Position Summary
The Key Accounts Executive (KAE) secures, maintains, and expands relationships with all healthcare customers/prospects. Assigned to a specific US territory and key accounts, the KAE is responsible for achieving a sales quota and driving incremental revenue for the company. The KAE leads the customer/prospect account planning cycle and ensures all customers, and prospective customer’s needs and expectations are met by the company. The KAE must have a proven track record of exceeding revenue targets, a history of prospecting, building new and growing existing accounts, and developing and fostering business relationships in the Oncology medical community.
Primary Duties & Responsibilities
- Builds new business and professional relationships in assigned territory and key accounts, including C-Suite and all key decision makers that result in new sales.
- Leads company’s strategic objectives and account planning process for accounts to include revenue targets and performance objectives regarding installation and clinical adoption of company product(s).
- Applies best practices of selling Software as a Service (SaaS) for Oncology, disease prevention programs or related fields.
- Proactively assesses, clarifies, and validates customer/prospective customer needs on an ongoing basis.
- Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations.
- Provides customer feedback for product development representing the voice of the customer as needed.
- Uses market expertise to ask the right open-ended questions that foster targeted solutions and long-term relationship.
- High level of customer meeting preparation to achieve desired outcomes by creating a clear game plan and by applying facilitation techniques to manage time and stakeholders in a virtual and in-person environment.
- Manages the entire sales process, from lead to close using the ImpediMed CLIF process in CRM.
- Demonstrates excellence in the execution of the objection-handling tactics as established and reviewed together regularly with Sales management.
- Demonstrates true patient compassion.
- Attends state, regional, and national trade shows as needed.
- Performs other related duties as assigned.
Performance Measurements
- Meets monthly, quarterly, and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory and key accounts.
- Meets established targets for prospecting new leads, growing existing accounts, and implementation with appropriate documentation in CRM.
- Performs SOZO demonstrations for all new potential customers.
- Maintains established customer renewal rates and grows customer business by defined targets.
- Meets and maintains company expectations for average sales pricing and profitability.
- Provides quarterly business plan with weekly updates in CRM and populating account profile and Lymphedema Prevention Program fields throughout the ImpediMed CLIF sales process.
- Demonstrates CRM discipline in pipeline management by inputting account records and contact logs.
- Utilizes market data information in Power BI daily to support targeting additional stakeholders.
- Maintains high customer satisfaction ratings that meet company standards.
Typical Knowledge, Skills, & Abilities:
- Ability to establish and grow relationships with high level executives, physician leaders and practice administrators, positioning themselves as a trusted advisor.
- Demonstrated ability selling SaaS solutions into hospital systems, hospitals, clinics, or other medical settings.
- Outstanding project management skills to effectively move opportunities from initial meeting, through the CLIF sales process to a successful close.
- Strong aptitude for scientific learning.
- Strong sales experience and relationships with surgeons, medical directors, and C-Suite, bringing with them their own verifiable Book of Business.
- Outstanding consultative and networking capabilities, with all levels, including C-Suite.
- Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.
- Advanced communication skills, both verbal and written.
- Solid understanding of SaaS (software as a service) including SaaS business modeling, and revenue streams.
- Ability to deliver impactful presentations that deliver solutions (SaaS) to customer problems.
- Knowledge of solution presenting vs. feature presenting.
- High level of preparation to manage and support the virtual and in person environment.
- Ability to project professionalism and credibility; build rapport quickly in a virtual environment.
- Proficient in virtual sales demonstrations/presentations with video camera turned on to build stronger customer relationships.
- Ability to use technology effectively. Can diagnose technically problems, while remaining professional. Instils calm and confidence so customer will stay engaged.
- Advanced negotiation and problem-solving skills.
- Accomplished in lead generation, prospecting activities, pipeline building and daily input into CRM.
- Strong organization and planning skills with an attention to detail and accuracy.
- Self-motivated to succeed and understand that every “no” brings you closer to the "yes".
- Must understand, follow, and comply with regulatory requirements as applicable to various processes. An understanding of FDA Quality System Regulations and ISO Standards (ISO 13485) is required.
- Must possess a thorough understanding of work-related standards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international.
Education and Experience Requirements
- A Bachelor’s degree in Business or related field is preferred.
- Minimum of five years of proven successful work experience in B2B healthcare sales (device, connected device, biotech).
- Proven track record of success, demonstrating and presenting and closing subscription sales.
- Demonstrated proficiency with MS Office Suite (Excel, Word, Outlook, PowerPoint) and CRM applications.
- Understanding of Oncology and disease prevention or related disciplines preferred.
Work Environment & Physical Requirements
- Travel: This position requires travel up to 50% within assigned territory. This position will be assigned the Northwest Territory, which will encompass Northern CA, OR, WA, NV, ID, and MT.
- Remote: This position is a remote home-based position. Position requires a dedicated home office work space and stable internet connection.
- Physical Demand: Moderate physical effort. For example, standing, bending, or stooping for extended periods, operating light office equipment, e.g., personal computer, copier etc. The employee must be able to occasionally lift and/or move up to 50 pounds of equipment.
- Mental Demand: Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work.
This position may require access to patient Protected Health Information (PHI) and may also involve access to electronic Protected Health Information (ePHI). Those in this position are required to comply with all final regulations including the Health Insurance Portability and Accountability Act of 1996 (HIPAA).
What We Offer:
- Life at ImpediMed - It is fast, it is fun, it is evolving, it is growing, and it is filled with smart, passionate, diverse, friendly people who want to make a difference in healthcare.
- Total Rewards - At ImpediMed, we are strongly committed to our employees--their well-being, development, rewards, and recognition opportunities. One way we demonstrate this commitment is by offering a compensation package that benchmarks base pay to the 50th percentile to other companies in our industry to ensure our Total Rewards package is competitive and valuable to employees. Individual total compensation will vary based on factors such as qualifications, level, competencies, and work location. In addition to a base salary, this position is eligible for commission and benefits. The salary range for this role is $125k - 135k.
- Benefits - We offer full healthcare benefits including Medical PPO Plan, Dental Plan, Vision Plan; 401(k) with employer match. Basic Life, AD&D, STD/LTD, Employee Assistance Program (EAP) and employee discount programs.
Equal Opportunity Employment
As part of our commitment to providing equal employment opportunities, we take steps to ensure that all qualified applicants are treated fairly. To that end, our decisions around recruitment, hiring, assignment, promotion, compensation, and other personnel factors are made and administered without regard to race, color, religion, genetic information, national origin, sexual orientation, gender identity, gender expression, pregnancy, childbirth or related medical conditions, age, disability, citizenship status, uniform service member status, or any other protected class under federal, state or local law.
If you have a disability that requires accommodations in order to complete the application process, please contact us at employment@impedimed.com or (760) 585-2100.
