Account Manager, EXT (San Francisco South)

The Account Manager at Smith+Nephew in San Francisco is tasked with developing a strategic territory plan to meet sales goals related to wound management products. This role involves educating end-users about product benefits, delivering sales presentations, and cultivating relationships with key stakeholders in nursing homes and specialty pharmacies.

To qualify for the Account Manager position at Smith+Nephew, candidates should hold a bachelor's degree or have equivalent work experience, alongside a minimum of 2 years in B2B or medical sales. Experience in a long-term care setting is preferred, and bilingual candidates, particularly those fluent in English and Spanish, will have an advantage.

Essential skills for the Account Manager at Smith+Nephew include strong analytical abilities for pipeline and territory management, excellent sales and presentation skills, as well as the capacity to effectively interact with multiple stakeholders. Experience with complex sales processes is also vital for success in this position.

Smith+Nephew offers hands-on, team-customized training and mentorship for Account Managers, ensuring they are well-equipped to succeed. This includes professional training programs like Challenger Selling, which enhance sales techniques and customer engagement.

Account Managers at Smith+Nephew can expect a competitive base salary ranging from $80,000 to $90,000 annually, in addition to commission and performance-based incentives. The comprehensive benefits package covers medical, dental, vision, and includes a 401k matching program, tuition reimbursement, and paid time off.

Discuss your strategy for creating a detailed territory action plan that aligns with sales goals. Mention how you utilize data and analytics to identify opportunities and how you prioritize your time among different stakeholders.

Share a specific instance where you tailored your presentation to meet the needs of your audience, highlighting how you engaged them and the outcome of the presentation, focusing on how it led to increased sales or client trust.

Explain the importance of understanding their needs and providing value. You might mention networking, follow-ups, and ensuring open communication as core components of your approach to nurturing these relationships.

Detail a specific challenge you faced, the actions you took to resolve it, and the positive outcome that resulted from your efforts, demonstrating your problem-solving skills and determination.

Mention the resources you use, such as attending training sessions, reading relevant literature, engaging with colleagues, or participating in industry conferences to stay informed about product developments and market trends.

Talk about your technique for addressing objections, focusing on understanding the concern, empathizing, and providing relevant information or solutions to reassure the customer and keep the dialogue moving forward.

Discuss your personal motivations, such as achieving targets, helping others improve their health, or the thrill of competition, and how they drive your performance as an Account Manager.

Identify a situation where you successfully navigated a challenging relationship by focusing on communication and collaboration to achieve a common goal or resolve a misunderstanding.

Prepare for this answer by researching the company's history, mission, and product line, emphasizing how their values align with your professional beliefs and how you can contribute positively to their team.

Outline your career aspirations and how the role at Smith+Nephew aligns with your long-term goals, focusing on your commitment to personal growth, contributing to the company's success, and taking on more responsibilities.