Account Sales Executive

Job Description

Overview

At Spacelabs Healthcare, we are on a mission to provide continuous innovation in healthcare technology for better clinical and economic outcomes.

Our scalable solutions deliver critical patient data across local and remote systems, enable better-informed decisions, increase efficiencies, and create a safer environment for patients.

Why work at Spacelabs? Because lives depend on you!

Our Account Sales Executive is responsible for generating sales from new and existing accounts within a challenging territory.

This position requires a fearless, hardworking, ambitious person who can creatively develop and implement a strategic vision for the territory.

The Account Sales Executive must possess an entrepreneurial attitude and a drive to WIN. The primary objective is to acquire new patient monitoring business, as well as protect and expand existing accounts.

This territory includes Southern California, Arizona, and New Mexico. Depending on where you live, there could be up to 90% travel required (air and car).

A company car is included in the total compensation package.

Responsibilities

• Achieve annual Critical, Perioperative, Perinatal & Emergency Care sales quota by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage.
• Develop and maintain consultative sales relationships with all key buying influences in each account. A focus on selling at the "VITO" level is required.
• Maintain complete knowledge of each account's current and long-term purchase plans and objectives. Work proactively to maintain current accounts, and to respond to changes.

Keep management informed of all changes in plans, objectives and key buying influences.

• Continuously prospect and maintain sales funnel at a minimum of 7x annual quota. Develop targeted account strategies using strategic selling skills and tools to maximize account penetration.
• Develop, implement, and maintain an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.

Implement established sales and marketing strategies as requested by senior management. Develop needed information pertaining to sales situations and territorial sales strategies.

• Act as the quarterback within your territory by coordinating with multiple company resources in an effort to maximize sales, account penetration and market share growth.
• Represent Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.

Maintain a high level of product knowledge on Spacelabs Healthcare products and competitive products.

• Identify and develop strategic reference sites in your assigned territory.
• Prepare quotes for customers and other documents required to complete the sale and communicate the order internally.
• Submit accurate and timely reports regarding expenses, activities, results, market position and forecasts. Maintain your account profiles, forecasts etc.

within sales database on a near-daily basis.

• Share internally customers’ requirements and feedback, as well as trends and market direction.
• Participate in Professional Trade Shows and attend Regional Sales and National meetings.
• Control territory sales expenditures. Monitor expense performance and ensure that territorial budget goals are obtained.
• Use safe and defensive driving techniques and attend defensive driving as required. Observe all applicable company safety policies and practices.

Ensure that the company vehicle is clean and regularly maintained at all times consistent with Fleet requirements.

• Maintain demo inventory in salable condition, including proper storage, movement and record keeping. Control, inspect, and maintain consignment inventory equipment at prescribed levels.
• Uphold the Company’s core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrate behavior consistent with the Company’s Code of Ethics and Conduct.
• It is the responsibility of every Spacelabs Healthcare employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid the recurrence of the problem.
• Duties may be modified or assigned at any time to meet the needs of the business

Qualifications

• BA / BS Degree in a technical, science or business discipline, or 4 years equivalent expertise and experience required.
• Demonstrated medical and / or IT sales success in capital equipment. Experience and success levels determine job grade.
• Past success at achieving sales objectives by developing and maintaining an assigned territory. Demonstrated drive to win and maintain accounts.

Proficiency in Strategic / Spin Selling.

• Excellent communication, presentation and negotiation skills, for both internal and external audiences, at the top levels.
• Highly developed relationship-building skills. Experience working positively and productively in a team environment. Highly collaborative.
• Proven ability to deliver results through others, both direct and matrixed. Proven ability to lead, develop, motivate and hold others accountable.
• Ability to manage multiple, complex priorities within demanding timeframes. Good organization and project management skills.
• Advanced Microsoft Office user - PowerPoint, Excel, and Word

OTHER WORK REQUIREMENTS :

• Successful completion of Spacelabs training required (including training done at Company location). Must become fully competent in the application and operation of all Patient Monitoring products.
• Required to register with a vendor credentialing service. As part of this process, may be required to submit personal information to a credentialing service company, to provide proof of vaccinations or related medical information, and to comply with other requirements needed to be able to work at customer site.

May be required to complete US federal background check and requirements for access to US government facilities.

• 75+% travel is generally required, depending on location and business opportunities.
• Must maintain a good driving record and be insurable per company policy.
• Maintain demo inventory in salable condition, including proper storage, movement and record keeping.
14 days ago