Job Title: Account Manager
About the Role:
The Surgical Account Manager is a key role within our organization, responsible for driving financial performance and customer satisfaction in their assigned territory. This includes meeting sales goals, growing market share from competitors, and ensuring all customer experiences are positive, noteworthy, and exceed expectations.
This role acts as a primary contact and sales consultant accountable for the customer experience, selling all products in the surgical portfolio, including IT-related video integration and traditional suites of surgical tables, lights, booms, stainless steel, and service contracts.
* Actively identifies profitable revenue growth opportunities while maintaining account retention in assigned territory.
* Sells all products in the Surgical portfolio, including healthcare video integration and traditional suites of surgical tables, lights, booms, stainless steel, and service contracts.
* Drives the sales of integration and hybrid suites by demonstrating a deep understanding of the products, the needs of clinicians, and clinical information required.
* Partners with the ORI Sales Specialist to close the sale when addressing the C-suite (i.e., CIO).
* Calls on a wide spectrum of call points within hospitals and integrated delivery networks, including the C-suite, OR leadership, Risk Management, Materials Management, Biomedical, Infection Prevention Practitioners, surgeons, and nursing staff.
The Account Manager develops and maintains consultative sales relationships with key-buying influences in each account and continuously strengthens those relationships through frequent communication and ongoing self-education of industry changes.
They maintain complete knowledge of each account's history, contacts, and current and long-term purchase plans for designated products. The Account Manager also develops relationships with Customers in OR, ICU, ED, MM, Biomed, Infection Prevention, Risk Management, Architects, Equipment Planners, Surgeons/Physicians, and CEOs, COOs, CNOs, and CFOs.
The Account Manager possesses a strong working knowledge of products and services (clinical applications, functions, features, and benefits) and how to properly position them as viable solutions. They understand and effectively present technical literature and how it applies to solving customer needs.
The Account Manager provides product demonstrations, presentations, and in-servicing based on Customer needs. They organize and run successful trials within the territory while adhering to the EEP Program. They manage mock room trials, prepare analysis, and develop the overall package for new sales.
The Account Manager negotiates Customer agreements while leveraging the complete product/services offering from the company, working closely with sales Business unit counterparts and National/Corporate Account Teams to finalize sales. They ensure thorough knowledge of GPO contracts and their application to individual accounts and IDN Health Systems.
The Account Manager maintains constant communication with all internal and external parties during the progression of the sales transaction. They act as a quarterback for all Customer projects (renovation to new construction) from inception through implementation, orchestrating both internal and external resources to ensure customer satisfaction.
The Account Manager ensures order processing, architectural service, construction, and shipment schedules to equipment installation are orderly and timely by communicating with all appropriate support functions (Project Managers, Traffic, Customer Service, Technical Service, etc.). They develop and implement annual business plans for territory/assigned accounts, including opportunity development, competitive strategies, and targets to drive sales growth.
The Account Manager maintains and grows market share of all designated products. They consistently analyze to improve and develop their franchise. They obtain highest margin and revenue sales goals by providing solution-based opportunities for the Customer.
The Account Manager forecasts orders and sales on a monthly, quarterly, and yearly basis. They understand and strive to provide accurate forecasts to be used for both manufacturing and financial reporting. They provide analysis and reporting on win/loss and required business metrics as required.
The Account Manager maintains thorough current and competitive product knowledge and a clear understanding of market dynamics to match Company products and services to solve Customer needs. They consistently study and share with peers competitive information gleaned from various sources, such as web searches, professional periodicals, Customer newsletters, Customer interactions, and professional organizations.
The Account Manager records Customer feedback and complaint information through proper quality processes and channels. They balance priorities to manage current Customer needs while reserving adequate time to prospect new business opportunities.
The Account Manager effectively manages and utilizes company-provided sales resources to maximize sales outcomes while providing best solutions to Customers, such as inventory management, Mock Room Equipment, SSI Inventory, and E-Quote Informatica.
They regularly interface with both STERIS and other pertinent business partners to enhance overall knowledge of market, products, and services. The Account Manager participates in local chapters of AORN, AACN/NTI, or other relevant organizations, including regional-level buying groups.
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