The Account Executive is responsible for promoting medical equipment and supplying products to all assigned prospective accounts in Ohio. Develops and maintains productive working relationships with doctors, hospitals, medical schools, retail companies, and care facilities. Research and studies information on new equipment and products to gain technical knowledge of medical application. Conducts sales calls to seek orders of current products and demonstrate new equipment. Ensures that customers are well satisfied with products and services. Make recommendations to management regarding pricing and sales projections. Assists area personnel as needed.
Essential Functions and Main Duties
- Assumes responsibility for the effective performance of area sales functions.
- Makes sales presentations of medical equipment or supplies to prospective customers; demonstrates product features
- Utilizes consultative questioning to understand customer needs and suggest appropriate equipment or products
- Prospects for new accounts and seeks opportunities to increase existing ones; conducts regular sales calls in person or by phone to develop customer relationships and follow up on leads
- Negotiates price and credit terms and finalizes sales contracts within company guidelines
- Meets or exceeds established quotas and sales goals
- Forecasts long range account sales and product needs, and communicates related information regularly to management
- Enters account, contact, and customer sales information into database
- NKA evaluates New Hire AE performance primarily on the achievement of MBOs, as set forth in the New Hire Sales Compensation Plan. These MBOs focus the New Hire on foundational activities needed to build and grow the assigned territory. The quota set forth in the New Hire Plan is primarily for purposes of calculating potential commissions and any related bonus under the Plan. NKA evaluates Account Executive performance primarily on the achievement of the assigned quota, and the ability to identify and establish new business growth opportunities in the assigned territory.
- Assumes responsibility for establishing and maintaining good business relations with customers and external trade contacts
- Ensures that customers are satisfied with Company products and services
- Obtains customer feedback and continually works to improve products and services
- Resolves customer requests, complaints, and delivery problems
- Promotes goodwill and conveys a positive image of the Company
- Promotes products and services at trade shows
- Assumes responsibility for maintaining effective working relations, communication, and coordination with Company personnel and with management
- Sets sales goals in accordance with Company objectives; tracks progress toward goals
- Provides assistance to area personnel as needed
- Keeps management informed of area activities, changes in competitive conditions, and significant problems
- Completes required sales reports and expense records accurately and promptly
- Adhere to all company policies, procedures, and business ethics codes.
- Duties may be modified or assigned at any time based on business need.
QUALIFICATIONS
Education / Certification / Experience Required:
- Associate degree in business, marketing or related discipline; relevant education and experience accepted in lieu of degree
- Valid driver’s license required
- 6+ years of experience in medical sales; preferably selling capital equipment into hospitals
- Good knowledge of medical equipment products and understanding of competitive conditions
- Knowledge of hospital operations, buying processes, and clinical and financial goals
- Knowledge of sales and marketing techniques and principles
Competencies Required:
- Strong interpersonal, public relations, and oral presentation skills
- Well organized
- Problem solving abilities
- Proficient at using computer applications on a standard laptop
- High degree of personal motivation to achieve goals
- Must be able to communicate verbally and in writing, and to receive and understand verbal and written instructions in English
- Able to work effectively both independently and in a collaborative team environment
Compensation
Your compensation is composed of a $90,000 base salary and quarterly MBO's. There is also an opportunity to earn a Variable Incentive via Commissions earned above value of earned MBO's.
Perks and Benefits
Visit our Career page to learn more about Perks & Benefits and working at Nihon Kohden America
Working Conditions
Schedule: The regular hours for this full-time position are 8:00 a.m. to 5:00 p.m., Monday–Friday, unless otherwise stated by the department manager. Holiday, weekend, and evening work hours may be required. Regular hours may vary due to the needs of the organization or department and are subject to change at any time at the Company’s discretion.
Physical: Generally may require some reaching, bending, stooping, squatting, crawling, kneeling, pushing, pulling, lifting, carrying up to 25 pounds, finger dexterity, repetitive motions, standing, walking, sitting, hearing, visual acuity, color vision. More specific details may be provided as needed or requested.
Travel: Approximately 80%
Location: Must reside in assigned territory of Ohio
Access to Customer Sites: It is an essential function of this position to perform duties in healthcare facilities, and to achieve the necessary vendor credentialing. As part of this process, it is typically required to provide proof of vaccinations (including COVID-19), and related personal medical information, and to comply with other criteria as needed to be able to work at customer sites. Typical vendor credentialing expenses will be paid/reimbursed by the Company.
Nihon Kohden America is committed to maintaining a professional and respectful workplace free from discrimination, harassment, and retaliation and welcomes all qualified candidates to apply. Employment decisions are based on qualifications, experience, and business needs, without regard to legally protected characteristics. This policy applies to all employment actions, including recruitment, hiring, promotion, compensation, training, and other workplace practices.
Nihon Kohden America complies with all applicable federal, state, and local laws regarding equal employment opportunity. Employees and applicants will not be subject to harassment or retaliation for asserting their legal rights. Questions or concerns regarding this policy may be directed to Human Resources at [email protected].
Skills Required
- Associate degree in business, marketing, or related discipline (or equivalent experience)
- Valid driver's license
- 6+ years of experience in medical sales
- Experience selling capital equipment into hospitals
- Knowledge of medical equipment products and competitive conditions
- Knowledge of hospital operations, buying processes, and clinical and financial goals
- Knowledge of sales and marketing techniques and principles
- Proficient with standard computer applications on a laptop
- Strong interpersonal, presentation, and verbal/written English communication skills
- Ability to work independently and collaboratively in a team environment
- Willingness and ability to travel approximately 80% of the time
- Must reside in the assigned territory of Ohio
- Ability to lift/carry up to 25 pounds and perform physical tasks as described
- Ability to obtain vendor credentialing and provide proof of vaccinations (including COVID-19) and related medical information
What We Do
Different Thinking for Better Healthcare Nihon Kohden America is a global leader and fast-growing manufacturer of instrumentation for Patient Monitoring, Sleep Assessment, Neurology and Cardiology. Our relentless dedication to quality, customer support with heart, and employee development are what makes us unique. Quality beats at the heart of everything we do at Nihon Kohden. This is reflected in our reliable products, unmatched customer service and exclusive consultative approach. Our innovations are methodically researched and developed specifically to address the real-world needs of healthcare professionals and their patients. We are able to develop industry-changing innovations because – as an organization built and staffed by healthcare professionals – we understand the needs of healthcare professionals like few others do. Our accomplishments are due to our employees. They are our most valued resource—our heroes—and we are always looking for the best and brightest to join our team! We offer competitive compensation, robust benefits packages and a strong emphasis on employee development. We have achieved double-digit growth over the past decade by fostering a highly collaborative work environment and providing ample opportunity for career growth.
