Account Executive
ArjoHuntleigh - Indianapolis, IN

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Responsible for driving demand for surfaces and executing surfaces profitability business strategy to achieve financial and strategic goals for assigned territory; negotiating local contract pricing, terms and conditions; implementing national agreements; creating selling strategies that incorporate IDN (Integrated Delivery Network) and GPO (Group Purchasing Organization) strategies; discerning appropriate sales/rental strategy based on IDN, geography, pricing, customer needs, program implementation etc., driving business with acute hospitals, LTACs (Long Term Acute Care), SNFs (Skilled Nursing Facility) as well as DMEs (Durable Medical Equipment) and HMEs (Home Medical Equipment) when appropriate, program development and oversee implementation, preparing territory management and strategic account development plans, presenting ArjoHuntleigh products and services to help assist in providing optimum patient outcomes; managing high level account administration issues, seeking new revenue opportunities, while maintaining existing revenue through establishment and maintenance of superior customer relationships.

ArjoHuntleigh USA (, a member of The Getinge Group (, a $3.2 billion global medical device company, offers a broad range of integrated solutions for care of people with reduced mobility and related conditions, with the aim to enhance efficiency and quality of care in elderly care facilities, hospitals and other healthcare environments. The Getinge Group markets its products under three brands: ArjoHuntleigh (Extended Care), Maquet (Medical Systems), and Getinge (Infection Control). The Group has demonstrated an enviable financial performance in the world wide medical device sector and holds a dominant position in all markets it serves.

The range of products includes patient lifts, hygiene systems, medical beds, DVT prevention systems and products for wound care and pressure ulcer prevention. ArjoHuntleigh also offers several solutions for special applications, such as burn treatment and bariatric care. Each product area has significant potential for organic growth due to demographic, reimbursement and market channel size.

With 4,400 dedicated employees worldwide, ArjoHuntleigh is a global group with an annual turnover of approximately $900 million, serving the needs of acute and long-term care in more than 100 countries.

LOCATION: Indianapolis, IN


1.Achieve revenue goals through:
a.Rental revenue from target accounts
b.Rental revenue from non-target accounts
c.Sales revenue from target accounts
d.Sales revenue from non-target accounts
e.Monetary value of new sales agreements
f.Monetary value of new account conversion/rental agreements
g.Ability to effectively present features and benefits of KCI products
h.Development of relationships with key decision-makers and industry key opinion leaders
i.Use of customer educational programs
j.Use of business and clinical data
k.Preparing and conducting regular and timely business reviews
l.Maximization of corporate contracts within assigned territory
m.Effectively communicating with physicians and customers at a Vice President level and abo

2.Perform routine administrative duties by:
a.Capturing necessary and required patient billing data
b.Capturing and maintaining customer profile data
c.Assisting with customer invoicing, credit and collection issues
d.Completing and submitting required corporate and region reports/documents within designated timeframes
e.Managing high level account administration issues
i.Quarterly business reviews, POWCP (P&I Studies/Wound care protocols/Reduce incidence of pressure ulcers), KTOP, Extended care transitions, Homecare DME referrals, Mattress survey – Atmos Air Sales Opprt., Risk Mgmt. – Bariatric Programs, KCI express, Customer Rationalization Implementation
f.Assisting in collecting paperwork from physicians offices
3.Maintaining sales call data by entering into designated KCI system
4.Providing financial information and analysis for customer assessment regarding cost effectiveness of KCI therapies
5.Driving transitions by promoting “Continuity of Care” message to Physician, Administrators and Discharge Planners
6.Leading coordination efforts with SAMs (Strategic Account Managers) for overall account management and territory development
7.Coordinating and participating in conventions, showrooms, vendor fairs, in-services, etc.
8.Assuring timely training and in-service of accounts using KCI products
9.Collaborating with other care settings to provide continuity of care
a.Coordinating with SAMs about account coverage and strategic business plans
b.Coordinating with SCC (Senior Service Center) about training/in-service needs in various accounts
c.Sharing lead/information with V.A.C. team as required
d.Communicating in a timely and complete fashion with district, regional and national sales management and marketing on plans, status and competitive activities
10.Successful completion of all designated training programs for this position
11.Conforming to, supporting and enforcing all KCI policies and procedures
12.Will be on-call after hours, weekends, and holidays as required
Participating in any and all reasonable work assignments


1.Must be willing to travel by commercial air service to attend scheduled business and corporate functions when required.
2.Ability to manage change and multiple priorities
3.Demonstrated ability to communicate effectively, both verbally and in written format
4.Ability to engage in self-appraisal and continuous learning
5.Ability to operate independently and efficiently without supervision
6.Ability to deal effectively with employees and business contacts and convey a positive service oriented attitude
7.Demonstrated ability to maintain confidentiality and exercise discretion in all business dealings
8.Ability to provide timely transportation as needed to perform duties
9.Ability to exercise sound judgment, eliciting support and cooperation from coworkers

Bachelor’s degree required

Two years surfaces market sales or related experience in consultative or concept selling, at the purchasing and clinical levels in target fields of capital equipment, medical devices, appliances and instruments

About this company
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ArjoHuntleigh USA (, a member of The Getinge Group (, a $3.6 billion global medical device company,...