Territory Account Manager

Job Summary

The Territory Account Manager is responsible for selling Masimo’s Acute Care product portfolio and developing strategic relationships with a variety of clinical leaders in targeted hospitals.  This position is a proactive member of the sales team that will facilitate securing new business and growing existing business in their assigned territory.

Duties & Responsibilities

• Utilize Masimo’s established sales process to convert competitive accounts to Masimo technology;


• Utilize CRM to track all opportunities and update on a weekly basis at a minimum;


• Conduct demonstrations (side by side) and evaluations (using ADC) for Masimo technologies;


• Conduct and assist clinical specialists with Physical Inventories as part of the sales process;


• Conduct Presentations that discuss Masimo’s value proposition;


• Drives capital products sales in assigned Masimo territory for:
  
  
  
  • Pulse CO-Oximetry
  
  
  • Rainbow
  
  
  • Patient Safety Net
  
  
  • Capnography
  
  
  • Brain Function Monitoring
  
  


• Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients outcomes of Masimo’s wireless Pulse CO-Oximetry and Floor Monitoring solutions;


• Drives to conclusion Masimo Sensor agreements for both new conversions and renewing existing accounts;


• Actively be able to articulate information in clinical studies regarding Masimo technologies;


• Collaborates with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provides critical information to marketing and upper management including market trends and competitive activity;


• Maintains high skill level in Strategic and Tactical selling skills;


• Organizes and conducts user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, and helps clinicians minimize the quantity of sentinel events on the floors;


• Collaborates with the Clinical Team to coordinate clinical evaluations of Masimo’s Rainbow SET Pulse CO-Oximetry technology to establish for vocal, credible clinical champions (VCCCs);


• Create and maintain CRM database of key account information including key account profiles with updates on:
  
  
  
  • current status and next steps in establishing targeted VCCCs
  
  
  • list of sales opportunities with a realistic sales forecast data
  
  


• Must be able to travel and stay away overnight;


• Performs special projects as requested

 Minimum Qualifications

• At least 5 years of solid B2B sales with a track record of exceeding quota;


• Experience with medical device or related industry


• Experience with critical care or related area would be advantageous


• Formal training or studies in art of selling;


• Demonstrated, quantifiable sales ability;


• Team Player;


• Strong sense of ambition, self-motivation and self-discipline;


• Superior written and verbal communication skills and exceptional ability to lead group presentations;


• Successful history managing customer interactions, with excellent organizational and time management skills;


• Travel and overnight stays are required, as well as a valid driver’s license

Preferred Qualifications

• Background knowledge of Hospital IT and EMR connectivity a plus;


• Background knowledge of selling in the hospital environment a plus;

Education

Bachelor’s degree is required