JOB OPENING:
We are looking for an energetic,
savvy Strategic Account Manager who fully understands the highly regulated
hospital environment and can navigate this world with ease, successfully
communicating at all levels within this complex structure and can be both
persuasive and effective at closing sales.
The ideal candidate will have a
professional network established within the oncology or cardiology medical community. You will be interacting with some of the
greatest minds in the field of oncology and cardiology. You will have the opportunity to demonstrate
your compelling SaaS selling abilities to share ImpediMed’s unique story and
singular vision to “Leave no patient untested who could benefit from our technology”
To be successful in this
position, you will need to be very organized and motivated to prospect and
develop relationships with new customers as well as nurture existing customer
relationships, with a focus on increasing overall revenue. You will need to be experienced in SaaS and be
a quick learner, advocate and user of technology.
At ImpediMed, you can expect to
find a friendly, fun and collaborative work environment. You will be joining an amazing Sales Team and
a company that is working to Change the Future of Healthcare!
TO APPLY: Please send your resume to: employment@impedimed.com, subject line reading Strategic
Account Manager
About ImpediMed
Based in Brisbane, Australia with its principal
office located in Carlsbad, CA, USA and a European office in Thessaloniki,
Greece, ImpediMed is the world leader in the design and manufacture of medical
devices employing bioimpedance spectroscopy (BIS) technologies for use in the
non-invasive clinical assessment and monitoring of tissue composition and fluid
status. ImpediMed Limited is a public company listed on the Australian Stock
Exchange (ASX: IPD).
ImpediMed devices are currently used in both
the clinical and research settings with future applications being developed for
home use. ImpediMed has over 15 years of clinical experience supporting
healthcare professionals in the assessment of secondary unilateral lymphedema
of the limbs. ImpediMed’s devices are used in a variety of settings to aid
surgeons, oncologists, therapists, and radiation oncologists. Our research
devices are thought of as a gold standard measurement system for non-invasive
fluid and body composition measurement, used in both animals and human
research.
ImpediMed produces a family of FDA cleared
and CE Marked medical devices, including SOZO®, sold in select markets
globally. For more information, see our
website at www.impedimed.com.
ImpediMed’s management team includes
executives who have international experience in successfully introducing
innovative medical products to global markets. The organization is dynamic and
professional and has been built from the ground up with a strong team of
enthusiastic and dedicated senior managers, researchers and employees. The
company is on a dramatic growth path with the strong demand for its unique
product offerings and offers exciting career opportunities.
ImpediMed’s
Company Vision: Leave no patient untested who could benefit
from our technology.
POSITION SUMMARY
The Strategic Account
Manager (SAM) secures, maintains and expands relationships with all healthcare
customers/prospects. Assigned to a
specific US territory, the SAM is responsible for achieving a sales quota and driving
incremental revenue for the company. The
SAM leads the customer/prospect account planning cycle and ensures all
customers, and prospective customer’s needs and expectations are met by the
company.
PRIMARY
DUTIES & RESPONSIBILITIES (Essential Functions of the Position) include but are
not limited to the following. Other duties may be assigned.
·
Sales growth - Meets monthly, quarterly and annual
assigned sales quotas for revenue growth and strategic objectives in assigned
territory
·
Account Management - Leads company’s strategic objectives
and account planning process for accounts to include revenue targets and
performance objectives regarding installation and clinical adoption of company
product(s).
·
Establishes
consultative, productive, and professional relationships with existing
customers in assigned territory and moves to an influencer role with key
stakeholders and C-level executives who occupy the primary buying
position.
·
Assists in
establishing the company as the leader in BIS technology products within the
healthcare community by networking and presenting solutions that address
concerns and barriers to adopting products.
·
Able to drive
consensus by having meaningful conversations that fulfill the ROI expectations
that arise during the buying decision.
·
Communicates
product value and is a trusted advisor.
·
Proactively assesses, clarifies, and validates
customer/prospective customer needs on an on-going basis.
·
Coordinates the involvement of company personnel,
including support, service, and management resources, to meet account
performance objectives and customer/prospect expectations.
·
Provides customer feedback for product development
representing the voice of the customer as needed.
·
Attends state, regional, and national trade shows as
appropriate.
·
Performs other related duties as assigned.
ACCOUNTABILITIES AND
PERFORMANCE MEASURES
·
Achieves assigned sales quota.
·
Meets and maintains company
expectations for average sales pricing and profitability.
·
Completes customer/prospect
account plans that meet company standard.
·
Maintains high customer
satisfaction ratings that meet company standards.
SUPERVISORY
RESPONSIBILITIES
·
None
QUALIFICATIONS
/ GUIDELINES
Typical
Knowledge, Skills, & Abilities:
·
Strong analytical skills, including market strategy, customer
requirements and success factors, and a value based selling process.
·
Advanced communication skills, both verbal and written,
with the ability to create impactful presentations.
·
Solid understanding of SaaS (software as a service): SaaS business
modeling and presenting videos, streaming systems or other applicable areas
supporting SaaS.
·
Negotiation, contracting, and problem-solving skills.
·
Proven relationship building
skills with demonstrated knowledge of territory development and customer
retention (by phone and in person).
·
Demonstrated ability selling SaaS solutions into hospital
systems, hospitals, clinics or other medical settings, including to C Suite
leaders.
·
Strong organization and planning
skills with an attention to detail and accuracy.
·
Must possess a thorough
understanding of work related standards and regulations, including but not
limited to Standard Operating Procedures (SOPs) and Quality System Regulations
(QSRs), both US and international.
TYPICAL MINIMUM EDUCATION, EXPERIENCE or CERTIFICATIONS
·
A Bachelor’s degree from an accredited institution. MBA
preferred.
·
Minimum of five years of proven successful work
experience in healthcare sales (device, connected device, bio-tech, digital
health).
·
Proven track record of success, demonstrating and
presenting digital health applications.
·
Proficiency with MS Office, and CRM applications.
·
Strong aptitude for scientific learning. Prefer candidates with extensive sales
experience and relationships in the Oncology and related disciplines including
Cardiology.
WORK
ENVIRONMENT & PHYSICAL REQUIREMENTS
·
Travel: This position requires
extensive travel up to 75%.
·
Physical
Demand: Moderate physical effort. For example, standing, bending, or stooping
for extended periods, operating light office equipment, e.g., personal
computer, copier etc. The employee must be able to occasionally lift and/or
move up to 50 pounds of equipment.
·
Mental
Demand: Moderate to high degree of concentration due
to volume, complexity, and/or “pressure” of work.
BENEFITS:
·
Full
healthcare benefits include: Medical PPO/HMO/HSA Plan Choices, Dental Plan,
Vision Plan; 401(k) with employer match for full-time employees once vested in
plan.
·
Basic Life,
AD&D, STD/LTD, Life Assistance Program (EAP)
ImpediMed is an Equal
Opportunity/Affirmative Action Employer