Account Manager (AM) will manage multiple accounts and is responsible for increasing utilization of the xvision system. The AM is responsible for conducting the basic system training of hospital surgical teams, rad techs and SPD training. The AM is also responsible for all business management at the designated accounts to include any quarterly business reviews and market development programs. Account goals and objectives will be provided quarterly by the Clinical Sales Manager (CSM) or VP of Sales. The AM will develop and execute a quarterly business plan to achieve these goals. The AM will work within a team and at times provide cross account support to team members. The AM reports to the CSM for a defined region with assigned accounts. Responsibilities will also require the AM to spend time in the assigned accounts to promote sale of additional xvision headsets and equipment to expand the surgeon users of the system. The AM will also work with the CSM to qualify the opportunities and provide coaching and direction. The CSM will assist and help develop the AM to be more productive utilizing weekly reporting, one to one remote phone calls and development plans.
The position involves significant travel and may exceed, up to 50% of the time throughout the designated region specified by the CSM.
- Build and set expectations for the surgeon & staff to perform cases autonomously
- Build clinical and administrative support through technical presentations, executive meetings, marketing events, laboratory sessions and system test drives.
- Identify key institutions, generate market awareness and drive sales within an assigned sales territory.
- Work closely with the CSM and take direction on system closing activities
- Effectively manage transition of initial sale and installation to drive procedural volume and rapid adoption.
- Conduct/Assist in the training of surgical teams at the hospital or at a training lab
- Manage account inventory, calendar and quarterly goals
- Independently support xvision procedures in hospital operating rooms
- Train surgeons on new products and advanced system skills
- Work with US Sales team in a creative, dependable, and flexible manner to improve upon existing programs including updates of materials and protocols
- Manage relationships at assigned accounts
- Recruit and train new surgeons in the territory to use the xvision system
- Attain quarterly objectives for procedures and revenue
- Conduct market development within defined geography to include but not limited to referring physician, patient referral and community awareness programs
- Knowledge of Microsoft Office suite (Outlook, Word, Excel, PowerPoint)
- Analytical, time management, organization and planning, and interpersonal skills
- Excellent written and verbal communication skills
- Strong interpersonal skills in order to work professionally in a diverse and multi-cultural environment
- Ability to meet project deadlines and demonstrated attention to detail
- Ability to work both individually as well as part of a team
- 2 years successful medical device sales experience within the clinical environment
- Familiarity with Spine Surgery, strongly desired
- Proven experience in effectively build and sustain professional relationships with hospitals and medical staff
- Ability to travel
- Proven track record of meeting sales quotas
- Proficient in all Microsoft Office applications
- Excellent management, leadership, and organizational skills
- Strong analytical and problem-solving skills
- Outstanding negotiation and consultative sales skills
- Effective communication skills
- Exceptional customer service skills
