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Corporate Account Associate

Company: Coagusense Inc.
Location: Fremont
Posted on: May 15, 2022

Job Description:

SUMMARY Reporting to the Corporate Account Director, this position is responsible for establishing and achieving sales goals and objectives for distribution sales and lead generation in support of the Company's overall strategic plan. The position is focused on increasing our brand awareness and presence with every distributor with emphasis on increasing annual sales across all product lines, which include hospital systems, physician offices, regional alliances and group purchasing organizations. As well as tactical and strategic development of CSI sales opportunities, working closely with each CSI RD, distribution partners and CSI support teams. ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Identify regional account sales opportunities through our distribution partners and capitalize on them. Targets include individual hospitals, regional/enterprise IDNs and associated physician offices covered under national GPO/health system contracts as well as hospitals, IDNs and associated physician offices covered under regional health system contracts.
  • Grow all opportunities across the US, across all markets by working a top down distribution focus with key distribution sales teams to develop and grow the relationships with the key departments and administration necessary to generate new sales opportunities.
  • Meet established sales goals and objectives for the country, while maintaining expenses within budget.
  • Establish, develop, and maintain the business relationships with key individuals at multiple levels within all distribution channels/partners across the US and regionally partnering with the CSI RD to involve them when needed. Coordinate the participation and involvement of regional field sales personnel and senior management in the business relationship.
  • Identify opportunities to expand and secure regional account business through contracts, programs, or other initiatives. Develop proposals, bids, pricing, programs, and contracts with support from CSI sales and marketing management. Negotiate customer agreements that are acceptable to the interests of the Company.
  • Conduct quarterly or semi-annual Business Reviews with each distributor at the senior level and also in each region
  • Plan and coordinate the activities of the CSI field sales team, the distributor field sales force, distributor corporate accounts and national accounts to support the development and implementation of regional account strategies for CSI. Ensure thorough and timely communication of all national and regional account programs, developments, and activities throughout the distributor teams within the region. Act as a resource to help train and develop the regional field teams to effectively represent CSI in targeted accounts.
  • Identify and resolve customer issues and sales related difficulties.
  • Monitor market, customer and competitor trends and advise management on methods to improve company competitiveness. Provide feedback to assist in the determination of optimal multi-hospital account strategies.
  • Support sales team success through active sharing of ideas, techniques, and approaches.
  • Implement sales and marketing programs as directed by Company management. Provide regular sales reports, forecasts, and other communication to sales management.
  • Maintain a superior level of knowledge of the applications related to Company products and of the business needs of multi-hospital organizations to assure effective representation in the marketplace.
  • Demonstrates commitment to the development, implementation and effectiveness of CSI's Quality Management System per ISO, FDA, and other applicable regulatory requirements.
  • Candidate will have a solid understanding of National/Regional/Local Distribution Partners, National Accounts, IDNs, physician offices and GPO's and be able to utilize those respective resources to drive new business growth.
  • Obtain certification within the Vendor Credentialing requirements by being in compliance with current immunizations, required training, background checks and competency assessments.
  • Perform other duties and projects as assigned. KEY ATTRIBUTES AND SUCCESS COMPETENCIES:
    • Organization Agility - Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the cultures of organizations ; understands the origin and reasoning behind key policies, practices, and procedures.
    • Informing - provides the information people need to know to do their jobs and to feel good about being a member of the team, unit and/or organization; is timely with information.
    • Problem Solving - uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis.
    • Customer Focus - Is dedicated to meeting expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvement in products and services; establishes and maintains effective relationships with customers and gains their trust and respect.
    • Business Acumen - Knows how business works; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition.
    • Negotiating - Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can both be direct and forceful as well as diplomatic; has a good sense of timing.
    • Team and Corporate Orientation - Ability to work in the interest of all of CSI, including both Professional and PST segments. Additionally, a successful individual will need to align and coordinate the activities for CSI at multiple levels; CSI RDs, Distributors, etc. Being able to consider the implications for these various areas and determining the best course of action will require the ability to understand complex situations and coordinate efforts across multiple organizational resources. QUALIFICATIONS Preferred educational background:
      • BA/BS in sales, marketing, business management or related coursework.
      • Additional training in medical product sales Preferred experiential background:
        • Three to five years of selling through local, regional, and national distribution channels at the field level
        • Three to five years of experience selling medical products to hospitals, physician offices and the post-acute market
        • Strong knowledge of sales methods and techniques in the diagnostics market.
        • Demonstrated strategic selling ability in large, complex accounts with the ability to sell from the top down and at the executive level All listed tasks and responsibilities are deemed as essential functions to this position, however, reasonable accommodations will be made if at all possible under business conditions. PI174252065

Keywords: Coagusense Inc., Fremont , Corporate Account Associate, Other , Fremont, California

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