Key Account Manager - Southwest

Location: Southwest Region, OK, TX, AR, LA
Date Posted: 12-15-2017
Position Overview:

Compression solutions (BSN medical team) is currently searching for a Key Account Manager (Orthopedic Business Solutions- OBS) supporting our Southwest territory. The ideal candidate should be based out of one of the locations listed above.
The Key Account Manager, is an experienced sales person who has a strong drive for results and excellent ability to identify business opportunities and maximize business impact. This position includes managing a regional customer base of established business as well as growing regional revenue to an established growth goal. OBS product responsibility includes representing and providing expertise in Compression Solutions DVT products, financial solutions products which include Stock and Bill, and DME Billing Management programs.  This position works closely with a network of 1099’s across the sales region to lead in driving revenue growth within the Compression Solutions portfolio.

Roles and Responsibilities:
  • Develop and implement strategies to maximize regional growth across the OBS portfolio including analyzing key sales and marketing data to determine the key opportunities in the territory;
  • Manage specific 1099 reps and distributor relationships’ regional network;
  • Formulate and deliver training program to assure all regional TBMs have the necessary skills to identify and accurately target prospects to achieve a robust sales pipeline of OBS opportunities;
  • Provide market intelligence to sales and marketing leadership to understand current trends, competition, and future direction of OBS offerings;
  • Understand and deliver financial business models (proformas) for prospective customers. Conduct the necessary “go/no-go” analysis and make recommendations to management for new business opportunities;
  • Consistent utilization and updates of the system;
  • Growth and maintain regional OBS opportunity pipeline to 5x targeted quota;
  • Ability to work proficiently orthopedic clinic and hospital landscape;
  • Excellent Written and Oral Communication Skills. Presentation Skills with a wide array of clinical, financial, and executive management audiences;
  • Ability to understand clinical terminology, application, and apply to regular customer interactions (hospital and clinic personnel);
  • Increase overall sales volume of OBS in assigned regional geography by implementing sales plans and marketing programs;
  • Facilitate and lead customer presentations on OBS with a goal of obtaining new customers;
  • Work with Management to analyze TBM territory opportunities, targeting, and deal flow/prioritization;
  • Communicate progress on regional opportunities across the regional sales teams, share best practices, develop/deliver ongoing training programs to attain TBM proficiency in the billing space;
  • Work in conjunction with various BSN sales teams to maximize business development within the assigned territory.
Minimum Qualifications:
  • Bachelor's degree and/or five plus (5+) years’ experience in Account Management role in the Healthcare Industry;
  • Five plus (5+) years of successful medical device sales with demonstrable track record of exceeding goals in order to acquire strategic sales skills, become familiar with the industry, and manage time and assigned territory;
  • Five plus (5+) years of Account Management or selling at the account level;
  • Valid US Driver’s License required;
  • Proven track record of leading the sales process for large account opportunities including prospecting, negotiating and closure;
  • Demonstrated ability to seek out, identify, qualify and capture revenue opportunities to achieve short-and long-term strategic goals;
  • Experience calling on Hospitals and Orthopedic Clinics;
  • Proven effective training and teaching skills;
  • Demonstrated expertise in growing sustainable business in terms of volume and revenue;
  • Managing or understanding of a 1099 network environment;
  • Qualified candidates should have at least three years of prior medical device sales experience;
  • Experience calling on Hospitals and Orthopedic Clinics;
  • Proven effective training and teaching skills;
  • Strong working knowledge of Microsoft Office and CRM Systems;
  • TRAVEL: Ability and willingness to travel up to 70% to domestic locations.
Additional Information

Compression solutions (BSN medical) is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, status as a protected veteran, among other things, or status as a qualified individual with disability.  EEO Employer M/F/Vet/Disabled.
Search Firm Representatives, Please Read Carefully: Compression Solutions (BSN medical) does not accept unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or e-mails. All resumes submitted by search firms to Compression Solutions ( BSN medical) via e-mail, the Internet, or in any form and/or method without a valid written search agreement in place for the subject position will be deemed the sole property of Compression Solutions (BSN medical). No fee will be paid in the event the candidate is hired by Compression Solutions (BSN medical) as a result of the referral or through other means.


BSN medical Inc.

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