Strategic Account Manager, North East

3/8/23

Bethlehem, PA

1945

Strategic Account Manager, North East

JOB DESCRIPTION

  • Manage a full-cycle sales process including creative lead generation and prospecting, discovery, presentations, contract negotiations, and closings with Hospitals and IDNs within the territory 
  • Call on hospitals within assigned territory, including cold-calling hospitals which are not current customers, to make sales presentations to multiple decision-makers to drive product sales
  • Supports National Accounts and Director, National Accounts in contract negotiations to obtain terms and conditions that support both client and PCC objectives
  • Leads in wholesaler/distributor relationships/negotiations at the field level and in conjunction with client expectations
  • Identifies sales strategies to ensure effective compliance to budget target requirements
  • Strategizes the territory's priorities with respect to account engagement and revenue expectations
  • Works with Director National Accounts and other departments to respond to contracts, RFPs, etc.
  • Engages clients via direct selling, in-services, trade shows, etc.
  • Provides expertise to customers/clients and internal partners on both a clinical and technical level

QUALIFICATIONS

  • Bachelor Degree with 5 to 10 years of experience with selling to hospitals and health systems, specifically in the c-suite and physician leadership
  • Good knowledge of pharmaceutical or anesthesia or device industry
  • Clinical and industry i.e. contracts, pricing, competition, etc. Understanding of GPO, IDNs, and the acute/non-acute environment
  • Knowledge and expertise in specific elements of contract negotiations to obtain terms and conditions that support both client and PCC objectives
  • Application of expertise, knowledge, and experience to help solve external client issues, as well as internal cross functional issues as they relate to field based sales
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