Position Summary
The Major Account Executive is responsible for driving sales and services to new and existing customers. They are responsible for maximizing customer value and satisfaction by aligning complex product solutions and services with key customer initiatives. The Major Account Executive will be an expert at selling broad based pharmaceutical products to senior management in health systems with demonstrated successes in strategic executive and consultative selling, broad solution development, problem solving, team selling, group purchasing organizations, strong financial, technical proficiency along with experience negotiating these complex business relationships.
Essential Duties & Responsibilities
·Achievement of all sales quotas and objectives
·Master presentation skills and command technical knowledge of the ICU Medical family of products and how they relate to guidelines USP, NIOSH, CDC, ONB, SHEA INS, etc. in order to communicate professionally with hospital pharmacists and clinicians
·Know the strengths and weaknesses of competing products in the market and how to position Company offerings against them clinically
·Assess customer contract compliance and overall performance
·Complete a strategic business plan for the territory, then follow-up and execute on each action item of the business plan
·Identify and establish relationships with all buying influences and develop an action plan to advance their understanding, appreciation, acceptance and support of ICU Medical products
·Work on special projects as assigned
Knowledge & Skills
·Excellent interpersonal skills; professional demeanor and attitude
·Strong organizational skills
·Excellent verbal and written communication skills
·Able to multitask in a fast-paced environment
Ability to manage a long sales cycle
·Proficient in Excel, Word and Outlook
Minimum Qualifications, Education & Experience
·Must be at least 18 years of age
·Bachelor’s degree from an accredited college or university is required; Master’s Degree preferred
·Minimum 8 years of medical sales experience
·Minimum 5 years of pharmacy interfacing sales experience for disposables
·Proven track record of meeting quota/growth in territory and developing existing customer relationships
·Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
Work Environment
·This job is a field based role.
·Work may be performed in a home office using standard office equipment, as well as on-site at customer locations.
·While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer
·As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.
·Typically requires travel 50% of the time
This role is based remotely; the incumbent may be remote in any state other than Colorado; California; Connecticut; Montana, Maine or New York.
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