Senior Account Manager IV Therapy - Mid-Atlantic

Fresenius - Warrendale, PA

Full-time - Mid Level

Warrendale, PA

Ambulatory Health Care Services

About the position

The Senior Account Manager for Infusion Delivery Solutions at Fresenius Kabi is responsible for developing and maintaining relationships with key decision-makers in Acute Hospitals and Integrated Delivery Networks (IDNs) to drive sales of infusion delivery products. This role focuses on increasing profitability and expanding existing accounts while also identifying new business opportunities within the Mid-Atlantic territory, which includes Pennsylvania, Maryland, Washington, D.C., and Delaware.

Responsibilities

• Achieve territory sales quota for assigned Fresenius Kabi Infusion Delivery product line.
• Maintain a high level of technical and commercial competence on relevant products, technologies, and services.
• Utilize a consultative process and value-based selling technique to address specific customer needs.
• Know the strengths and weaknesses of competing products and position Fresenius Kabi's offerings accordingly.
• Demonstrate the clinical/financial ROI of a solution and lead effective business discussions with economic buyers.
• Develop a comprehensive territory-specific business plan to achieve quarterly sales goals.
• Plan, prospect, prioritize, monitor, and forecast sales opportunities systematically.
• Participate in product implementation of all Infusion Delivery Solution products as requested.
• Assist in the implementation/management of new accounts and travel outside of own territory when needed.
• Develop strategic customer relationships throughout the hospital to drive product purchases.
• Communicate with managers and align sales efforts with company and regional targets.
• Maintain a high level of customer satisfaction and approach each customer with a total account management perspective.

Requirements

• Bachelor's degree required; master's or advanced degree preferred.
• 5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred.
• Strong business acumen and excellent negotiation, communication, business planning, and sales strategy development traits.
• Demonstrated success in a consultative selling role.
• Solid influencing skills 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 - Air/Auto, typically requires travel more than 50% of the time.

Nice-to-haves

• Experience in healthcare sales with a focus on infusion delivery solutions.
• Knowledge of market dynamics and healthcare trends.

Benefits

• Medical, dental, and vision coverage
• Life insurance
• Disability insurance
• 401K with company match
• Wellness program