Cantel Medical

  • Account Manager

    Location US-FL-Miami
    Job ID
    2018-3973
    # Positions
    1
    Category
    Sales
    Company
    Cantel ENDO
  • Company Overview

    The MEDIVATORS endoscopy product portfolio includes procedural disposables and endoscope reprocessing systems.  Certain devices used during an endoscopy procedure are very difficult to clean and disinfect, like water bottles and endoscope valves, creating very real patient safety concerns.  The MEDIVATORS line of disposable infection control products like irrigation tubing and single-use valves eliminate the need for very difficult manual cleaning and disinfection thus reducing infection risk and increasing patient safety. 

     

     

    MEDIVATORS also offers the most comprehensive line of endoscope reprocessing products including detergents, disinfectants, automated reprocessors and verification systems. All of MEDIVATORS reprocessors and disinfectants are 510(k) cleared by the FDA and carry the appropriate CE Mark.  MEDIVATORS is the leader in endoscope reprocessing with the largest number of reprocessors in-use worldwide.

    Job Overview

    Manage sales activities in a specific geographic area. Plan, organizes, and implements sales programs designed to increase sales. Works collaboratively with Sales POD partners.

    Main Responsibilities

    • Direct the day-to-day field sales responsibilities for Medivators within a specific designated geographic territory.
    • Penetration of new accounts within geographic territory where Medivators does not have a presence. Cultivation of, and maximize business through existing accounts by executing consultative/educative sales process. Representation of entire breadth of Medivators product line. Maintain thorough understanding of proper ordering patterns within the acute care setting for all existing business.
    • Work in partnership with Medivators Capital Specialists within assigned territory (POD) to achieve penetration growth in Medivators Capital/Reprocessing products. Strategize with Capital Specialist partner to introduce comprehensive product programs to new and existing customers.
    • Develop consultative relationships with new and existing account base to actively manage their infection control practices as they apply to endoscopic practice. Consistently in-service staff regarding infection control practices as they apply to endoscopic procedures, and any areas where Medivators may demonstrate growth in the future.
    • Attain monthly, quarterly and annual sales quotas.
    • Travel as necessary within specific geographic territory to optimize Medivators product exposure and penetration. Travel is part of the job function and must be performed in an efficient and cost-effective manner. Travel should be in conjunction with established call activity, account management functions, achieving current sales objectives and developing new opportunities for Medivators.
    • Maintain all correspondence for each account managed in territory utilizing sales tools such as Salesforce.com appropriately.
    • On-going market research for products or services and observations including information on competitive landscape, shifts in industry focus and trends in the medical environment that might enhance Medivators product offering.\
    • Participation in planning and implementing the marketing and sales strategy.
    • Participation with Director of Sales on annual sales forecast, business plan development, and all established or opportunity mechanisms for increasing revenue within territory.\
    • Interact with other departments in the organization to ensure proper handling of customer requirements. This includes but is not limited to Sales Leadership Team, Inside Sales, Marketing, Operations, Technical and Customer Service.\
    • Maintain open communication with Inside Sales Team. Price quotes, mailers and samples will be performed and issued through assigned personnel.
    • Troubleshoot and evaluate all product reliability issues in assigned territory. Product issues must be reported to a Technical Service Representative and Marketing Director for rapid response initiation.

    Qualifications

    Bachelor’s degree required. Must have excellent interpersonal written and verbal communication skills. Must be able to travel a minimum of 50%. 2 – 5
    years sales experience with business-to-business sales or equivalent experience required. Medical device sales highly preferred.

     

    LEVELS:
    Typically, an Account Manager is hired as an Account Manager I and then promoted to higher levels (II – V) based on:

    • Tenure in position
    • Consistent quota achievement
    • Meeting or exceeding both performance and behavioral expectations of Account Manager role
    • Have approval from Sr. Management

    Refer to current Account Manager Compensation Plan for additional information on Account Manager levels.

     

    IDEAL CANDIDATE PROFILE:
    Personal Characteristics:

    • Exhibits a high energy level; demonstrates a positive outlook
    • Looks for and takes advantage of sales opportunities
    • Plans effectively and uses time well
    • Is persuasive and resilient in overcoming objections
    • Exhibits sound and accurate judgment; includes appropriate people in decision making process
    • Is an effective communicator of selling approaches, processes and product information

    Personal Principles:

    • Achieves established goals; driven to succeed
    • Takes responsibility for own actions
    • Works to do what’s right; trustworthy, open and honest
    • Demonstrates a fiscally-responsible approach to running territory or region

     

    Customer Service Attributes:

    • Displays courtesy and sensitivity in resolving difficult or emotional customer situations
    • Exhibits good listening and comprehension skills; expresses ideas and thoughts in written and verbal form effectively
    • Strives for ‘win-win’ solutions to problems/opportunities

     

    Teamwork Attributes:

    • Asks for help when needed
    • Listens to and values feedback; shares opinions with team members
    • Participates actively and enthusiastically in team/group discussions
    • Respectful of, and actively solicits, team member opinions
    • Works in a collaborative and inclusive fashion

    #CB

    Minimum Qualifications

    Cantel Medical company is an Equal Employment Opportunity/Affirmative Employer. Women, minorities, veterans, and individuals with disabilities as well as other qualified individuals are encouraged to apply. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin or other protected class status.

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