Hamilton Medical was founded with a vision: To develop intelligent ventilation solutions that make life safer for patients in critical care and easier for the people who care for them. Today, Hamilton Medical is a leading manufacturer of critical care ventilation solutions for a wide variety of patient populations, applications, and environments.
The Account Manager is responsible for all direct sales activities and support of Hamilton Medical, Inc. products within the assigned territory: Management position that carries a sales quota and plan. This position reports to the Regional Sales Manager.
- Achieve 100% or greater of assigned sales plan. Sales plan to be determined by management on an annual basis.
- Perform and develop sales campaigns and initiatives to advance and close business.
- Prepare monthly sales forecasts and monitor/manage changes to ensure that the sales pipeline of opportunities and activities are sufficient to meet sales quota.
- Manage budget within prescribed guidelines.
- Follow policies on allowed office and hospital visits per day to advance and close business.
- Develop a territory sales pipeline and manage CRM tool in accordance with pipeline metrics and quarterly objectives. Complete all sales activity reports and progress calls with assigned Manager.
- Contribute to maximizing sales productivity and product adoption utilizing Hamilton's formal sales process.
- Participate in regional or team meetings as scheduled to account for and report on analysis of sales activities.
- Manage all field aspects of customer relations and satisfaction to enable adoption of Hamilton Medical solutions. These initiatives include equipment installation, training, in-service education, applications development, and customer follow-up.
- Work closely with Clinical Manager to align objectives and effectively schedule clinical specialist resources.
- Ability to travel within the assigned territory.
- Ability to drive a "change of behavior" sales concept that is premised on a system solution and process (not a single user or ''me too'' product sale).
- Must possess Leadership skills.
- Excellent communication skills (verbal, listening, and written).
- Subject matter expert with the ability to lead the customer through a change paradigm.
- Must be able to set appropriate sales and educational expectations with customers.
- Must be capable of conducting both a C-suite level top-down sell with hospital executives and a bottom-up physician champion sell with the ability to link both in the sales process.
- Comfortable meeting face-to-face with the economic decision maker (CMO, COO or CFO) while fully understanding the customer's decision-making process.
- Proven ability with "big ticket" deals - $100k to over $1M.
- Proficiency with Microsoft Office Suite and electronic communications, including CRM.
- Ability to "think on the spot" when building customer relationships and closing sales.
- Demonstrated management skills (people, time, sales, and project).
- Ability to lift up to 50 pounds on occasion as when setting up or taking down demonstration equipment at trade shows or during the normal course of customer sales calls.
- A bachelor’s degree or equivalent experience is required.
- Minimum of five years of experience within the Respiratory Care market preferred.
- Minimum of five years of successful sales experience preferred.
- Solid understanding of both capital and consumable sales processes preferred.
- Experience with clinical ventilation market preferred.
- Base salary of $75,000/year plus uncapped commission (on target earnings of $211,000 plus).
- Diverse portfolio of exciting and innovative design projects.
- Tremendous opportunities for professional growth.
- Commitment to sustainable design.
- Competitive compensation.
- Excellent benefit package includes medical, dental, vision insurance, paid vacation time, paid sick time, disability insurance, 401k, tuition reimbursement and more.
- Solid stable company.
- Must pass drug and background screens.
- May be required to wear Personal Protective Equipment (provided by employer).