Key Account Executive

Job Description

POSITION SUMMARY

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The Key Accounts Executive (KAE) secures, maintains, and expands relationships with all healthcare customers/prospects. Assigned to a specific US territory and key accounts, the KAE is responsible for achieving a sales quota and driving incremental revenue for the company. The KAE leads the customer/prospect account planning cycle and ensures all customers, and prospective customer’s needs and expectations are met by the company. The KAE must have a proven track record of exceeding revenue targets, a history of prospecting, building new and growing existing accounts, and developing and fostering business relationships in at-risk vs reimbursed systems in the Oncology medical community.

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PRIMARY DUTIES & RESPONSIBILITIES (Essential Functions of the Position) include but are not limited to the following. Other duties may be assigned.

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• Builds new business and professional relationships in assigned territory and key accounts, including C-Suite and all key decision makers that result in new sales.
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• Leads company’s strategic objectives and account planning process for accounts to include revenue targets and performance objectives regarding installation and clinical adoption of company product(s).
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• Applies best practices of selling Software as a Service (SaaS) in an unreimbursed market, for GYNoc, Oncology, disease prevention programs or related fields.
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• Proactively assesses, clarifies, and validates customer/prospective customer needs on an on-going basis.
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• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations.
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• Provides customer feedback for product development representing the voice of the customer as needed.
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• Uses market expertise to ask the right open-ended questions that foster targeted solutions and long-term relationship.
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• High level of customer meeting preparation to achieve desired outcomes by creating a clear game plan and by applying facilitation techniques to manage time and stakeholders in a virtual and in-person environment.
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• Manages the entire sales process, from lead to close using the ImpediMed CLIF process in CRM.
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• Demonstrates excellence in the execution of the objection-handling tactics as established and reviewed together regularly with Sales management.
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• Demonstrates true patient compassion.
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• Attends state, regional, and national trade shows as needed .
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• Performs other related duties as assigned.
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ACCOUNTABILITIES AND PERFORMANCE MEASURES

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• Meets monthly, quarterly, and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory and key accounts.
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• Meets established targets for prospecting new leads, growing existing accounts, and implementation with appropriate documentation in CRM.
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• Performs SOZO demonstrations for all new potential customers.
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• Maintains established customer renewal rates and grows customer business by defined targets.
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• Meets and maintains company expectations for average sales pricing and profitability.
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• Provides quarterly business plan with weekly updates in CRM and populating account profile and Lymphedema Prevention Program fields throughout the ImpediMed CLIF sales process.
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• Demonstrates CRM discipline in pipeline management by inputting account records and contact logs.
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• Utilizes market data information in Power BI daily to support targeting additional stakeholders.
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• Maintains high customer satisfaction ratings that meet company standards.
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SUPERVISORY RESPONSIBILITIES

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• None
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QUALIFICATIONS / GUIDELINES

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Typical Knowledge, Skills, & Abilities:

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• Ability to establish and grow relationships with high level executives, physician leaders and practice administrators, positioning themselves as a trusted advisor.
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• Demonstrated ability selling SaaS solutions into hospital systems, hospitals, clinics, or other medical settings.
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• Outstanding project management skills to effectively move opportunities from initial meeting, through the CLIF sales process to a successful close.
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• Strong aptitude for scientific learning.
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• Strong sales experience and relationships with surgeons, medical directors, and C-Suite, bringing with them their own verifiable Book of Business.
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• Outstanding consultative and networking capabilities, with all levels, including C-Suite.
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• Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.
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• Solid knowledge of risk-shared selling and ability to close sales in unreimbursed, partial reimbursed or unreimbursed markets.
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• Advanced communication skills, both verbal and written.
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• Solid understanding of SaaS (software as a service) including SaaS business modeling, and revenue streams.
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• Ability to deliver impactful presentations that deliver solutions (SaaS) to customer problems.
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• Knowledge of solution presenting vs. feature presenting.
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• High level of preparation to manage and support the virtual and in person environment.
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• Ability to project professionalism and credibility; build rapport quickly in a virtual environment.
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• Proficient in virtual sales demonstrations/presentations with video camera turned on to build stronger customer relationships.
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• Ability to use technology effectively. Can diagnose technically problems, while remaining professional. Instils calm and confidence so customer will stay engaged.
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• Advanced negotiation and problem-solving skills.
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• Accomplished in lead generation, prospecting activities, pipeline building and daily input into CRM.
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• Strong organization and planning skills with an attention to detail and accuracy.
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• Self-motivated to succeed and understand that every “no” brings you closer to the "yes".
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• Must understand, follow, and comply with regulatory requirements as applicable to various processes. An understanding of FDA Quality System Regulations and ISO Standards (ISO 13485) is required.
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• Must possess a thorough understanding of work-related standards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international.
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MINIMUM EDUCATION, EXPERIENCE or CERTIFICATIONS

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• A Bachelor’s degree in Business or related field preferred.
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• Minimum of five years of proven successful work experience in B2B healthcare sales (medical device or biotech).
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• Proven track record of success, demonstrating and presenting and closing subscription sales.
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• Understanding of Oncology and disease prevention or related disciplines preferred.
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• Demonstrated proficiency with MS Office Suite (Excel, Word, Outlook, PowerPoint) and CRM applications.
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WORK ENVIRONMENT & PHYSICAL REQUIREMENTS

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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.

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• Travel: This position requires extensive travel up to 50% within assigned territory.
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• Remote: This position is a remote home-based position. Position requires a dedicated home office work space and stable internet connection.
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• Physical Demand: Moderate physical effort. For example, standing, bending, or stooping for extended periods, operating light office equipment, e.g., personal computer, copier etc. The employee must be able to occasionally lift and/or move up to 50 pounds of equipment.
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• Mental Demand: Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work.
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