PURPOSE AND SCOPE
This role is responsible for driving sales performance, clinical support, and overall customer service within an assigned territory. The position manages all new and existing dialysis accounts, identifies and closes new business opportunities, and delivers comprehensive solutions across the full product portfolio for both In Center and Home. The role builds and maintains strong customer relationships, leads territory-level collaboration with internal partners, and ensures accurate use of sales tools, forecasting, and contract management.
Job Responsibilities
Own all accounts in assigned territory, new and existing account relationships, and represent the entire product portfolio (In Center and Home).
Identify and close new opportunities by developing appropriate solutions and delivering implementation support across all customer types
Manage and nurture account relationships to drive expansion and renewals, secure wallet share and demonstrate problem solving to customers as needs arise. Engages in regular face to face customer call activity.
Leads collaboration and coordination with all supporting roles to handle customer needs and expectations
Uses FME sales tools daily to effectively manage prospects, existing accounts, opportunities, pipeline and forecast in an accurate and timely manner. Maintains timely management of customer contracts.
Core Competencies
Selling Agility: Managing pipeline, identifying and qualifying opportunities, selling creatively and closing business. Accurately forecasts using CRM on regular basis.
Know The Customer: understanding markets and customer buying process, uncovering customer needs by active listening , articulating value according to persona and account type
Self-Leadership: building and maintaining long-term relationships, demonstrating bias for action, prioritizing daily activities like CRM maintenance and expense accounts to maximize results
Technical Knowledge: recommend total solutions to fit customer needs and understand competitive environment to drive results
Expertise Areas
Selling motions, qualification, negotiation, closing business
Maintains and grows relationships
Collaborating to establish value proposition
Prospecting within territory
PHYSICAL DEMANDS AND WORKING CONDITIONS
The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Must be able to physically cover and maintain regular face-to-face contact with customers over a large geographic area.
Extensive travel by automobile/train/airplane is often necessary to cover assigned territory which includes overnight stays.
Contact with customers by phone alone is not adequate. Occasional weekend work is necessary to support trade show events.
Lifting requirements involve setting up portable booths, occasional lifting up to 50lbs, and transporting medical equipment and supplies for purposes of in-servicing customers.
Must reside within assigned territory.
SUPERVISION
None
EDUCATION
Bachelor’s Degree required; Advanced Degree desirable
EXPERIENCE AND REQUIRED SKILLS
2-5 years’ related medical sales experience; or a master’s degree with 3 years’ experience; or a PhD without experience; or equivalent directly related work experience.
Experience and proven success with consultative selling; approach and methodology
Demonstrates effective presentation skills, professional and executive presence, and effectively establishes credibility with any audience.
Effective communication skills, both verbal and written; demonstrates ability to deliver timely and useful multi-mode communications to both internal and external customers.
Must have basic computer skills including but not necessarily limited to, Word, Excel, Power Point.
The rate of pay for this position will depend on the successful candidate’s work location and qualifications, including relevant education, work experience, skills, and competencies.
Rate: $94000 - $158000 + performance incentives.
Benefit Overview: This position offers a comprehensive benefits package including medical, dental, and vision insurance, a 401(k) with company match, paid time off, parental leave.
EOE, disability/veterans