Key Account Executive- Oncology (FL/GA)

at  ImpediMed

POSITION SUMMARY

The Key Accounts Executive, Oncology (KAE) secures, maintains, and expands relationships
with all healthcare customers/prospects. Assigned to a specific US territory and key accounts, the
KAE is responsible for achieving a sales quota and driving incremental revenue for the company.
The KAE leads the customer/prospect account planning cycle and ensures all customers, and
prospective customer’s needs and expectations are met by the company. The KAE must have a
proven track record of exceeding revenue targets, a history of prospecting, building new and
growing existing accounts, and developing and fostering business relationships in the Oncology medical community.

TYPICAL KNOWLEDGE, SKILLS, & ABILITIES:

• Ability to establish and grow relationships with high level executives, physician leaders and practice administrators, positioning themselves as a trusted advisor.
• Demonstrated ability selling SaaS solutions into hospital systems, hospitals, clinics, or other medical settings.
• Outstanding project management skills to effectively move opportunities from initial meeting, through the CLIF sales process to a successful close.
• Strong aptitude for scientific learning.
• Strong sales experience and relationships with surgeons, medical directors, and C-Suite, bringing with them their own verifiable Book of Business.
• Outstanding consultative and networking capabilities, with all levels, including C-Suite.
• Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.
• Advanced communication skills, both verbal and written.
• Solid understanding of SaaS (software as a service) including SaaS business modeling, andrevenue streams.
• Ability to deliver impactful presentations that deliver solutions (SaaS) to customer problems.
• Knowledge of solution presenting vs. feature presenting.
• High level of preparation to manage and support the virtual and in person environment.
• Ability to project professionalism and credibility; build rapport quickly in a virtualenvironment.
• Proficient in virtual sales demonstrations/presentations with video camera turned on to buildstronger customer relationships.
• Ability to use technology effectively. Can diagnose technically problems, while remainingprofessional. Instils calm and confidence so customer will stay engaged.
• Advanced negotiation and problem-solving skills.
• Accomplished in lead generation, prospecting activities, pipeline building and daily input intoCRM.
• Strong organization and planning skills with an attention to detail and accuracy.
• Self-motivated to succeed and understand that every “no” brings you closer to the “yes”.
• Must understand, follow, and comply with regulatory requirements as applicable to variousprocesses. An understanding of FDA Quality System Regulations and ISO Standards (ISO13485) is required.
• Must possess a thorough understanding of work-related standards and regulations, includingbut not limited to Standard Operating Procedures (SOPs) and Quality System Regulations(QSRs), both US and international.

EDUCATION AND EXPERIENCE REQUIREMENTS

• A Bachelor’s degree in Business or related field is preferred.
• Minimum of five years of proven successful work experience in B2B healthcare sales (device, connected device, biotech).
• Proven track record of success, demonstrating and presenting and closing subscription sales.
• Demonstrated proficiency with MS Office Suite (Excel, Word, Outlook, PowerPoint) and CRM applications.
• Understanding of Oncology and disease prevention or related disciplines preferred.

WORK ENVIRONMENT & PHYSICAL REQUIREMENTS

• Travel: This position requires extensive travel up to 75%. This KAE’s territory will encompass Florida and Georgia.
• Remote: This position is a remote home-based position. Position requires a dedicated home office work space and stable internet connection.
• Physical Demand: Moderate physical effort. For example, standing, bending, or stooping for extended periods, operating light office equipment, e.g., personal computer, copier etc. The employee must be able to occasionally lift and/or move up to 50 pounds of equipment.
• Mental Demand: Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work.
  This position may require access to patient Protected Health Information (PHI) and may also involve access to electronic Protected Health Information (ePHI). Those in this position are required to comply with all final regulations including the Health Insurance Portability and Accountability Act of 1996 (HIPAA).

• Builds new business and professional relationships in assigned territory and key accounts, including C-Suite and all key decision makers that result in new sales.
• Leads company’s strategic objectives and account planning process for accounts to include revenue targets and performance objectives regarding installation and clinical adoption of company product(s).
• Applies best practices of selling Software as a Service (SaaS) for Oncology, disease prevention programs or related fields.
• Proactively assesses, clarifies, and validates customer/prospective customer needs on an ongoing basis.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations.
• Provides customer feedback for product development representing the voice of the customer as needed.
• Uses market expertise to ask the right open-ended questions that foster targeted solutions and long-term relationship.
• High level of customer meeting preparation to achieve desired outcomes by creating a clear game plan and by applying facilitation techniques to manage time and stakeholders in a virtual and in-person environment.
• Manages the entire sales process, from lead to close using the ImpediMed CLIF process in CRM.
• Demonstrates excellence in the execution of the objection-handling tactics as established and reviewed together regularly with Sales management.
• Demonstrates true patient compassion.
• Attends state, regional, and national trade shows as needed.
• Performs other related duties as assigned.