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Account Manager - General Surgical Products - West Virginia


Huntington, WV
Job Code:
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Job Details

Company Medtronic
Job Title Account Manager - General Surgical Products - West Virginia
JobId 25755
Location: Huntington, WV, 25728, USA

Account Manager - General Surgical Products - West Virginia


Huntington, West Virginia, United States

Requisition #:


Post Date:

Mar 08, 2017

This highly visible position, reporting directly to
the Region Manager, is responsible for meeting and exceeding sales goals by
advancing high quality medical supplies, utilizing asolution
based concept sale tothe hospitalmarketplace
within theassigned **territory.**


·Discover customer priorities through current state assessment to
determine pain points, economics, quality of care issues, staff morale and

·Effectively build an account plan which incorporates consolidated
account-level data on sales, short term and medium term goals and customer
mapping with VAC members and other stakeholders.

·Demonstrate ability to go broad with a value analysis committee
(VAC) or similar personnel by sharing a mix of both economic and clinical
messaging with key decision makers.

·Use and Cognos to research account data, capture
key finding about VAC members and input pertinent business data to allow for
accurate forecasting.

·Convert product’s technical features and benefits into
financial/safety related messages per relevant audience.

·Identify, prioritize and recruit potential clinical and economic
champions according to relevant criteria. Prepare champions for VAC meetings.

·Build rationale for a clinical evaluation with key decision-makers
so that the evaluations are expected to succeed an intended primarily to
demonstrate clinical acceptability.

·Identify opportunities to efficiently deliver hands-on training
outside of the OR and selectively prioritize opportunities to be physically
present during product use.

·Develop pre-call plans for quarterly reviews with customers: defining
data to share, issues to discuss and agreements/action plans to pursue.

·Collaborate and invite colleagues from other COTs to join at
appropriate discussion points with customer to drive cross-portfolio sales.

·Meet and exceed assigned quota and sales objectives including
assigned quota uplift.

·Utilize technology and data to analyze territory, effectively
target accounts and pre-call planning.

·Organize and maintain storage locker, samples and other sales

·Maintain knowledge of the current industry / competitive landscape
including, GPO’s, healthcare economics, reimbursement, competitors and
competitive products etc.

·Interact with Marketing, Customer Service, and other internal departments.

·Resolve customer complaints in accordance with Company policy, and
advises sales management promptly of any situation beyond the Sales


Bachelor’s Degree in Business or related field.


Minimum of two years of documented outside sales success in a competitive,
sophisticated environment, preferably tangible products (i.e. office equipment,
copiers, payroll systems, information systems)

Medical Device industry experience preferred

- Evidence of top sales achievement with experience in multilevel account
management is required.

Valid Driver's License

Ability to travel domestically and within region often involving overnight
stays and stays up to one week in duration.


A demonstrated track record for meeting and exceeding sales objectives.

- Previous history of quota attainment

- Documented history of exceeding customer requirements


towards Success, Building Relationships, Exploring and Expanding Opportunity,
Articulating Value, Customer/Territory Acumen and Healthcare Economics


Effective organizational and motivational skills necessary to perform related

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