Therapy Account Manager - 19123828
Hillrom is a $2.8B leading worldwide manufacturer and provider of medical technologies and related services for the health care industry, including patient support systems, safe mobility and handling solutions, non-invasive therapeutic products for a variety of acute and chronic medical conditions, medical equipment rentals, surgical products and information technology solutions. Hillrom's comprehensive product and service offerings are used by health care providers across the health care continuum and around the world in hospitals, extended care facilities and home care settings to enhance the safety and quality of patient care.
The Therapy Account Manager drives the generation of Hill-Rom Rental Therapy product sales across a broad array of product categories such as wound, pulmonary, and bariatric. In collaboration with Account Executive and specialty sales partners, develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base. Establish and maintain strong business relationships and high levels of satisfaction with prospective and existing customers. Ensure that required information accessible within the customer relationship management system (SalesForce.com).
Primary Therapy Account Manager Duties and Responsibilities:
Drive overall revenue attainment across assigned accounts:
Develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base to capture new accounts and enhance performance in existing accounts. Conduct negotiations with customers to finalize sales. Demonstrate an effective understanding of competitive action in the assigned territory and develop plans to address problem areas and customer needs. Achieve product revenue goals. Ensure new product success.
Collaborate with internal sales and service partners to seamlessly serve shared accounts:
Maintain highly effective communications with capital and specialty sales partners. Coordinate specialist and service resources involvement within assigned accounts. Provide local support for Enterprise Accounts Team initiatives across major IDNs.
Coordinate customer sales support activities across assigned accounts: Lead customer business reviews including and equipment surveys. Coordinate Customer Experience Center and Service Center visits as appropriate.
Ensure post sales customer satisfaction and maximize perceived ROI: Maintain customer profiles as a matter of routine. Proactively conduct customer business reviews. Oversee the installation of new products after they are delivered to the customers. Ensure the products have been installed properly, provide basic training, and follow-up to ensure customers are satisfied and realizing the intended benefits of the partnership with Hill-Rom. Follow-up on customer complaints and out of box failures. Participate in Service Center customer meetings.
Maintain industry and product knowledge:
Stay abreast of current healthcare trends and technology. Be able to clearly articulate the economic benefit for the hospital, detailed functionality and benefit offering of each product line, how each product is best applied to meet emergent customer needs, and the benefits products will provide to both the patient and caregivers.
Accurately forecast accounts. Record activities and contacts within SalesForce.com and ensure that all information remains current and provides enough detail to be useful.
Travel as required:
To manage assigned territory and to attend regional/national meetings.
BS, BA degree from a 4 year, accredited university required
At least 3 years of experience selling products in the healthcare field; capital/durable medical equipment solutions selling preferred.
Effective influencing skills –ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers
Strong analytical skills - able to effectively track sales activity, develop sales plans, understand local market and competitive trends, and complete the analysis of sales deals
Strong business acumen – able to understand customer economic drivers, structure sales deals, reach pivotal agreements within the sales cycle
Effective planning/organizational skills
Excellent formal presentation skills
Strong collaboration and communication skills
Strong strategic thinker
Adaptable and flexible
Variable travel up to 40% - 75%
Hillrom is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity
Primary Location: United States-Ohio-Cleveland
Travel: Yes, 50 % of the Time
Posting Entity: Hillrom