Requisition ID : 6237
Job Title : Strategic Account Manager, Surgical Pain - West (California, Arizona, Nevada)
Job Country : United States (US)
Here at Avanos Medical, we passionately believe in three things :
- Making a difference in our products, services and offers, never ceasing to fight for groundbreaking solutions in everything we do;
- Making a difference in how we work and collaborate, constantly nurturing our nimble culture of innovation;
- Having an impact on the healthcare challenges we all face, and the lives of people and communities around the world.
At Avanos you will find an environment that strives to be independent and different, one that supports and inspires you to excel and to help change what medical devices can deliver, now and in the future.
The Avanos COVID-19 Vaccine Policy : This Policy applies to U.S. customer-facing / field-based employees & Avanos leadership : All U.S. customer-facing / field-based employees hires must be fully vaccinated against COVID-19. Proof of being fully vaccinated does not need to be disclosed until a job offer has been made but must be submitted within 48 hours after the acceptance of the job offer. If you have a qualifying medical condition or sincerely held religious belief or practice that precludes you from receiving a COVID-19 vaccine, you may apply for an exemption or deferral after you accept the job offer and before your scheduled start date. The reasonable accommodation provided to the employee, if any, will depend on the employee's job and the applicable facts, but it may include weekly COVID-19 testing and masking requirements. New hires who do not submit, before their scheduled start date, proof of being fully vaccinated or a request for a reasonable accommodation will have their job offer revoked.
Avanos is a medical device company focused on delivering clinically superior breakthrough solutions that will help patients get back to the things that matter. We are committed to creating the next generation of innovative healthcare solutions which will address our most important healthcare needs, such as reducing the use of opioids while helping patients move from surgery to recovery. Headquartered in Alpharetta, Georgia, we develop, manufacture and market recognized brands in more than 90 countries. Avanos Medical is traded on the New York Stock Exchange under the ticker symbol AVNS. For more information, visit .
Territory : West
Covering : California, Arizona, Nevada
The role
As the Ambit and IV Specialist for the Surgical Pain Division, you will be responsible for meeting the sales and business management objectives for your focused product line. This includes Ambit Surgical Pain pumps and IV Therapy. Call points for the role will include :
HospitalsAmbulatory Surgery CentersClinicsNon-Acute Care SettingThis role will also call on healthcare professionals in the following spaces :
OrthopedicsAnesthesiaSports MedicinePain ManagementSpineOncologyOBGYNHome InfusionThe Ambit & IV Specialist will be required to partner with and support our Field Sales Team, Marketing Teams, Key Channel / Distribution Partners, Surgeons / Physicians, Hospital Staff (clinical & non-clinical roles), C-level customer stakeholders.
The Ambit Specialist will be required to support existing customers in the IV Therapy space and help drive market share growth across the Ambit portfolio.
The ideal candidate for the Ambit & IV Specialist will utilize clinical acumen, analytical skills, and product knowledge to build and maintain relationships with key customers and targets. They will be an excellent communicator with a passion for achievement and a consistent track record of year over year revenue results. They will ensure Ambit & IV Therapy maintains strong contract positions and strategic customers have the day to day support needed. They will also assist with training and education for the field sales team, clinic staff, and customers. They will demonstrate strong collaboration with sales and marketing leadership to build and execute on the go-to-market strategies for each Ambit & IV Therapy product category.
This position reports to the National Sales Director and requires 60% travel, including overnights.
Key Responsibilities :
Build and Maintain relationships with surgeons, physicians, therapists, nurses, clinicians, department decision makers and / or administrators within assigned strategic accounts to protect and grow the Ambit Surgical Pain Pump categoryBuild and Maintain strategic alliances and contractual relationships with identified channel partners and strategic IV end users, particularly in infusion and oncology.Develop, initiate, and execute business plans for assigned accounts.Partner with the National Sales Trainer to provide regular and on-going Ambit training to the Field Sales Team, 1099s, and internal business partnersWork with the upstream Marketing Team to build "Go-to-Market" strategy for the IV Therapy categoryWork with the downstream Marketing Team to support the implementation of the "Go-to-Market" strategy for the Ambit Surgical Pain Pump categoryDevelop deep relationships with senior healthcare executives of alternate site channel partners.Optimize opportunities and generate new customer leads while actively protecting existing market shareEnsure comprehensive understanding of key organizational business issues impacting all Ambit product categoriesActively participate with the National Sales Director in the strategic and tactical planning process for Ambit product categoriesMaintain expertise in oncology and infusion, key site of care changes, reimbursement, and operation impacts to supporting this customer baseProactively identify high risk, high profile accounts and competitive landscape, develop and execute an action plan to retain business.Prepare and lead quarterly business reviews addressing performance, strategy, and key initiatives with channel partners.Provide internal strategic communications with relevant business partners on attainment of revenue and opportunities to grow the business.Partner with the Corporate Accounts team to respond to RFI / RFP requests for key customer segments and provide channel support for price administrationSales positioning, analysis, and in-servicing of product categories that address customers' pain pointsImplementation of the business and selling activities required to meet objectivesStaying compliant with all AdvaMed Guidelines and Avanos' Code of Conduct60% Travel is required to meet above objectivesYour qualifications
Required :
Minimum bachelor's degree from four-year college or university program with a focus in business, health care, marketing, or financeMinimum seven (7) years' medical device sales experience or equivalent combination of education and experience.Minimum five (5) years' experience covering surgical cases.Business and Financial AcumenClinical KnowledgeSurgical Case coverage & O.R. experienceSales Training ExperienceRelationship Management SkillsStrategic Vision and Planning CapabilitiesAdaptability / FlexibilityProblem Assessment and ResolutionConflict ManagementDecision Making / DecisivenessStrong Presentation and Communication SkillsHigh IntegrityOrganizational AwarenessEmotional IntelligencePersuasiveness / Sales Ability / Results FocusedPlanning, Organizing and Project ManagementBuilding Effective Teams / Peer RelationshipsIndustry / Market KnowledgeProduct / Technical KnowledgeAbility to Travel 60% including overnightUnderstanding of the hospital / ASC buying process including the role of GPO's, IDN's, and DistributorsDeep understanding of medical terminology and clinical practicesEvidence of continued personal and professional growth and developmentAbility to lead in the face of ambiguityPersistence to achieve long-term objectives in the face of obstaclesPreferred :
Seven years of experience selling Medical Devices into hospitals, ambulatory surgery centers, and clinicsFive years of experience covering surgical cases in an Operating Room settingPrevious experience managing multi-state geographies and successful achieving sales targetsStrategic account experience and with C-level selling experience .Strong understanding of the Anesthesia and Orthopedic segmentsStrong understanding of IV and Oncology segmentsUnderstanding or experience with channel partner strategiesUnderstanding or experience with Health Economic / Reimbursements issues including HCPC Codes or other reimbursement models.Demonstrated ability to think strategically and lead in a complex matrix environment.Consultative and results oriented sales approachExcellent planning, organizing and leadership skills.Strong project management skills.Develop and execute strategies to achieve business objectivesDrive contract management . click apply for full job details
