Overview
The Account Executive for Vascular will develop, maintain and promote growth in assigned accounts, in alignment with Division mission, vision and purpose, specialty/program priorities and overall company priorities.
Responsibilities
• Strengthens Division programs and specialties position inside assigned accounts by creating, sustaining and supporting customer relationships through contracting and supply-chain solutions
• Meet regularly with customers to understand needs, create solutions, provide support and facilitate business and clinical relationships
• Understand customer needs, current business and processes and make proactive decisions on contracting and pricing terms and alignment of internal resources to address those needs, in alignment with Division specialty/program strategy and overall company strategy
• Collaborate regularly with Division customer facing teams to address customer needs, obtain feedback, and establish, measure, and meet business plan goals
• Collaborate with global pricing, supply chain, business solutions and clinical teams to allow for global alignment across markets and programs, while accommodating local and regional customs and needs
• Responsible for relationships and satisfaction (including applicable Division KPI’s) within assigned accounts, as well as profitability, with emphasis on sales, expenses, margin and direct contribution income
• Maintain strong knowledge of the business in the assigned geography, supply chain initiatives, customers, products and competition
• Develop and maintain senior-level relationships with corporate accounts in the assigned area
• Coordinate with Integrated Business Solutions (IBS) stakeholders as necessary to represent Division priorities within assigned accounts
• Create proposals and presentations that encourage new business relationships and increased sales revenue from targeted accounts
• Collaborate with Division, Function and Operational Unit teams to monitor strategic pricing/contracting plans within assigned accounts to ensure proper implementation and maximize business results
• Understand all contracts and distribution agreements within assigned accounts
• Continuously evaluate and improve the strategy for assigned accounts through monitoring metrics and listening to feedback from customers and employees. Take action and resolve issues and gaps quickly and effectively
• Meet deadlines and complete administrative tasks such as expenses, training, reporting, policy acknowledgements, etc. in a timely manner
• Within scope of responsibility, ensure all quality, regulatory, compliance and product-specific requirements are met
• Understand and be accountable for conducting Cook business with integrity and in compliance with applicable standards including Cook policy
Qualifications
• Extensive experience in sales, marketing, product management, pricing and/or corporate/national accounts in the medical device industry
• Strong computer and analytic skills with proficiencies in Business Objects, Excel, and other Microsoft utilities
• Demonstrated experience with the applicable Division product lines
• College degree in related field and/or equivalent relevant experience
• Two or more years of sales experience
• Knowledge of hospital and supply chain purchasing
• Experience with understanding aspects of business, e.g. profit/loss, contribution margins and pricing
• Prior sales and negotiation expertise
• Experience in effective application of organizational skills
• Knowledge of Microsoft Office software, e.g. Word, Excel, PowerPoint
• Demonstrate strong business and problem-solving skills
• Model the company standards that others are expected to follow
• Demonstrate ability to make sound business decisions taking into account all factors
• Excellent sales and negotiating skills
Physical Requirements
• Ability to travel up to 75%
• Work under general office environmental conditions