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Key Account Manager- Central

Americas, USA, Minneapolis, Minnesota
Application deadline

Position Overview:

The Essity Health and Medical Solutions (BSN Medical team), is currently searching for a Key Account Manager (Orthopedic Business Solutions- OBS) supporting our Central region. The ideal candidate should be based out of Minnesota, Iowa, Missouri, Eastern Kansas, Nebraska, North Dakota or South Dakota.

The Key Account Manager, is an experienced sales person who has a strong drive for results and excellent ability to identify business opportunities and maximize business impact. This position includes managing a regional customer base of established business as well as growing regional revenue to an established growth goal. OBS product responsibility includes representing and providing expertise in Compression Solutions DVT products, financial solutions products which include Stock and Bill, and DME Billing Management programs.  This position works closely with a network of 1099’s across the sales region to lead in driving revenue growth within the Compression Solutions portfolio.

Roles and Responsibilities:

  • Develop and implement strategies to maximize regional growth across the OBS portfolio including analyzing key sales and marketing data to determine the key opportunities in the territory;
  • Manage specific 1099 reps and distributor relationships’ regional network;
  • Formulate and deliver training program to assure all regional TBMs have the necessary skills to identify and accurately target prospects to achieve a robust sales pipeline of OBS opportunities;
  • Provide market intelligence to sales and marketing leadership to understand current trends, competition, and future direction of OBS offerings;
  • Understand and deliver financial business models (proformas) for prospective customers. Conduct the necessary “go/no-go” analysis and make recommendations to management for new business opportunities;
  • Consistent utilization and updates of the system;
  • Growth and maintain regional OBS opportunity pipeline to 5x targeted quota;
  • Ability to work proficiently orthopedic clinic and hospital landscape;
  • Excellent Written and Oral Communication Skills. Presentation Skills with a wide array of clinical, financial, and executive management audiences;
  • Ability to understand clinical terminology, application, and apply to regular customer interactions (hospital and clinic personnel);
  • Increase overall sales volume of OBS in assigned regional geography by implementing sales plans and marketing programs;
  • Facilitate and lead customer presentations on OBS with a goal of obtaining new customers;
  • Work with Management to analyze TBM territory opportunities, targeting, and deal flow/prioritization;
  • Communicate progress on regional opportunities across the regional sales teams, share best practices, develop/deliver ongoing training programs to attain TBM proficiency in the billing space;
  • Work in conjunction with various BSN sales teams to maximize business development within the assigned territory.

Minimum Qualifications:

  • Bachelor's degree and/or five plus (5+) years experience in Account Management role in the Healthcare Industry;
  • Five plus (5+) years of successful medical device sales with demonstrable track record of exceeding goals in order to acquire strategic sales skills, become familiar with the industry, and manage time and assigned territory;
  • Five plus (5+) years of Account Management or selling at the account level;
  • Valid US Driver’s License required;
  • Proven track record of leading the sales process for large account opportunities including prospecting, negotiating and closure;
  • Demonstrated ability to seek out, identify, qualify and capture revenue opportunities to achieve short-and long-term strategic goals;
  • Experience calling on Hospitals and Orthopedic Clinics;
  • Proven effective training and teaching skills;
  • Demonstrated expertise in growing sustainable business in terms of volume and revenue;
  • Managing or understanding of a 1099 network environment;
  • Qualified candidates should have at least three years of prior medical device sales experience;
  • Experience calling on Hospitals and Orthopedic Clinics;
  • Proven effective training and teaching skills;
  • Strong working knowledge of Microsoft Office and CRM Systems;
  • TRAVEL: Ability and willingness to travel up to 70% to domestic locations.

Additional Information

Essity is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, status as a protected veteran, among other things, or status as a qualified individual with disability.  EEO Employer M/F/Vet/Disabled.

Search Firm Representatives,Please Read Carefully: Essity does not accept unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or e-mails. All resumes submitted by search firms to Essity via e-mail, the Internet, or in any form and/or method without a valid written search agreement in place for the subject position will be deemed the sole property of Essity. No fee will be paid in the event the candidate is hired by Essityas a result of the referral or through other means.

Essity at a glance

Essity is a leading global hygiene and health company that develops, produces and sells Personal Care (Baby Care, Feminine Care, Incontinence Products and Medical Solutions), Consumer Tissue and Professional Hygiene products and solutions. Our vision is; Dedicated to improving well-being through leading hygiene and health solutions. Sales are conducted in approximately 150 countries under many strong brands, including the leading global brands TENA and Tork, and other brands, such as Leukoplast, Libero, Libresse, Lotus, Nosotras, Saba, Tempo, Vinda and Zewa. Essity has about 48,000 employees and net sales in 2016 amounted to approximately SEK 101bn (EUR 10.7bn). The business operations are based on a sustainable business model with focus on value creation for people and nature. The company has its headquarters in Stockholm, Sweden, and is listed on Nasdaq Stockholm. Essity used to be part of the SCA Group. More information at