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Senior Account Manager - Mid-Atlantic

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Job Summary

The Senior Account Manager, Infusion Delivery Solutions is responsible for developing and maintaining relationships with key decision makers that lead to future business opportunities. The position will be focused on Acute Hospitals and IDN’s. The position increases profitability and expands existing accounts by selling Fresenius Kabi Infusion Delivery Solution products and extending relationships into new areas with new accounts. Interacts with Contract Marketing, Marketing, Technical Service, and Customer Service.

The territory covers North Carolina, South Carolina and Virginia. The ideal candidate will live in one of the following cities: Charlotte, NC, Raleigh/Durham, NC, Columbia, SC, Charleston, SC or Richmond, VA

Salary Range: $100,000 – $110,000 per year base, plus this position is eligible for the Sales IV Therapy compensation plan with a annual target of $75,000. This position is also eligible for a company vehicle. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

Responsible for achieving territory sales quota for assigned Fresenius Kabi Infusion Delivery product line: IV Solutions, infusion pumps, dedicated and nondedicated IV sets, accessories, safety software and Closed System Transfer Device System.
Maintain a high level of technical and commercial competence on relevant products, technologies, and services. Quickly demonstrate expertise and establish credibility with clinical and executive decision makers
Utilize a consultative process and value based selling technique to address specific customer needs
Know the strengths and weaknesses of competing products in the market and how to position Fresenius Kabi’s offerings against them clinically.
Demonstrate the clinical / financial ROI of a solution. Lead effective business discussions with economic buyers and high-level contacts in the account.
In-depth knowledge of the assigned territory, customer base, contracts, competitive products, distribution models, etc.
Develop a comprehensive territory-specific business plan that includes strategies and tactics aimed at achieving quarterly sales goals. Identify and develop new business opportunities within assigned territory.
Plan, prospect, prioritize, monitor, and forecast sales opportunities on a systematic basis.
Be able to participate in product implementation of all Infusion Delivery Solution products as requested.
Assist in the implementation/management of new accounts and willingness to travel outside of own territory when called upon to help manage corporate objectives.
Develop strategic customer relationships throughout the hospital to drive the purchase of Fresenius Kabi products.
Communicate with managers and align sales efforts with Company and regional targets.
Develop and maintain a high level of customer satisfaction.
Approach each customer with a total account management perspective, leveraging resources appropriately, and accurately articulating the value proposition for the customer.
Understand market dynamics and healthcare trends.
Participates in any and all reasonable work activities as assigned by management.

Requirements

Bachelor’s degree required, Master's or advanced degree preferred
5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred.
Strong business acumen and excellent negotiation, communication, business planning and sales strategy development traits are paramount.
Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
Solid influencing skills accompanied with outstanding selling and presentation skills.
Effective communication (verbal and written) and interpersonal skills.
Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
Must have the ability to travel frequently – Air/Auto
Typically requires travel more than 50% of the time. Ability to travel within designated geography and occasionally outside of own geography. Must have a valid driver’s license.
Demonstrated ability to prioritize and execute tasks in a dynamic environment.
Ability to work flexible hours and weekends to meet business/customer needs.
Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
All employees are responsible for ensuring the compliance to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per your roles and responsibilities.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.

Average salary estimate

$105000 / YEARLY (est.)

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$100000K

$110000K

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What You Should Know About Senior Account Manager - Mid-Atlantic, Fresenius Global

Join Fresenius Kabi as a Senior Account Manager focused on Infusion Delivery Solutions in the Mid-Atlantic region! If you're passionate about healthcare and thrive in building relationships, this position might just be your next big opportunity. You'll engage with key decision-makers in Acute Hospitals and Integrated Delivery Networks, all while driving profitability and expanding our existing accounts. This is a chance to showcase your expertise in Fresenius Kabi’s Infusion Delivery Solution products, including IV Solutions and infusion pumps. As part of this role, you'll leverage your consultative selling techniques and understanding of market dynamics to identify new business opportunities and foster strategic customer relationships. Your territory spans North Carolina, South Carolina, and Virginia, and we are seeking someone based in or around Charlotte, Raleigh/Durham, Columbia, Charleston, or Richmond. A competitive salary of $100,000 – $110,000 per year, along with an annual target of $75,000 in sales incentives, plus benefits like a company vehicle, awaits you. We're looking for candidates with a Bachelor's degree and a minimum of 5 years of healthcare industry experience, preferably in medical device sales. If you're ready to dive into a challenging yet rewarding role with a company that truly cares about your success and well-being, then we encourage you to apply today!

Frequently Asked Questions (FAQs) for Senior Account Manager - Mid-Atlantic Role at Fresenius Global

What are the key responsibilities of a Senior Account Manager at Fresenius Kabi?

As a Senior Account Manager at Fresenius Kabi, you'll be responsible for maintaining and developing relationships with key decision-makers in the healthcare sector, particularly in Acute Hospitals and Integrated Delivery Networks. You will achieve sales quotas, develop comprehensive business plans, and utilize a consultative selling approach to meet customer needs, all while expanding existing accounts and identifying new business opportunities.