Sales, Strategic Account Manager - RespirTech (Central US)

Job Title

Sales, Strategic Account Manager - RespirTech (Central US)

Job Description

North American Account Manager, Strategic Accounts - RespirTech

RespirTech North American Account Manager’s (NAM) primary responsibility is driving capital sales of the InCourage airway clearance therapy medical device to Hospitals and VA’s.  The NAM will also work to increase utilization of Clear Chest vest disposables within assigned Key Accounts.  The NAM manages relationships for accounts assigned in the Central/Western half of the country calling on Supply Chain, Respiratory Therapists, Physicians and C-Suite.  Additional responsibilities may include management of a few very select DME relationships and GPO contracting.

Your role: 

• New business development of capital sales within hospital and VA health systems managing the entire process from identification of opportunity, in-servicing respiratory departments, price negotiations and purchase order management.   
• Increase utilization of InCourage vest and associated Clear Chest product with current customers through sales presentations, product in-services and building customer relationships with Respiratory therapists, physicians and potentially C-Suite.
• Manage the process to get on contract with identified GPO’s and contracted with select DME’s.   After contracting, drive business from GPO affiliates and/or DME.
• Employ a hunter mentality to create new capital sales opportunities, effectively educate on the clinical benefits of the InCourage vest versus competitive options, overcome objections, negotiate pricing and deliver on purchase agreements through supply chain.
• Analyze data to effectively target priority healthcare teams and create strategic selling plans.  Maintain good records on pipeline management and act with a sense of urgency.  Effectively manage time and decision making of in-person and virtual calls with healthcare teams.
• Collaborate well with RespirTech internal operations partners for RFP’s, contracting and purchase agreements.

 You're the right fit if:

• You’ve acquired 5+ years of successful medical capital (required) and disposable sales experience in the hospital environment.
• Preferred experience:
  • Directly in the Respiratory field in the Central/Western half of the US
  • Selling capital into the VA
  • GPO contracting
• Your able to:
  • Travel in the field 50+ % (including overnights).
  • Build new business from the ground up and maintain strong customer relationships.
• You have a Bachelor's or Master's Degree.
• You must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this Sales position.
• You’re an excellent communicator, both written and verbal, and have the ability to work independently.

How we work together

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. Onsite roles require full-time presence in the company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

This is a field role.

About Philips

We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help improve the lives of others.

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Philips Transparency Details

Total Target Earnings is composed of base salary + target incentive. At 85% to 120% performance achievement, the Target Earning potential is $170,450 to $197,400 annually, plus company fleet/car.  Total compensation may be higher or lower dependent upon individual performance. 

Target Earnings pay is only one component