Description
Position Summary
There will be two primary responsibilities within this role. One is to develop, lead and grow long-term collaborative business alliances and relationships with the largest and most strategic US non-acute assigned accounts which produce a growing and profitable revenue stream of ICU Medical products, services and solutions. This role is also responsible for leading the OEM sales team for ICU Medical. The successful candidate for this role is clinically and technically capable and passionate about serving OEM customers. They must be a motivated self-starter and deadline oriented. This person will be instrumental in the growth of the company's OEM business.
The ideal candidate resides anywhere in the U.S. near a major airport.
Essential Duties & Responsibilities
• Lead all selling efforts for assigned strategic accounts including and not limited to driving sales growth through presenting clinical and financial value propositions aligned with the strategic accounts key initiatives and financial goals, developing, implementing and monitoring enterprise contracting solutions, driving business growth strategies, conducting quarterly business reviews and supporting and guiding executive-level decision-making processes. Utilize expertise to advise customers on solution options based on their needs.
• Regularly interface and collaborate with ICU Medical senior leadership of the respective business units to align strategic accounts needs, market trends and desired outcomes. Orchestrate internal teams while serving as the main point of contact for the customer's buying team.
• Participate in the account relationship and activity post-sale, in partnership with Alternate Site Account Manager.
• Make key decisions with pricing strategy based on data analytics and competitive marketing strategies.
• Maintain contract and pricing integrity across all business units in assigned strategic accounts.
• Document and maintain accurate and timely strategic account plans.
• Consistently maintain and apply knowledge of market, competitive and industry trends and apply to strategy within assigned accounts accordingly.
• Proactively negotiate, influence and communicate Request for Proposals (RFP's) and Request for Information (RFI's) for all assigned strategic accounts.
• Administration of contract documents, membership lists, extensions, amendments, and any special programs and communications to the assigned strategic accounts while positioning ICU Medical brands to win profitable contracts.
• Maintain and track all executed agreements with the ability to define the positive sales growth versus the pricing concessions in return for the strategic accounts committed sales volume levels. Utilize creative customer centric contracting strategy to maximize share of customer wallet.
• Provide value to the field sales organization by driving profitable revenue through successful project management of targeted key speed to impact initiatives within the assigned strategic accounts.
• Promote and be viewed as a Trusted Advisor on all aspects of strategic account management by both internal and external stakeholders including the delivery of exceeding the annual sales target.
• Direct front-line management of ICU's two OEM Account Managers and Sales Support Specialist.
• The candidate will work directly with customers on forecasting, supply issues and product changes and will lead cross-functional project teams to ensure OEM customers are well-served.
• Experience and the ability to thrive in a Class II medical device, highly regulated industry is required.
Knowledge & Skills
• Strong business acumen and data analytics proficiency
• Demonstrated Team and Influence leadership
• Excellent negotiation and closing skill set required for contract negotiations with high level leaders both with internal and external stakeholders
• Excellent verbal and written communication skills; strong presentation skills
• Strong interpersonal skills
• Strong project management skills
• Strong organizational and planning skills
• Proficient in Excel, Word, and Outlook
• Able to multitask, work under pressure in a fast-paced environment, and meet deadlines
Minimum Qualifications, Education & Experience
• Bachelor's degree from an accredited college or university
• Minimum 5 years of experience in medical device industry; preferably Sales
• Must be at least 18 years of age
Work Environment
• Work may be performed in an office environment 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 task
• 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% - 60% 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.
ICU Medical is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
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