Cantel Medical

  • Medical National Account Manager

    Location US-NY-Rush
    Job ID
    2018-4044
    # Positions
    1
    Category
    Sales
    Company
    Cantel Healthcare Disposables
  • Company Overview

    At Cantel, preventing infection is our business. We are dedicated to delivering high-quality, innovative solutions that help our customers improve patient care. Choosing a career with Cantel means joining a company that’s driven by an entrepreneurial spirit and the passion to shape the future of infection prevention. If you want to be inspired by your work and have a hand in shaping the future of infection prevention, we want to meet you. Come and see why people love working here.

     

    Cantel is a leading global company dedicated to delivering innovative infection prevention products and services for patients, caregivers, and other healthcare providers which improve outcomes, enhance safety and help save lives.  Our products include specialized medical device reprocessing systems for endoscopy and renal dialysis, advanced water purification equipment, sterilants, disinfectants and cleaners, sterility assurance monitoring products for hospitals and dental clinics, disposable infection control products primarily for dental and GI endoscopy markets, dialysate concentrates, hollow fiber membrane filtration and separation products. Additionally, we provide technical service for our products. Cantel medical is a leading provider of infection prevention products and services in the healthcare market, specializing in the following operating units:

     

    ENDOSCOPY

    Endoscopy procedure disposables include single-use valves and irrigation tubing. Medical device reprocessing systems, disinfectants, detergents and other supplies are used to disinfect high-level endoscopes. This segment is operated through MEDIVATORS.

     

    WATER PURIFICATION AND FILTRATION

    Water purification systems for dialysis facilities, including hemodialysis dialyzer and reprocessing systems, as well as sterilants and filtration products. This segment is operated through Mar Cor Purification, Inc. and MEDIVATORS.

     

    HEALTHCARE DISPOSABLES

    Single-use, infection prevention products used primarily in the dental market including face masks, sterilization pouches, towels and bibs, tray covers, saliva ejectors, germicidal wipes, plastic cups and disinfectants. This segment is operated through Crosstex International, Inc.

    Job Overview

    The National Account Manager (NAM) is responsible for driving incremental sales and market share growth through direct selling efforts within large, national and multi-regional Health Care Distributors while supporting corporate efforts Ambulatory Surgery Center (ASC’s) groups by creating strategic dialogue with high level decision makers/ influencers within targeted accounts. This position will also have responsibility for managing highly visible corporate OEM customers. The NAM will also be responsible to develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals internally and externally.

    Qualified candidates will need to show a successful commercial track record of managing people processes and projects in Health Care sales. Qualified candidates will also need to show a successful commercial track record in successfully managing Healthcare Distribution, and national ASC opportunities and possess the ability to lead opportunities to successful closure.

    Main Responsibilities

    • Drives Sales Results - Meets or exceeds organizational key performance indicators, sales targets and quotas for assigned accounts; monitors account performance and redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness; works with large national distribution accounts, including national ASC groups at highest levels needed; finds ways to leverage current footprint in targeted accounts for higher level access to decision makers; makes tough, pragmatic decisions when necessary.
    • Builds High-Level Strategic Customer Relationships –Excels at building customer loyalty and multiple relationships within the highest levels (Regional Managers, Directors and above) of key functional areas in customer organizations; identifies strategic business opportunities within Distribution and national ASC groups; establishes effective relationships with key customer representatives and employees externally and internally; Creates strategic dialogue with high level decision makers/ influencers within targeted accounts to position Crosstex as a complete solution for the customers within Supply Chain industry through industry groups such as HIDA, etc. to open doors with key decision makers; puts a high priority on both customer and Company interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve competitive advantage.
    • Plans, Organizes and Administers National Account Selling Efforts - Translates business strategies into clear objectives and tactics; collaborates and manages cross-functional sales and marketing effectively; creates realistic plans taking into account strategic pricing, budget constraints, and plans, prepares and follows up on sales forecasts, budgets; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for communication across cross-functional teams and getting work done.
    • Demonstrates Leadership/Collaborates With Others - Works closely with internal Crosstex personnel to develop contract proposals and contracts, implement those contracts, and develop timely responses to all national bid opportunities in; provides corporate selling consultation and coaching to field personal managers on national accounts when appropriate; acts as liaison between key customer contacts and other functions in the organization including Marketing, Customer Service, Logistics and Regulatory groups in order to develop appropriate product support, and pricing; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible.
    • Shapes Sales Strategy – Develops and implements sales plans and strategies for assigned accounts consistent with the company’s sales policies and sales service capacities through a deep understanding of the market; adapts sales channels as markets change; considers both national and local trends/ opportunities when establishing sales strategies; identifies creative opportunities to maintain the organization’s competitive edge; consistently monitors pricing strategy relative to market value of products and services; shapes decision making within the company through personal drive supported by strong logic and facts. Educate and negotiate internally to ensure that deliverables to national accounts are consistent with the customer’s needs while balancing the needs of the company.  Act as main point of contact on escalated issue resolution

    Qualifications

    • BA or BS degree, Master’s degree in Business Management or equivalent experience preferred
    • 5+ years of successful medical sales
    • 5+ years medical national accounts experience calling on National Distribution, GPO’s and IDN’s
    • Willingness and ability to travel, including overnight 40% - 65%
    • Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint) and CRM databases

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