Healthcare Account Director - Midwest (Iowa/ Minnesota/Dakotas)
Elekta
- Iowa Minnesota
- $115,459-173,189 per year
- Permanent
- Full-time
- Be the full account manager and fully manage the selling process through customer acceptance process by closely working with all Elekta functions and Specialists. Demonstrated ability to lead and motivate teams of specialists.
- Develop a targeted customer/opportunity list, manage sales interactions, and participate in forecasts & book and bill activities while actively promoting, presenting and demonstrating company solutions to customers and prospects.
- Annual plan for market share growth in the territory, with quarterly updates.
- Ensures that ALL customers, potential customers and leads within the assigned territory are routinely followed/ “touched” in a meaningful way as to develop after sales, and new socket opportunities
- Documents ALL activity in the CLM in a timely and accurate manner to support pipeline development and forecast reporting, as well as accurate client asset record for targeted campaigns.
- Meets or exceeds unit/volume sales and appropriate product mix in the most profitable way as established though order and revenue goals by finance and senior management.
- Efficiently utilizes travel and entertainment expenses to ensure the attainment of maximum coverage with minimum expense.
- Adheres and promotes the Elekta Sales Methodology, Elekta Business Governance principles, Elekta Values and the Elekta Sales Policy for the region.
- Actively participates in providing prompt input for monthly, quarterly and annual long term planning meetings as directed by the Zone Manager
- Coordinates and facilitates communication as necessary between the customer and prospect around order management, contracting, accounting and marketing questions.
- Sets strong, unambiguous upfront understandings with the customer before any presentation or meeting and ensures there is good background understanding of any customer issues (i.e. up to date M&S, ongoing Service issues, etc.)
- Documents and communicates all travel plans and customer interactions with the Zone Manager
- Meets routinely with the installed customer base to increase their level of utilization and acquisition of additional solutions across the Elekta portfolio.
- Develops strong understanding of the client’s vision for their organization via “Bonding & Rapport” and “Pain” funnels to mutually assist the customer in realizing how the Elekta portfolio enhances that vision.
- Ensures each customer is aware of upcoming upgrades across all products and how these upgrades will benefit their organization through the use of an account management plan that is regularly updated.
- Works with the Zone Manager to develop a matrix to gauge the success of the territory (i.e. pipeline development, orders in contract, won orders, accurate and timely documentation of sales behavior and activity in the CLM).
- Promotes, sells and secures orders from existing and potential customers where the mix between existing orders and new sockets is in line with business and budget objectives as set forth by senior management.
- Familiarizes established accounts with new products, services and developments (market penetration).
- Demonstrates new products and services offerings and assist in the selection of those best suited to customer’s needs.
- Maintains a professional working relationship with Service, Marketing, Product Management and Contract Administration to ensure the daily needs of our customers are being addressed by the proper resource.
- Generates quotes when necessary and works with the customer to finalize decisions.
- Provides immediate follow with all customers following an upgrade of any Elekta product or service.
- Communicates with Service, based on established “chain of command” protocols, to ensure any service issues are handled appropriately.
- Submits monthly reports detailing activities, sales, volumes and expenses as requested.
- Investigates and expedites any suggestions and complaints in accordance with company policies, procedures and quality system.
- Conducts follow-up sales calls to all accounts to ensure satisfaction with all agreements reached during the engagement.
- Performs other related duties as assigned or requested by sales management.
- Proven strength in building and maintaining customer focus and customer relationships.
- Results oriented, with ability to work independently, or leading team members around a sales goal
- Creative and entrepreneurial - ability to get things done in unconventional ways
- Expert facilitator & superior conflict resolution skills
- Ability to influence change (attitudes, business process) both within Elekta and the client organization.
- Thrive in a fast paced, technology driven environment.
- Have healthcare software and preferably experience implementing information systems
- The knowledge and confidence to position Elekta’s products as the best choice in the market and a customer favorite
- Strong ethical standards, values and good judgement
- Ability to build and maintain successful and effective working relationships with both direct reports and colleagues within a matrix environment
- Strong oral and written communication skills required
- Demonstrated initiative (self-starter).
- Ability to develop compelling PowerPoint presentations