated Delivery Network Sales Team.
Partnership with, and close inter-relationship, interaction and collaboration with, distributor sales reps.
Develop new business by penetrating and converting competitive products in our prime vendor accounts (successfully driving contract compliance).
Create and implement Business Plans to meet overall strategic corporate, and distributor specific, sales objectives (customer targeting, promotions, incentives, marketing programs, etc).
Analyze business by assigned distributors (and distributor ship-to locations) to identify areas of greatest opportunity (including operational improvements) or threat.
Organize and/or participate as required in trade shows, customer meetings, and industry events.
Support implementation of marketing programs designed to drive incremental sales.
Customer support, as needed, with:
o Lead follow-up
o Product training, product cross references
o Quality issues / complaints
o Order status
- Provide regular input on suggestions for new products, marketing/sales emphasis, alternative distribution channels, etc.
- Manage the sales process to include:
o Successful time and account management (effective / efficient use of time, manpower).
o Maintain high retention rates of current business through outstanding service.
o Maintain all contacts for assigned accounts.
o Sell all assigned products.
o Develop relationships that provide the ability to influence customers to purchase based on their recognizing / understanding the value that Inteplast HC and its' products bring to them.
o Operational implementation of new products and sales.
o Customer education associated with Inteplast HC products.
o Consistently create value for the customer by using internal company, industry, and hospital knowledge to affect a project's outcome.
o Provide the highest level of responsiveness to the customer.
o Demonstrate fiscal responsibility, and exhibit required behavior, associated with objective to increase profitability with assigned accounts.
o Regularly schedule, manage and participate in customer meetings.
Understand GPO's and how to leverage multiple agreements to grow the business.
Support the management of GPO and IDN contracts (along with IDN Team) to maximize penetration of sales within accounts.
Establish and manage excellent customer relationships.
Drive sales of non-contracted products by demonstrating the value of the products and the value of Inteplast HC.
Fully understand competitors, and capitalize on identified gaps, weaknesses, sub-par relationships.
Develop relationships and work collaboratively with supply chain distribution partners including Owens & Minor, Cardinal Health, Concordance, McKesson, Medline and other regional partners.
Demonstrate advanced knowledge of industry including:
o Reimbursement and government regulation
Demonstrate working knowledge of how supply distribution partners' offerings match with a customers' unique business needs.
Developing relationships, as needed, with hospitals, specifically in the following departments:
o Materials/Purchasing/Central Stores
o Central Supply/SPD
o Labor & Delivery Department
o Nursing Administration
o Clinical Lab/Pharmacy
o Infection Control
o Clinical Education
o Hospital Foundation
- Meet and exceed all administrative requirements of position, including:
o Maintain up-to-date vendor credentialing certification (Vendormate, Reptrax, etc.)
o Email and voicemail communication
o Preparing and activating all necessary contracting and sales paperwork
o Consistent use of sales reporting tools
o Expense reporting
o GPO compliance reporting
o Pricing process
o Complaint process
o Ad hoc requests
Bachelor's degree (BS/BA) from a four-year college or university. MBA is desirable.
Minimum of 3 years of sales experience preferably in medical sales.
Strong computer skills including Microsoft Word, Excel, and PowerPoint.
Must have excellent verbal, writing, and presentation skills.
Regular, reliable attendance with the ability to work outside the normal work schedule is required.
Ability to handle job stress and interact effectively with others in the workplace.
Work Environment and Physical Demands:
Must be able to work in smoke-free settings, 25% sitting in an office environment, spent on a computer/telephone; 75% interacting with customers in the field.
Requires extensive travel within the territory, 2-3 nights of travel per week to include representing the Company and interacting with customers.
Occasionally required to lift up to 35 pounds including travel bags and normal office equipment and supplies.
Specific vision abilities required by this job include color vision, close vision, and ability to adjust focus.