Account Sales Executive

4 weeks ago

San Bernardino, California, United States Spacelabs Healthcare Full time
Job Description

At Spacelabs Healthcare, we are committed to delivering innovative healthcare technology solutions that improve clinical and economic outcomes. As an Account Sales Executive, you will play a critical role in generating sales from new and existing accounts within a challenging territory.

This position requires a fearless, hardworking, and ambitious individual who can develop and implement a strategic vision for the territory. The ideal candidate will possess an entrepreneurial attitude and a drive to win, with a focus on acquiring new patient monitoring business and protecting and expanding existing accounts.

The territory includes Southern California, Arizona, and New Mexico, with up to 90% travel required. A company car is included in the total compensation package.

Responsibilities
  1. Achieve annual sales quota by prioritizing selling time to generate sales volume, achieve account penetration, and complete territory coverage.
  2. Develop and maintain consultative sales relationships with key buying influences in each account, focusing on selling at the VITO level.
  3. Maintain complete knowledge of each account's current and long-term purchase plans and objectives, working proactively to maintain current accounts and respond to changes.
  4. Continuously prospect and maintain a sales funnel at a minimum of 7x annual quota, developing targeted account strategies using strategic selling skills and tools to maximize account penetration.
  5. Develop, implement, and maintain an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.
  6. Represent Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training, and sales calls as required by the company.
  7. Maintain a high level of product knowledge on Spacelabs Healthcare products and competitive products.
  8. Identify and develop strategic reference sites in the assigned territory.
  9. Prepare quotes for customers and other documents required to complete the sale and communicate the order internally.
  10. Submit accurate and timely reports regarding expenses, activities, results, market position, and forecasts.
  11. Share internally customers' requirements and feedback, as well as trends and market direction.
  12. Participate in Professional Trade Shows and attend Regional Sales and National meetings.
  13. Control territory sales expenditures, monitoring expense performance and ensuring that territorial budget goals are obtained.
  14. Use safe and defensive driving techniques and attend defensive driving as required, observing all applicable company safety policies and practices.
  15. Maintain demo inventory in salable condition, including proper storage, movement, and record keeping.
Qualifications
  • BA/BS Degree in a technical, science, or business discipline, or 4 years equivalent expertise and experience required.
  • Demonstrated medical and/or IT sales success in capital equipment, with experience and success levels determining job grade.
  • Past success at achieving sales objectives by developing and maintaining an assigned territory, with a drive to win and maintain accounts.
  • Proficiency in Strategic/Spin Selling, with excellent communication, presentation, and negotiation skills for both internal and external audiences at the top levels.
  • Highly developed relationship-building skills, with experience working positively and productively in a team environment.
  • Proven ability to deliver results through others, both direct and matrixed, with the ability to lead, develop, motivate, and hold others accountable.
  • Ability to manage multiple, complex priorities within demanding timeframes, with good organization and project management skills.
  • Advanced Microsoft Office user - PowerPoint, Excel, and Word.

Successful completion of Spacelabs training is required, including training done at the Company location. Must become fully competent in the application and operation of all Patient Monitoring products. Required to register with a vendor credentialing service, and may be required to submit personal information to a credentialing service company, provide proof of vaccinations or related medical information, and comply with other requirements needed to work at customer sites. May be required to complete a US federal background check and requirements for access to US government facilities. 75%+ travel is generally required, depending on location and business opportunities. Must maintain a good driving record and be insurable per company policy.

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