Account Manager – Drug Delivery Systems
Hospira - Iowa

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I aspire …
to advance my career with a leader

Discover a new kind of career with a new kind of industry leader. Discover Hospira, a specialty pharmaceutical and medication delivery company driven to improve the safety and effectiveness of patient care for millions worldwide. Our story is one of integrity, entrepreneurial spirit, agility, and accountability. It has developed over 70 years defined by rich discoveries, progressive energy, and market-leading positions. Connected by our vision of Advancing Wellness™ through the right people and the right products, each of our more than 14,000 employees worldwide is a vital contributor to our success.

If you’re a person of goals, compelled to do something meaningful, to lead the way, then you’re ready to advance wellness.
Achieve Territory sales objectives for SIP and disposables portfolio. Focus is contract compliance selling, value-added selling (new product introductions and concept selling), new business growth, account maintenance and generating MMS referrals for the SIP and S&E product lines.

Accurately evaluate and segment accounts to target upcoming opportunities. Accurately estimate expected close dates and forecast expected economic impact. Appropriately manage individual account strategies to achieve territory quotas

Identify and establish relationships with all Buying Influences (Pharmacy, Materials Management, Nursing, and Anesthesia) and develop an action plan to advance their understanding, appreciation, acceptance and support of the Hospira solution. Ensure accounts have a positive experience; follow through to ensure SIP and S&E product issues are resolved.

Understands the GPO/ IDN relationships and contract implications for accounts. Employ effective and efficient territory and account management practices. Effectively utilize and deploy Hospira resources to accomplish sales goals and strategies. Utilize account management and forecasting tools effectively (i.e. SalesForce.com, MillerHeiman, etc.). Effectively manage product trials, conversions, and new product launches

Gain access and secure meetings with appropriate Buying Influences. Demonstrates knowledge of product portfolio and appropriate product prioritization. Present Hospira messaging clearly, accurately and with confidence/presence utilizing appropriate support materials. Recognizes buying signals, proposes next steps and closes appropriately

Understands customer's contracts and appropriately identify opportunities to increase compliance. Effectively communicate financial advantages of increased compliance.
Analyze purchasing behavior to identify opportunities for incremental growth. Effectively articulate messaging to improve compliance and capture incremental growth

Initiates conversations to elicit clinician / customer needs and business situation. Probes to understand how the buyer rates their current solution versus other alternatives. Understands and articulates the benefits of clinical studies for relevant Hospira products and tailors the study benefits to meet customer needs. Tactfully overcomes objections and positions advantages of Hospira solution versus the competition. Effectively communicates a clinical / financial ROI message to the Buying Influence.

***We are seeking candidates that reside in Iowa City, IA or surrounding areas

Skills/Experience Education/Certification
Bachelor's degree required; prefer Business/Marketing, Science, Clinical, etc.
Successful sales experience required; Hospital, Med-Surge, Generic Pharma highly preferred
Contract sales / analytical experience preferred (i.e. GPO, IDN, etc.)
Demonstrated financial and business acumen
Business planning experience required
Demonstrated success in cold-calling and establishing relationships.

Hospira - 23 months ago - save job
About this company
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Hospira helps hospitals heal the hurting. The company makes specialty injectable pharmaceuticals (primarily generics) including...