Account Manager - Medication Management Systems & Technology

Aspire to achieve greatness.

Greatness starts with an individual dream and is realized through action and determination to be the best. At Hospira, our vision of Advancing Wellness™ through the right people and the right products is achieved each day by more than 15,000. Our sales organization makes a significant contribution to the success of our organization by educating our customers about how our products directly address key issues they face including: providing the very best patient care, enhancing patient and healthcare worker safety, improving productivity, and targeting cost containment and reduction.

We seek talented sales pros driven to be part of a team of dedicated, customer-focused individuals who aspire to excel in all that they do.

Account Manager - Medication Management Systems & Technology
In this key roll, you will serve as the lead systems and clinical consultant / relationship manager for the capital equipment sale of Medication Management Systems, IV Devices, and software products (i.e. MedNet, Veriscan, etc.) in all territory account targets.

Additional responsibilities include:

• Achieve MMS sales territory objectives.
• Accurately evaluate and segment accounts to target upcoming opportunities. Analyze sales funnel to accurately estimate expected close dates and forecast expected economic impact. Appropriately manage individual account strategies to achieve territory quota.
• Understand and can articulate the capital buying process and the hospital capital budgeting process in their accounts. Identify and establish relationships with all Buying Influences (i.e. Nursing Executives, IT, Pharmacy, BioMed, and Materials Management) and develop action plans to advance their understanding, appreciation, acceptance and support of the Hospira solution. Ensure accounts have a positive experience; follow through to ensure MMS product issues are resolved. Understands the GPO/ IDN relationships and contract implications for accounts. Employ effective and efficient territory and account management practices. Effectively utilize and deploy Hospira resources to accomplish sales goals and strategies. Utilize account management and forecasting tools effectively (i.e. SalesForce.com, MillerHeiman, etc.)
• Develop and leverage relationships to gain information, access, and secure meetings with key MMS stakeholders in accounts. Effectively evaluate account's clinical, safety, and/or economic needs and determine most appropriate MMS products & applications. Create demand by articulating clinical / financial value of MMS solutions. Lead customers to generate RFPs conducive to Hospira's product.
• Engage in conversation to uncover underlying or unexpressed clinical/customer needs. Able to have effective business / conceptual discussions with economic buyers and higher level administrative contacts in the account. Develop and execute conversation plans tailored to stakeholder/account .
• Secure presentation opportunities with key stakeholders/pump committee. Present Hospira messaging clearly, accurately and with confidence/presence utilizing appropriate support materials. Perform financial analysis and demonstrate the clinical / financial ROI of a Hospira solution. Close sales, negotiate and secure contracts.

To be successful in this position, you must possess: