Hospital Account Manager, Therapy

Job Summary

Responsible for selling Masimo’s Capnography Portfolio with an emphasis on Procedural Sedation and nasal high-flow technology, softFlow, being collaborative, clinically curious, and solution focused and having a passion for improving patient outcomes and driving value for our customers.

Serves as a proactive member of the sales team that facilitates securing new business and growing existing business in their assigned territory.

Assists Account Managers in assigned tasks in order to obtain new sales and renew existing contracts.

Duties & Responsibilities

• Utilize Masimo’s established sales process to convert competitive accounts to Masimo technology.
• Utilize Salesforce.com to track all opportunities and update on a weekly basis at a minimum.
• Conduct and assist clinical specialists with Physical Inventories as part of the sales process.
• Conduct Presentations that discuss Masimo’s value proposition.
• Drive to conclusion Masimo Capnography (Procedural Sedation) True Incremental agreements for both new conversions and renewing existing contracts.
• Drive capital products sales in assigned Masimo territory for Capnography and nasal high-flow technology, softFlow.
• Actively articulate information in clinical studies regarding Masimo technologies.
• 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 Capnography and High-Flow Nasal solutions.
• 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 Masimo’s solutions.
• 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.
• Coordinate clinical evaluations of Masimo’s Capnography and Nasal High Flow technologies to establish for vocal, credible clinical champions (VCCCs).
• Responsible for conducting annual business reviews with current customers and internal stakeholders.
• Perform other duties and projects as requested.

Minimum Qualifications

• 2+ 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.
• 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.
• Background knowledge in critical care / respiratory therapy- Credentials a plus.
• Background knowledge of selling in the hospital environment.

Education

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

Compensation

Base Salary Range between $80,000 - $90,000 + variable compensation. $205,000 Base + Commission on target earnings 100% at plan.

Actual placement within the range is dependent on multiple factors, including but not limited to skills, education, and experience.

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 accommodation may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described.