Medical Territory Account Manager

Medical Territory Account Manager Location: Florida and GeorgiaLevels: Mid, SeniorType: Full-time, salaried plus commission-basedSalary: $70-85k plus commission and benefits

Radiant and our client are proud to be Equal Opportunity-Affirmative Action Employers. All applicants will be afforded equal opportunity.

Territory Account Manager: Our client is growing their Commercial Sales team and hiring a Territory Account Manager. The Territory Account Managers are essential to the success of our client and by utilizing their expertise and experience, will ensure customer success, account retention as well as account growth and a high degree of customer satisfaction.

What you do: The Territory Account Manager (TAM) brings medical device account management experience demonstrating technical, clinical, business and economic acumen. The skills, knowledge and experience will be applied to our clients products and market positioning of the ISDD (Initial Specimen Diversion Device), data collection, our solutions and emerging technologies. The TAM will consistently, clearly, and passionately articulate the clinical and economic value proposition of our clients product portfolio to current customers and new accounts through the TAMs guidance from the implementation stage through to account stability by performing responsibilities including:

Drive Revenue Growth Meet or exceed monthly, quarterly and annual quotas that include metrics for revenue, account retention and growth, customer acquisition and base account success and expansion opportunitiesExecute a top-down/bottom-up sales strategy aligned to organizational goals and Commercial department expectations that engages with corporate IDNs, customers and other identified key stakeholders to secure pilots, evaluations and adoption in (flagship) hospitals and system-wide standardization contractsImplement and continuously evaluate the TAM regional strategic business plan that expands our client's customer base, account acquisition, growth, and successManage existing accounts and new account evaluations developing account and customer success criteria to ensure customer acquisition and retention bringing the account under managementPartner with the Business Director (BD) team to facilitate to the new account evaluation sales stage, implementation and compliance programs to achieve sustained success and ensure customer acquisition and retentionDevelop, manage, resource and coordinate an individual customer evaluation plan to ensure each new account has defined success criteria, implementation services, a fully executed contract and is completed through Closed Won of the sales cycleBuild, manage and successfully maintain business and clinical champions, partnerships and relationships for customer retention, satisfaction and account successManage accounts within the territory and ensure existing customers have consistent product utilization, maintain high compliance rates, have dashboard metrics & data analytics, as well as their QBRs (Quarterly Business Reviews) deliveredIdentify when desired account metrics are not being met and intervene timely to provide appropriate resources for account retention and customer successWorking with the EVP, VP/AVPs, BDs, and any MMT partnerships (such as BD) to target and support strategic relationships within territory including: Centers of Excellence, strategic accounts, IDNs, GPOs and other business development opportunitiesResponsible for successful transition of customers, stakeholders and relationships to the Territory Account Management Team’s appropriate Manager

Channel Management Work closely on a day-to-day basis with channel partner field sales representativesFoster and develop new account opportunities with channel partner representativesCultivate, develop and provide support to make channel partner representatives successfulProactively partner to transition and manage all required activities, especially qualified stakeholder meetings, to successfully and expeditiously drive opportunities from Qualified to Close Won together with the BD teamEffectively communicate and celebrate channel partners successesIdentify and implement opportunities for improvement of sales process, evaluation plans, tools and tactics

Training & Value Proposition Content Mastery Manage, develop and plan the evaluation, communicate and coordinate logistics and training schedule with any cross functional resources, internal and external team members and key customer stakeholders as appropriateEngage in extensive and ongoing training on technical, clinical and economic value proposition of all product offerings and solutionsExpertly conduct multi-departmental key stakeholder meetings appropriate to the sales cycle stage timely and efficiently for all those involvedDemonstrate strong retention and mastery of value proposition content consistently in all aspects of the role with customers, partners, team members (TAMs and BDs), AVPs, as well as members of the company’s Leadership TeamCollaborate with Leadership Team as well as peers in identifying and recommending business initiatives that will help drive long-term growth and successEnsure adherence to sales operations and related processes within the territory including CRM management (salesforce.com), sales activity and account documentation, data collection and analysis, metric tracking and compliance, expense management, reporting and all relevant business administrative needsAttend and participate in local and national conferences, networking events and the like to benefit positioning in the market space

What you bring: Degree in Business Administration/Marketing strongly preferred2+ years successful field account management, sales or clinical focused sales experience within the healthcare industry, more specifically in medical deviceAdditional experience with clinical training, data and stakeholders, specifically in Medical Departments (ex: ED/Emergency Department), Laboratory, Antimicrobial Stewardship, Infection Prevention, Clinical Value Analysis, Supply Chain, etc. is highly desirableAdvanced presentation, speaking, and written communication skills with the ability to present clinical and financial dataConsistently at/above revenue/account quota or targetsConsistently meeting and exceeding account retention and satisfaction metricsSuccessfully negotiating within the sales and pricing strategy for the renewal, growth or extension of contracts, products and servicesDemonstrated work ethic with a high sense of urgency, accountability and demonstrated ability to deliver resultsAlignment with the mission and values of our clientAbility to travel extensively to cover territory; up to 75% of time