Regional Account Manager-West

The Regional Account Manager position for the West Region is responsibility for California, Oregon, Washington, Hawaii and Alaska. The Regional Account Manager will exceed or achieve sales quota by delivering market share growth as well as other key performance metrics. The BDM implements the brand strategy and tactics within the assigned region and also works to accomplish call points at Hospitals, IDN systems, ASC’s, and alternate healthcare facilities. The BDM influences clinical and non-clinical collaborators to support the use of the company’s annual subscription-based platform solutions to include CensiTrac, ScopeTrac, LoanerLink, Analytics, and any new commercially released products by applying effective selling skills, in-depth clinical and business expertise, CRM tool, and Assessment/return on investment tools as needed. 

The Regional Account Manager approaches each customer from a total account management perspective by using resources appropriately and collaborating with business partners. In addition, the Regional Account Manager accurately articulates the value proposition for the customer, including collaborators such as surgeons, clinical leaders, surgical business managers, central sterile managers and staff, IT management, Endoscopic managers, and supply chain.

Specific Responsibilities

• Driving specialty product sales into assigned region including new and existing customers.
• Develop new opportunities through cold calling, marketing campaigns, ground swell activities, National Account resources, and participation in regional/national shows.
• Assisting the National Account, Channel Management, and Client Services Teams in driving unit sales volume.
• Developing and encouraging strong customer relationships, building brand loyalty, and driving current customer expansion through new product sales.
• Ability to plan, prioritize, lead, and track all sales cycle events.
• Present and demo the patient safety and business benefits of the Censis solutions through individual and committee meeting channels.
• Responsible for forecasting, monitoring, and posting sales activities within the assigned region.
• Build and maintain a clinical and technical knowledge expertise.

Qualifications

• Minimum of 5 years related sales experience selling healthcare technology applications and/or technical clinical solutions in a hospital environment.
• Experience calling on multi-departmental hospital middle management executives at the account and IDN level.
• Experience using disciplined approach and previous experience with team selling.
• Call point experience with OR, Central Sterile, ENDO, and IT.
• Ability to travel extensively including overnights within the designated geography. Travel expectation 50% - 70%.

Skills

• Highly developed interpersonal/communication skills with the demonstrated record of influence.
• Excellent verbal and written communication technique.
• Strong Team skills in both leading and contributing.
• Develop and drive a focused consultative sales process as an individual contributor and within a team selling environment.
• Call point expertise with OR, Central Sterile, ENDO, IT and Materials Management departments.
• Ability to develop multi-departmental hospital middle management executive champions at the account and IDN level.
• Strong discernment and excellent negotiation, influencing, business planning, sales strategy, problem solving, decision making and time management skills.
• Must have an execution core mentality with the support of a self-motivated desire to accept technical knowledge and build success pathways to overcome obstacles.
• Proficient with MS Office Suite, Salesforce.com CRM, WebEx, Microsoft Teams, Open Voice, and Vendor Credentialing Services.