Account Executive, Portfolio Manager - West

Job SummaryThe Account Executive, Portfolio Manager is responsible for developing and maintaining relationships with key decision makers that lead to future business opportunities. The position will be focused on Acute Hospitals and IDN’s. The position increases profitability and expands existing accounts by selling Fresenius Kabi Infusion Therapy products and extending relationships into new areas with new accounts. Interacts with Contract Marketing, Marketing, Technical Service, and Customer Service.
The territory will cover the following states: CA, NV, AZ, NM, TX, CO, UT, WY, MT, AK, HI, WA, OR
The ideal candidate will live in: Seattle, Portland, Salt Lake City, Houston, Denver, Phoenix, Northern California or Southern California
Salary Range: $100,000 – $120,000 per year base, plus this position is eligible for the Sales IV Therapy compensation plan with an annual target of $75,000. This position is also eligible for a company vehicle. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

• Responsible for achieving territory sales quota for assigned Fresenius Kabi Infusion Delivery product line with a focus on Portfolio Contracting, IV solutions, Drug Delivery, dedicated and nondedicated IV sets.
• Maintains a high level of technical and commercial competence on relevant products, technologies, and services. Quickly demonstrate expertise and establish credibility with clinical and executive decision makers.
• Utilizes a consultative process and value-based selling technique to address specific customer needs.
• Demonstrates clinical understanding of the strengths and weaknesses of the competing products in the market and strategically positions Fresenius Kabi’s offering against them.
• Leads effective business discussions with economic buyers and high-level contacts in the account; Demonstrates the financial/clinical ROI of a solution.
• Demonstrates an in-depth knowledge of the assigned territory, customer base, contracts, competitive products, distribution models, etc.
• Develops a comprehensive territory-specific business plan that includes strategies and tactics aimed at achieving quarterly sales goals.
• Identifies and develops new business opportunities within assigned territory.
• Plans, prospects, prioritizes, monitors, and forecasts sales opportunities on a systematic basis.
• Participates in product implementation of all Infusion Therapy products as requested.
• Supports the implementation/management of new accounts and willingness to travel outside of assigned territory when called upon to help manage corporate objectives.
• Develops strategic customer relationships to drive the purchase of Fresenius Kabi products; maintains a high level of customer satisfaction.
• Communicates with managers and aligns sales efforts with company and regional targets.
• Demonstrates a total account management perspective with each customer, leverages resources appropriately, and accurately articulates the value proposition for the customer.
• Understands and effectively communicates market dynamics and healthcare trends.
• Completes all training requirements, including all department-specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.
• All employees are responsible for ensuring the compliance to company documents, programs and activities related to the Health, Safety, Environment, Energy, and Quality Management Systems, as per your roles and responsibilities.

Requirements

• Bachelor’s degree required.  Masters or advanced degree preferred.
• 8+ years of related experience in the healthcare industry; medical sales experience highly preferred.
• Strong business acumen and excellent negotiation, communication, business planning and sales strategy development traits are paramount.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills accompanied with outstanding selling and presentation skills.
• Effective communication (verbal and written) and interpersonal skills.
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
• Ability to travel frequently by car, public transportation (i.e., airline travel) as needed to meet business needs.  Must have a valid driver’s license.
• Travel requirement of more than 50% (overnight travel will vary depending on the assigned territory).  Ability to travel within designated geography and occasionally outside of own geography. 
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.