Senior Key Account Representative

Position Overview: 

The (S)Key Account Sales/Development Representative II is an external (outside) sales position responsible for calling on targeted leads, selling, and establishing/maintaining relationships with Key Health Care Providers (HCPs) and systems within their assigned territory. This role involves planning and executing both tactical and strategic sales activities, with the ability to lead teams and make decisions autonomously while aligning with management's strategic objectives.

 Essential Job Functions

• Responsible for planning and executing tactical activities with some level of strategic responsibilities.
• Ensures all expected results are timely, efficient, and of high quality.
• Demonstrates full understanding of territory management skills, including strategic planning in an autonomous manner, with appropriate oversight from management.
• Achieves quarterly and annual sales goals, including sales to new clients and upgrades within assigned geography, expanding the footprint with key accounts.
• Acquires new hospitals, health systems, and large group practices.
• May take on a leadership role within the team, guiding junior members or leading initiatives.
• Achieves quarterly and annual sales goals as outlined in the Plan of Action (POA) by management.
• Establishes and maintains relationships with at least 5 Key Account Systems within the assigned geography.
• Develops quarterly sales plans with the manager to align with the POA.
• Manages client relationships to build an excellent reputation for service, addressing issues quickly and efficiently.
• Engages in at least 6 in-person calls with decision-makers per day, which may include C-Suite executives or other key stakeholders.
• Expands Health Monitor’s market share by generating new business opportunities within the territory.
• Schedules advance working appointments to ensure full territory coverage.
• Manages administrative responsibilities, including submitting sales orders through NetSuite and handling expenses and mileage reimbursement via Concur.
• Supports ancillary duties necessary to assist with post-sale processes, such as updating content within existing HCP networks.
• Collaborates with regional team service counterparts, including Ambassadors and Field Service Technicians, to ensure client satisfaction and smooth operations.
• Performs other duties as assigned by management.
• 50% travel required; role may also involve remote work and home office tasks during non-travel periods.
• Responsible for planning and executing tactical activities with some level of strategic responsibilities.
• Ensures all expected results are timely, efficient, and of high quality.
• Demonstrates full understanding of territory management skills, including strategic planning in an autonomous manner, with appropriate oversight from management.
• Achieves quarterly and annual sales goals, including sales to new clients and upgrades within assigned geography, expanding the footprint with key accounts.
• Acquires new hospitals, health systems, and large group practices.
• May take on a leadership role within the team, guiding junior members or leading initiatives.
• Achieves quarterly and annual sales goals as outlined in the Plan of Action (POA) by management.
• Establishes and maintains relationships with at least 5 Key Account Systems within the assigned geography.
• Develops quarterly sales plans with the manager to align with the POA.
• Manages client relationships to build an excellent reputation for service, addressing issues quickly and efficiently.
• Engages in at least 6 in-person calls with decision-makers per day, which may include C-Suite executives or other key stakeholders.
• Expands Health Monitor’s market share by generating new business opportunities within the territory.
• Schedules advance working appointments to ensure full territory coverage.
• Manages administrative responsibilities, including submitting sales orders through NetSuite and handling expenses and mileage reimbursement via Concur.
• Supports ancillary duties necessary to assist with post-sale processes, such as updating content within existing HCP networks.
• Collaborates with regional team service counterparts, including Ambassadors and Field Service Technicians, to ensure client satisfaction and smooth operations.
• Performs other duties as assigned by management.
• 50% travel required; role may also involve remote work and home office tasks during non-travel periods.

Key Performance Indicators (KPIs)
 

• Achievement of quarterly and annual sales targets.
• Successful acquisition and retention of new clients (hospitals, systems, large group practices).
• Client satisfaction and retention metrics.
• Leadership performance, if applicable (team guidance, project management).
• Efficiency in managing administrative tasks (timely and accurate submissions).

 Qualifications:

• Bachelor’s degree or equivalent sales experience required.
• 5 years of B2B, medical/dental device, or pharmaceutical sales experience.
• Proven ability to interface with clients professionally and adapt communication style to suit the audience (HCPs, C-Suite executives, etc.).
• Territory management experience, including the ability to strategically assign, scale, and optimize customer coverage.
• In-depth knowledge of HCP networks, group practices, and health systems within the region.
• Strong product knowledge of the Point of Care space, with the ability to train and educate both clients and new hires on products.
• Executive presence: confidence in presenting, listening, delegating, and making decisions that benefit the company while addressing customer needs.
• Strong business acumen with an understanding of products, services, and the full sales cycle. Excellent storytelling skills to engage clients and close sales.
• Proven track record of meeting and exceeding sales quotas, with quantifiable sales accomplishments.
• Excellent interpersonal skills, including active listening, written communication, and facilitation.
• Strong presentation skills, capable of building and delivering high-level presentations for group practices and healthcare systems.
• Proficient in Microsoft Word, Excel, and PowerPoint, with the ability to create and present professional decks to stakeholders and C-Suite executives.
• Technical proficiency in CRM and ERP systems like NetSuite and Concur for managing sales orders and expenses.
• Must have high-speed internet access for remote work and administrative tasks.
• Ability to stay updated on market trends and product developments to effectively position Health Monitor’s products.
• Adaptability and problem-solving skills in a fast-paced, dynamic sales environment.