The Account Manager will play an instrumental role by helping to establish the commercial infrastructure for our novel PIVO technology. The Representative will be charged with advancing Velano’s strategic positioning with Key Accounts, strategically important geographies, strategically influential accounts and large account opportunities, all while in a dynamic, fast paced early-stage environment.
The Account Manager is responsible for effectively driving implementation and sales growth sales through assigned accounts. This will include: increasing penetration and profitability in target accounts by building and maintaining clinical and financial partnership for a needle free blood collection solution and launching new solutions into the hospital system over time. In the near term, the role will focus on successful implementation, revenue growth and customer satisfaction within assigned accounts and/or geography.
Proactively manage and anticipate the needs of target accounts through the implementation, support and grow phase for each account.
Meet the quarterly and annual financial targets for revenue for the target accounts.
Remove obstacles that prevent PIVO from becoming the new standard of care.
Plan for new hospital or product launches with a cross function team that includes: Customer Engagement, Sales Ops and Marketing.
Provide leadership and subject matter expertise in Vascular Access, Infusion Therapy and Phlebotomy on the changing healthcare dynamics, the needs of the Clinical and Administrative customer and further optimizing the Velano Vascular portfolio.
Analytics: Collect data, conduct value demonstrations to drive sales.
Product Evaluations: Conduct superior product evaluations and “in-servicing” to generate customer interest and facilitate meaningful customer conversions leading to sales.
Education: Educate customers on products, concepts, and industry trends.
Customer Relationship Management:
Prospect, develop and foster multi-level relationships (including c-level) with customers within assigned accounts and/or geography.
Develop relationships with key thought leaders as account “champions” in key accounts.
High visibility at top, direct hospital accounts and service providers to establish and strengthen relationships with all call points and decision makers.
Resolve customer concerns through accurate and timely investigation of possible issues. Immediately develop timely solutions to execute and implement solving the problem.
Account / Geography Management:
Accountability for the overall account/geography management, sales, profitability and account management for the Velano portfolio of solutions.
Partner with other Clinical Consultants, Specialists and Marketing as appropriate to effectively deliver and cross-sell.
Maintain existing business within accounts. Ensuring accounts remain compliant and incremental business is achieved with new and existing products.
Focus on increased product usage at existing accounts and expand customer base.
Quarterly business reviews within assigned accounts to discuss opportunities for improvement, metrics, economic value, patient and practitioner experience
Minimum of five (5) years of medical device or medical products sales experience
Clinically savvy in the vascular access area of medicine.
A proven track record of consistently meeting or exceeding published quota and growth targets, repeat award winners highly desired.
Demonstrated successful multi-level value selling systems, concepts and solutions.
Comfortable and/or experienced selling at the c-suite level (clinical/hospital environments).
Broad market development experience and/or demonstrated experience changing the patient standard of care.
Highly consultative business development approach and skillset.
Past success in Vascular Access and/or Infusion Therapy sales environment highly desired.
Strong organizational and time management skills.
Proven successes, such as:
Growth through market development and practice change
Growth during periods of external economic stress through value-selling
Growth through multi-functional, large-scale hospital implementations
Aligning and leveraging multi-disciplinary resources to achieve goals
Excellent written and verbal skills.
Embodies the Velano Vascular IMPACT core values and is a model of integrity.
Bachelor's degree required