Key Accounts Executive

Summary

Join ImpediMed as a Key Accounts Executive (KAE) and build, maintain, and expand relationships with healthcare customers and prospects in a defined US territory. You will be responsible for achieving sales quotas, driving revenue growth, and leading the account planning process. Success requires a proven track record of exceeding targets, experience in prospecting and account growth, and strong relationships within the Oncology medical community. The role involves managing the entire sales process, utilizing ImpediMed's CLIF process, and providing customer feedback for product development. This remote position offers a competitive compensation package including commission and benefits.

Requirements

• Establish and grow relationships with high level executives, physician leaders and practice administrators, positioning themselves as a trusted advisor
• Demonstrate ability selling SaaS solutions into hospital systems, hospitals, clinics, or other medical settings
• Possess outstanding project management skills to effectively move opportunities from initial meeting, through the CLIF sales process to a successful close
• Possess strong aptitude for scientific learning
• Possess strong sales experience and relationships with surgeons, medical directors, and C-Suite, bringing with them their own verifiable Book of Business
• Possess outstanding consultative and networking capabilities, with all levels, including C-Suite
• Possess expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment
• Possess advanced communication skills, both verbal and written
• Possess solid understanding of SaaS (software as a service) including SaaS business modeling, and revenue streams
• Possess ability to deliver impactful presentations that deliver solutions (SaaS) to customer problems
• Possess knowledge of solution presenting vs. feature presenting
• Possess high level of preparation to manage and support the virtual and in person environment
• Possess ability to project professionalism and credibility; build rapport quickly in a virtual environment
• Be proficient in virtual sales demonstrations/presentations with video camera turned on to build stronger customer relationships
• Possess ability to use technology effectively. Can diagnose technically problems, while remaining professional. Instils calm and confidence so customer will stay engaged
• Possess advanced negotiation and problem-solving skills
• Be accomplished in lead generation, prospecting activities, pipeline building and daily input into CRM
• Possess strong organization and planning skills with an attention to detail and accuracy
• Be self-motivated to succeed and understand that every “no” brings you closer to the "yes"
• Understand, follow, and comply with regulatory requirements as applicable to various processes. An understanding of FDA Quality System Regulations and ISO Standards (ISO 13485) is required
• Possess a thorough understanding of work-related standards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international
• A Bachelor’s degree in Business or related field is preferred
• Minimum of five years of proven successful work experience in B2B healthcare sales (device, connected device, biotech)
• Proven track record of success, demonstrating and presenting and closing subscription sales
• Demonstrated proficiency with MS Office Suite (Excel, Word, Outlook, PowerPoint) and CRM applications

Responsibilities

• Build new business and professional relationships in assigned territory and key accounts, including C-Suite and all key decision makers that result in new sales
• Lead company’s strategic objectives and account planning process for accounts to include revenue targets and performance objectives regarding installation and clinical adoption of company product(s)
• Apply best practices of selling Software as a Service (SaaS) for Oncology, disease prevention programs or related fields
• Proactively assess, clarify, and validate customer/prospective customer needs on an ongoing basis
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations
• Provide customer feedback for product development representing the voice of the customer as needed
• Use market expertise to ask the right open-ended questions that foster targeted solutions and long-term relationship
• Maintain a high level of customer meeting preparation to achieve desired outcomes by creating a clear game plan and by applying facilitation techniques to manage time and stakeholders in a virtual and in-person environment
• Manage the entire sales process, from lead to close using the ImpediMed CLIF process in CRM
• Demonstrate excellence in the execution of the objection-handling tactics as established and reviewed together regularly with Sales management
• Demonstrate true patient compassion
• Attend state, regional, and national trade shows as needed
• Perform other related duties as assigned
• Meet monthly, quarterly, and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory and key accounts
• Meet established targets for prospecting new leads, growing existing accounts, and implementation with appropriate documentation in CRM
• Perform SOZO demonstrations for all new potential customers
• Maintain established customer renewal rates and grow customer business by defined targets
• Meet and maintain company expectations for average sales pricing and profitability
• Provide quarterly business plan with weekly updates in CRM and populating account profile and Lymphedema Prevention Program fields throughout the ImpediMed CLIF sales process
• Demonstrate CRM discipline in pipeline management by inputting account records and contact logs
• Utilize market data information in Power BI daily to support targeting additional stakeholders
• Maintain high customer satisfaction ratings that meet company standards

Preferred Qualifications

Understanding of Oncology and disease prevention or related disciplines preferred

Benefits

• Full healthcare benefits including Medical PPO Plan, Dental Plan, Vision Plan
• 401(k) with employer match
• Basic Life, AD&D, STD/LTD
• Employee Assistance Program (EAP)
• Employee discount programs
• Commission
• Remote work