Account Executive
Hill-Rom - Mississippi

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Account Executive - 13123912

Description

JOB SUMMARY:

The Account Executive drives the generation of Hill-Rom capital and rental product sales within Acute Care across a broad array of product categories such as frames, surfaces, stretchers, lifts, maternal and architectural products, service contracts, and IT Solutions. In collaboration with clinical and specialty sales partners, develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base. Establish and maintain strong business relationships and high levels of satisfaction with prospective and existing customers. Ensure that required information accessible within the customer relationship management system.

ESSENTIAL DUTIES AND RESPONSIBILITIES: – Other duties may be assigned:

Primary Account Executive Duties and Responsibilities:
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Drive overall revenue attainment across assigned accounts: Develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base to capture new accounts and enhance performance in existing accounts. Conduct negotiations with customers to finalize sales. Demonstrate an effective understanding of competitive action in the assigned territory and develop plans to address problem areas and customer needs. Achieve capital, rental, and segment goals. Ensure new product success.
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Collaborate with internal sales and service partners to seamlessly serve shared accounts: Lead the efforts of sales specialists and services personnel to drive new sales as well as on-going customer satisfaction. Maintain highly effective communications with specialty partners. Coordinate specialist and service resources involvement within assigned accounts. Provide local support for Strategic Partnership Team initiatives across major IDNs.
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Coordinate customer sales support activities across assigned accounts : Lead customer business reviews including rental capitation and equipment surveys. Coordinate Customer Experience Center and Service Center visits as appropriate.
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Ensure post sales customer satisfaction and maximize perceived ROI: Maintain customer profiles as a matter of routine. Proactively conduct customer business reviews. Oversee the installation of new products after they are delivered to the customers. Ensure the products have been installed properly, provide basic training, and follow-up to ensure customers are satisfied and realizing the intended benefits of the partnership with Hill-Rom. Follow-up on customer complaints and out of box failures. Participate in Service Center rental meetings.
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Maintain industry and product knowledge: Stay abreast of current healthcare trends and technology. Be a ble to clearly articulate the economic benefit for the hospital, detailed functionality and benefit offering of each product line, how each product is best applied to meet emergent customer needs, and the benefits products will provide to both the patient and caregivers.
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Information management: Accurately forecast accounts. Record activities and contacts within SalesForce.com and ensure that all information remains current and provides enough detail to be useful.
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Travel as required to manage assigned territory and to attend regional/national meetings.

Qualifications
EDUCATION, EXPERIENCE, QUALIFICATIONS AND SKILLS:
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BS, BA degree from a 4 year, accredited university required
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3 - 5 years of experience selling in the healthcare field; durable medical equipment solutions selling preferred.
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Effective influencing skills –ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers
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Strong analytical skills - able to effectively track sales activity, develop sales plans, understand local market and competitive trends, and complete the analysis of sales deals
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Strong business acumen – able to understand customer economic drivers, structure sales deals, reach pivotal agreements within the sales cycle
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Effective planning/organizational skills
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Excellent formal presentation skills
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Strong collaboration and communication skills
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Strong strategic thinker
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Adaptable and flexible
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Variable travel up to 40% - 75%

PHYSICAL REQUIREMENTS:

NOTE: The inability to perform any of the following physical requirements does not preclude an applicant from consideration unless, following an individualized analysis, it is determined that the physical requirement is an essential job function and the applicant is unable to perform such function with or without reasonable accommodation.
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Travel to and from customer sites including driving
Job : Sales
Primary Location : United States-Mississippi

Schedule : Full-time

Shift : 1st Shift

Hill-Rom - 16 months ago - save job
About this company
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Hill-Rom Holdings holds Hill-Rom Company, which, in turn, holds hospital patients safe and secure. Hill-Rom makes, sells, and rents hospital...