Major Account Executive - Chicago Job Listing at ICU Medical in United States of America (Job ID 24300101)

Description

Position Summary

The Major Account Executive (MAE) is responsible for representing the holistic ICU Medical business portfolio with key IDN customers to identify and drive sales, and build strategic relationships. They are responsible for expanding business opportunities and maximizing contract values through aligning multiple business units with the goals and initiatives of the IDN, as the ultimate drivers of the customer strategy over both the short and long term. Integral to this effort is the requirement that the MAE build key executive relationships; to include Executive Leadership across Clinical, Financial and Supply Chain function. It will be the role of the MAE to serve as the team leader to include the appropriate team members in key meetings to drive the optimal outcome for ICU Medical.

The MAE will serve as an “expert” on the customer back to field sales teams, with information such as contract landscape, competitive product usage and experience, key decision makers, buying/contracting process and upcoming initiatives, and use this information to drive an alignment plan across the sales teams. The MAE must successfully demonstrate consultative selling and Executive presence, creative and broad solution development, team selling as well a strong financial, technical and contractual proficiency in order to negotiate within and maximize these complex business relationships.

Essential Duties & Responsibilities

·       Achievement of all sales quotas and objectives, achieved through development of and follow through with strategic business plans for all target customers.

·       Relationships at the Executive level, demonstrated through access, meetings and business discussions with customers. Understanding of customer's goals, initiatives, challenges, clinical decision/purchasing/contracting processes and timelines for large, strategic projects.

·       Provide direct customer engagement, coordination and communication support as a facilitator to field based produce remediation activities

·       Knowledge around product/business unit synergies and value proposition of the broad ICU Medical portfolio

·       Inclusivity of broad portfolio team as appropriate based on customer initiatives and ICU Medical organizational goals, including strategic directives for customer engagement and next steps related to specific opportunities.

·       Understanding of and proficiency with ICU Medical contract structures, as well as the ability to assess customer contract compliance and overall performance.

·       Understanding of general framework of competitive contracts/selling strategies, as well as opportunities and pitfalls across the competitive landscape.  

·       Complete a strategic business plan for the territory, then follow-up and execute on each action item of the business plan

·       Work on special projects as assigned

Knowledge & Skills

·       Must have demonstrated IDN success in closing large-scale business, preferably in both a capital and run rate function

·       Excellent interpersonal skills; professional demeanor and attitude

·       Comprehensive understanding and proven success of team selling in large/complex healthcare environments

·       Demonstrated relationships with key customers specific to role geography or target customer group

·       Strong organizational skills

·       Excellent verbal and written communication/presentation skills, as well as Executive presence

·       Ability to multitask in a fast-paced environment

• Ability to manage and creatively combine multiple sales methodologies (Conceptual Selling/Challenger, etc.) and sales cycles across various business units

·       Proficient in Powerpoint, Excel, Word and Outlook

Minimum Qualifications, Education & Experience

·       Must be at least 18 years of age

·       Bachelor's degree from an accredited college or university is required; Master's Degree preferred

·       Minimum 8 years of medical sales experience

·       Minimum 5 years of pharmacy interfacing sales experience for disposables

·       Proven track record of meeting quota/growth in territory and developing existing customer relationships

·       Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.

Work Environment

·       This job is a field-based role. 

·       Work may be performed in a home office 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 needs of a customer

·       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% 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.