Hospital Account Manager

Job Summary

Responsible for selling Masimo’s Acute Care product portfolio and developing strategic relationships with a variety of clinical leaders in targeted hospitals.  Assists Account Managers in assigned tasks in order to obtain new sales and renew existing accounts. Serves as a proactive member of the sales team that facilitates securing new business and growing existing business in their assigned territory.  

Duties & Responsibilities

• Utilize Masimo’s established sales process to convert competitive accounts to Masimo technology. 
• Utilize CRM to track all opportunities and update on a weekly basis at a minimum. 
• Conduct demonstrations (side by side) and evaluations (using ADC) for Masimo technologies. 
• Conduct and assist clinical specialists with Physical Inventories as part of the sales process. 
• Conduct presentations that discuss Masimo’s value proposition. 
• Drive all products sales in assigned Masimo territory. 
• Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients’ outcomes of Masimo’s wireless Pulse CO-Oximetry and Floor Monitoring solutions. 
• Drive to conclusion Masimo Sensor agreements for both new conversions and renewing existing accounts.
• Responsible for articulating information in clinical studies regarding Masimo technologies. 
• Collaborate with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provide critical information to marketing and upper management including market trends and competitive activity.
• Maintain and hone high level strategic and tactical selling skills and seek to self-improve and implement selling best practices.
• Organize and conduct user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, and help clinicians minimize the quantity of sentinel events on the floors.
• Coordinate clinical evaluations of Masimo’s Rainbow SET Pulse CO-Oximetry technology to establish for vocal, credible clinical champions (VCCCs).
• Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, and list of sales opportunities with a realistic sales forecast data.
• Responsible for conducting annual business reviews with current customers. 
• Perform other duties and projects as assigned. 

Minimum & Preferred Qualifications and Experience

Minimum Qualifications

• 3-5 years of successful Hospital-based sales experience, specifically selling innovative technology solutions to clinicians. 
• Documented success in selling medical devices, or emerging technology to multiple call points (ex. Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision makers within the hospital setting.
• Successful history managing customer interactions, with excellent organizational and time management skills.
• Superior written and verbal communication skills and exceptional ability to lead group presentations. 
• Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes, based upon clinical evidence and new, innovative technologies.
• Ability to perform clinical evaluations of Masimo technology to include research and focus groups.
• Ability to communicate value-based solutions.
• Some Travel and overnight stays are required, as well as a valid driver’s license.

Preferred Qualifications

• Successful history of selling innovative, paradigm shifting patient care solutions a significant plus.
• Successful track record selling breakthrough concepts.
• Demonstrated ability in building clinical champions.                                                                                                                                      

Education

Bachelor’s degree, or equivalent combination of education and experience.

Compensation

The anticipated salary range for this position is $75,000- $90,000 plus benefits.  Actual placement within the range is dependent on multiple factors, including but not limited to skills, education, and experience. This position also qualifies for variable compensation up to $140,000 at 100% of annual sales objectives.

Physical requirements/Work Environment

This position primarily works outside of a traditional office environment, making frequent customer sales calls on a daily basis. Must be able to travel extensively (both domestically and locally), so the ability to travel by air and operate a motor vehicle is required.  Must have a valid Driver’s license with a driving record that meets company’s insurance requirements. It also requires frequent driving, sitting, standing and walking.  May stand for extended periods when facilitating customer meetings or walking in the facilities.  Daily use of a computer and other computing and digital devices is required. 

The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods.  Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described.