Account Manager- Kaiser Permanente

Itamar, ZOLLMED.com

At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.

ZOLL Itamar is an innovative medical device technology company that focuses on the development and manufacturing of Home Sleep Apnea Tests to aid in the diagnosis of respiratory sleep disorders. Our core product is the WatchPAT family, a revolutionary FDA-cleared portable home sleep apnea test device, that is based on proprietary signal and analysis. 80% of patients who have sleep apnea are undiagnosed. We are committed to reach those undiagnosed patients and provide testing to promote wellness and enhance overall quality of life. WatchPAT is commercially available within major markets including the U.S., Japan, and Europe, and is the leading home sleep apnea test in the US. ZOLL Itamar's corporate headquarters, research and development and manufacturing are located in Israel with U.S. headquarters based in Atlanta, GA.

Job Type

Remote

Job Summary

The Account Manager is responsible for developing and maintaining strategic account relationships and management of those relationships in relation to ZOLL Itamar products and services, along with the Region Business Director - Kaiser Permanente. The position is accountable for building and maintaining relationships with key stakeholders, and where possible, identifying opportunities to offer additional products or services to meet client needs, which helps increase revenue. It is the Account Manager's responsibility to support the Region Business Director with contact between the client and the company, keeping both sides informed about progress, feedback, and expectations. The Account Manager will also be responsible for ensuring clients are happy with the company's offerings, and addressing any concerns or challenges that arise to maintain a positive relationship.

Essential Functions

• Serve as a direct Liaison between Region Business Director and the customer. In this capacity you will deliver key strategic messages to stakeholders and provide frontline customer service to all Kaiser locations

• Identify opportunities for upselling and cross-selling additional products or services based on client needs.

• Deliver customer training and effectively transfer knowledge to enable healthcare workers to use the WatchPAT, EndoPAT, CloudPAT and zzzPAT effectively and independently.

• Execute on key technology and training strategies to include the successful rollout of new products.

• Execute on sales strategies to drive revenue growth.

• Stay abreast of current trending and be the "subject matter expert" to the Facility/HealthCare provider and staff on all Strategic Accounts.

• Establish professional working relationships with Health Care Providers (GE, MLP, IM, Nurse), decision makers, support staff, and influencers within assigned customers, to support the use of the company's products - through developing and applying clinical and business expertise, and effective selling skills.

• Develop and deliver a targeted sales message based on accurate clinical information, utilizing approved marketing materials and medical reprints to support the patients, and discuss therapeutic strategies to inform and influence decision makers.

• Meet with existing and potential clients (e.g., physicians, physician office groups at hospitals) by traveling to identify their clinical needs, goals, and constraints related to patient care and to discuss and demonstrate how Itamar Medical's products can help them to achieve their goals.

• Coordinate potential customer product evaluations and demonstrations.

• Develop and maintain relationships with healthcare personnel to make new contacts in other departments within the hospital and to identify key decision makers in order to facilitate future sales for Regional Business Director.

• Respond to customer needs and complaints with a sense of urgency regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g., sales, marketing, technical support) to develop optimal solutions.

• Assist in giving clinical presentations and provide support at trade shows, seminars and/or outside symposiums.

• Understand sales objectives of Regional Business Director and overall Company goals.

• Communicate daily with Itamar colleagues any new developments in the marketplace (competitive, product, customer, training needs, needs, wants, wins/losses, etc...)

• Update Region Business Director along with other current/new staff positions concerning productivity and notify them immediately regarding issues or problems requiring follow-up.

• Communicate to Region Business Director which facilities/physicians/staff need new and/or additional training and/or tech support.

• Submit all required reports on a timely basis.

Required/Preferred Education and Experience

• BA/BS Degree in Cardiovascular, Life Sciences, Biomedical Engineering, Exercise Physiology or Nursing

• Completion of an accredited program/degree in respiratory care preferred

• Minimum of 6 (six) years' work experience in medical device or related field; Cardiovascular or Pharma preferred

• Hospital/clinic-based support preferred

Knowledge, Skills and Abilities

• Successful proven track record assignments and providing clinical and relationship management support to physicians and staff.

• Excellent organization and time-management skills.

• Outstanding ability to multi-task and prioritize work.

• Possess exceptional communication skills in order to keep the circle of Itamar personnel and customer updated with current account information, needs and wants.

• Familiarity with clinical reimbursement, and managed care policies and procedures is highly desirable.

• Ability to make good business judgments and decisions in relationship to efficiency, effectiveness.

• Remain within assigned territory each day to be available as unscheduled needs arise.

• Travel is required - ability to travel 50% or more

• Four years minimum of CRM or SalesForce.

• Above average proficiency in MS Office

• Represent Itamar Medical Inc. in a professional manner

• Maintain a positive attitude and exhibit patience with customer concerns or requests

• Follow all company policies regarding travel, expenses, meetings, and meals in timely manner

• Self-driven to optimize performance without the need for extensive supervision

• Possess excellent verbal and written communication skills and work effectively in a demanding, fast paced environment

• Exhibit excellent presentation skills in small and large groups situations

• Excellent problem-solving skills, ability to evaluate a situation and prioritize factors in decision making

• Flexible: able to follow directives and accomplish tasks outside of normal duties

• Ability to exceed accuracy and productivity goal

• Understanding of terminology and ability to share and communicate effectively within a group

• Ability to work with many different customers from varying backgrounds

• Ability to function within and support a team environment and build strong working relationships

Travel Requirements

• This position may require up to 50% travel nationwide, overnight, and could be for extended period of times.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Standing - Occasionally

• Walking - Occasionally

• Sitting - Constantly

• Talking - Occasionally

• Hearing - Occasionally

• Repetitive Motions - Frequently

Compensation

$95K Base, plus commission

ZOLL is a fast-growing company that operates in more than 140 countries around the world. Our employees are inspired by a commitment to make a difference in patients's lives, and our culture values innovation, self-motivation and an entrepreneurial spirit. Join us in our efforts to improve outcomes for underserved patients suffering from critical cardiopulmonary conditions and help save more lives.

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.