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Clinical Capital Account Executive

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Job Snapshot
Location:
San Francisco, CA 94112 (map it!Map it! )
Employee Type:
Full-Time
Industry:
Healthcare - Health Services
Manufacturing
Medical Equipment
Manages Others:
No
Job Type:
Engineering
Health Care
Sales
Education:
4 Year Degree
Experience:
At least 3 year(s)
Travel:
Up to 50%
Post Date:
11/4/2009
Contact Information
Ref ID:
09-0671
Description

JOB SUMMARY:
Responsible for driving sales profitability within competitive geographies to drive additional PEMS revenue. The Architectural Specialist will provide overall leadership to local sales team and distributor network to develop and implement comprehensive sales strategies for AP and Liko Overhead products and programs within the assigned territory and account base. The Architectural Specialist’s technical expertise is used to drive sales and timely completion of the sale and installation. The Architectural Specialist reports to the AVP, PEMS.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

  • Drive the generation of new sales within PEMS Product lines (Architectural Products, Liko Overheads). The Architectural Specialist must understand in terms of a detailed functionality and benefit offering of each product, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit for the customer.
  • Technical and sales consultant to Hill-Rom Account Executives and customers for assigned product lines.
  • Assist customers in the designing of correct product configuration for their specific application.
  • Provide Project Management with the necessary information to produce accurate and timely product proposals.
  • Educate architects, equipment planners, and the hospital technical representatives on the product lines.
  • Track and expedite projects once an order has been received.
  • Provide installation information and on-site technical support to contractors installing architectural and related products.
  • Work with Regional Director - PEMS, Area Vice Presidents, Account Executives, Account Clinical Directors, to target greatest opportunities for revenue impact within AP and Furniture product lines. Architectural Specialist must be able to define an overall strategy on an annual basis to drive sales growth in assigned territory.
  • Demonstrate an effective understanding of competitive action in the assigned territory and work to develop a written plan to address problem areas
  • Prepare analysis for, and development of, an overall package for new sales. Draw on resources from specialist areas for detailed explanation to customer of the product’s applications and benefits and for final development of a needs-based sales deal. Partner with Account Executive on negotiations with the health care providers to finalize sales.
  • Perform sales prospecting activities for PEMS product lines. This includes prospecting on-site within the accounts and phone work.
  • Lead the efforts of local sales personnel to drive net, new sales as well as on-going customer satisfaction.
  • Maintain on-going relationships with architects, contractors, equipment planners, designers, and facilities to ensure maintenance of current base as well as growth of new sales with the medical provider.
  • Maintain and strengthen Hill-Rom relationships throughout all levels of the hospital with various departments to help retain and expand our account presence and leadership position.

    SUPERVISORY RESPONSIBILITIES:
    None, however, must be able to effectively work cross functionally. Strong project management skills required.

    QUALIFICATIONS:
  • In-depth sales experience with strong understanding of the solutions selling process.
  • Effective influence skills adept at ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers.
  • Ability to articulate value propositions and product positioning of Liko / Hill-Rom Products
  • Strong analytical skills to effectively track sales activity, develop sales plans, understand local market competitive trends, and complete the analysis of sales deals.
  • Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, reaches pivotal agreements in the sales cycle.
  • Effective planning/organizational skills.
  • Variable travel (from 40% up to 75%, depending on geography).
  • Exceptional communication skills.

    EDUCATION AND/OR EXPERIENCE:
  • B.A. / B.S. Required; Engineering, Architectural Design, or Construction focus preferred
  • Minimum of 3 - 5 years demonstrated experience providing technical support, designing or specifying electrical/mechanical systems in hospital patient room environment preferred.
  • Field based technical sales support, preferred.
  • Proven ability to make technical presentations.
  • Knowledge of electrical codes for the hospital industry
  • Minimum 3 to 5 years demonstrated selling experience required; durable medical equipment solutions selling preferred.




    Qualifications

    JOB SUMMARY:
    Responsible for driving sales profitability within competitive geographies to drive additional PEMS revenue. The Architectural Specialist will provide overall leadership to local sales team and distributor network to develop and implement comprehensive sales strategies for AP and Liko Overhead products and programs within the assigned territory and account base. The Architectural Specialist's technical expertise is used to drive sales and timely completion of the sale and installation. The Architectural Specialist reports to the AVP, PEMS.

    ESSENTIAL DUTIES AND RESPONSIBILITIES:
    • Drive the generation of new sales within PEMS Product lines (Architectural Products, Liko Overheads). The Architectural Specialist must understand in terms of a detailed functionality and benefit offering of each product, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit for the customer.
    • Technical and sales consultant to Hill-Rom Account Executives and customers for assigned product lines.
    • Assist customers in the designing of correct product configuration for their specific application.
    • Provide Project Management with the necessary information to produce accurate and timely product proposals.
    • Educate architects, equipment planners, and the hospital technical representatives on the product lines.
    • Track and expedite projects once an order has been received.
    • Provide installation information and on-site technical support to contractors installing architectural and related products.
    • Work with Regional Director - PEMS, Area Vice Presidents, Account Executives, Account Clinical Directors, to target greatest opportunities for revenue impact within AP and Furniture product lines. Architectural Specialist must be able to define an overall strategy on an annual basis to drive sales growth in assigned territory.
    • Demonstrate an effective understanding of competitive action in the assigned territory and work to develop a written plan to address problem areas
    • Prepare analysis for, and development of, an overall package for new sales. Draw on resources from specialist areas for detailed explanation to customer of the product's applications and benefits and for final development of a needs-based sales deal. Partner with Account Executive on negotiations with the health care providers to finalize sales.
    • Perform sales prospecting activities for PEMS product lines. This includes prospecting on-site within the accounts and phone work.
    • Lead the efforts of local sales personnel to drive net, new sales as well as on-going customer satisfaction.
    • Maintain on-going relationships with architects, contractors, equipment planners, designers, and facilities to ensure maintenance of current base as well as growth of new sales with the medical provider.
    • Maintain and strengthen Hill-Rom relationships throughout all levels of the hospital with various departments to help retain and expand our account presence and leadership position.








    SUPERVISORY RESPONSIBILITIES:
    None, however, must be able to effectively work cross functionally. Strong project management skills required.


    QUALIFICATIONS:
    • In-depth sales experience with strong understanding of the solutions selling process.
    • Effective influence skills adept at ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers.
    • Ability to articulate value propositions and product positioning of Liko / Hill-Rom Products
    • Strong analytical skills to effectively track sales activity, develop sales plans, understand local market competitive trends, and complete the analysis of sales deals.
    • Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, reaches pivotal agreements in the sales cycle.
    • Effective planning/organizational skills.
    • Variable travel (from 40% up to 75%, depending on geography).
    • Exceptional communication skills.



    EDUCATION AND/OR EXPERIENCE:
    • B.A. / B.S. Required; Engineering, Architectural Design, or Construction focus preferred
    • Minimum of 3 - 5 years demonstrated experience providing technical support, designing or specifying electrical/mechanical systems in hospital patient room environment preferred.
    • Field based technical sales support, preferred.
    • Proven ability to make technical presentations.
    • Knowledge of electrical codes for the hospital industry
    • Minimum 3 to 5 years demonstrated selling experience required; durable medical equipment solutions selling preferred.
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