Role filled in June 2018 - Medical Devices Major Account Manager Jobs

Covering the following locations: Birmingham, Bath, Brighton, Bristol, Cambridge, Cardiff, Derby, Edinburgh, Glasgow, Guildford, Liverpool, Leicester, Leeds, Manchester, Newcastle-upon-Tyne, Nottingham, Oxford, Portsmouth, Reading, Sheffield, Swindon, Southampton, Tonbridge, London, York

Major Account Manager

Major Account Manager

Reporting to the UK Business Unit Head, ICU UK Medical, and the Major Account Manager is responsible for driving the business to penetrate and acquire major targeted accounts for ICU UK Medical. This position requires experience in large capital sales with deep knowledge and relationships with diverse regional and national hospital systems.

In this role the Major Account Manager will solely focus on a list of key targeted Major Accounts which will in most cases represent more than 300 devices or accounts that are deemed strategic. These accounts will mainly be competitive capture but could also be strategic ICU Medical base business coming to market.

Furthermore, it is critical in this role to increase sales generation through the development and maintenance of relationships with key opinion leaders and strategic stakeholders.

Position Responsibilities

The key tasks and activities associated with achieving key accountabilities:

o Develop and leverage relationships with economic buyers, product champions, and "gate keepers" to effectively prospect, qualify, and close ICU Medical sales opportunities with multi-site hospitals and healthcare providers.
o Lead the delivery of capital equipment sales presentations on the features and benefits of ICU UK Medical, highlighting the economic, safety, and clinical advantages of the products, including selling the solution to medication error prevention
o Perform assessments to identify clinical, safety, and/or economic needs of the hospital, and determine the most appropriate Medication Management applications to satisfy those needs (will partner with technical Sales, National sales, Key account managers and Clinical Nurses).
o Monitor and assess competitive environment and market dynamics to anticipate sales opportunities and prepare for potential objections as they relate to clinical, economic, or other product-related challenges
o Facilitate the interaction and communication of hospital personnel and ICU Medical Technical sales Manager to ensure technological aspects of the IV delivery systems are addressed during sales situations and in conversions
o Develop / negotiate contracts that address the customer specific clinical and economic needs and ensure contractual agreements are mutually beneficial for both parties during and after negotiations
o Be knowledgeable about the new DOH operating model framework (and national contracted products listings) and its impact on the UK's health network. Develop and implement strategies to ensure that we are well positioned when going to RFPs
o Develop and maintain key account planning templates for all key accounts as well as key initiatives action planning templates in collaboration with the key account representatives involved. Present this information at the team meetings.

o Pursues, develops, and applies knowledge of ICU Medical products (to become a subject matter expert); identifies key points of differentiation and competitive advantage between ICU Medical and competitor products by applying clinical, technical, industry, and competitor knowledge during the sales process; researches specific topics or issues raised by clinicians / customers and demonstrates in-depth knowledge of the products and applications.
o Builds and maintains an understanding of the needs and issues of key stakeholders within the hospital environment; engages in conversation to uncover underlying or unexpressed clinical/customer needs; creates awareness of ICU Medical products by conveying the best use of each product based on patient needs according to ICU Medical guidelines.
o Projects a professional impression in keeping with ICU Medical standards; demonstrates the value of ICU Medical products with confidence and presence in sales situations; demonstrates and upholds ICU Medical's Vision, Values, and Commitments.
o Is persistent and creative in the face of rejection or challenge (e.g., responds to customer setbacks) with new or alternative plans, identifies strategy to make contact with administrators, physicians or "no-see" customers)
o Builds and maintains trusting relationships to improve ICU Medical's positioning by being sensitive to individual and institutional perspectives, social styles, habits, and the immediate circumstances of a situation.

Job Package

22 days holiday per annum
Private Health Cover
Dental Cover
Bonus - 20% (this may increase)
Life Assurance - 4 x basic salary
Permanent Health Insurance
Company Car

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UK National Accounts
Job Ref: 61243

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