Account Manager, EXT (San Francisco South)

As an Account Manager, Extended Care at Smith+Nephew, your primary responsibilities include creating and executing a territory plan to achieve sales goals, educating healthcare providers about the benefits of Smith+Nephew products, and maintaining strong relationships with key decision-makers in nursing homes and long-term care facilities.

To qualify for the Account Manager, Extended Care role at Smith+Nephew, candidates should hold a bachelor's degree or equivalent work experience. Additionally, a minimum of 2 years in B2B, direct selling, or medical sales is required, preferably with experience in the nursing home or long-term care markets.

While being bilingual in English and Spanish is preferred for the Account Manager, Extended Care position at Smith+Nephew, it is not strictly required. However, having this skill can enhance your ability to connect with a broader range of clients.

As an Account Manager at Smith+Nephew, using effective sales techniques such as consultative selling and understanding complex sales processes is crucial. Familiarity with structured training programs, like Challenger Selling, will also be beneficial.

Smith+Nephew offers comprehensive training programs for Account Managers, including hands-on training, mentorship, and team-customized programs to ensure you have the skills needed to excel in your role.

To prioritize sales activities effectively, identify key accounts based on potential revenue and relationship status. Develop a plan that includes regular check-ins and follow-ups, and allocate time for nurturing leads and addressing client queries.

In my previous role, I implemented a strategy that focused on relationship-building through regular engagement and educational seminars. This approach not only increased product awareness but also fostered trust, resulting in higher sales.

One significant challenge was navigating the complexities of decision-making in long-term care facilities. I overcame this by building relationships with multiple stakeholders and customizing my communication to address each of their unique concerns and needs.

When facing objections, I listen carefully to the client’s concerns, validate their feelings, and provide evidence-based responses. It's important to turn objections into opportunities by showcasing how our products can specifically address their needs.

I track metrics such as sales growth, conversion rates, and customer retention rates. These metrics help identify strengths and areas for improvement, enabling data-driven decision-making for future strategies.

To stay motivated, I set personal sales goals and celebrate small victories along the way. Additionally, staying connected with my colleagues for support and sharing best practices keeps the environment positive and competitive.

I have extensive experience using CRM software to track client interactions, manage leads, and analyze sales data. CRM systems are crucial as they provide insights that can guide sales strategies and enhance customer relationships.

I believe in fostering open lines of communication and sharing strategies with my team. Collaborating on larger accounts and brainstorming solutions collectively helps us achieve our sales targets more efficiently.

Customer feedback is invaluable in the sales process. It provides insights into product performance and highlights areas for improvement, helping me tailor my approach and offerings to better meet client needs.

I am excited about the opportunity to work for Smith+Nephew because of its commitment to innovation and improving patient outcomes. Aligning my skills with a company that prioritizes health and well-being aligns perfectly with my career goals.