What are the responsibilities and job description for the National Account Manager position at Esaote North America, Inc.?
Job Description
Job Description
Description :
Esaote located in Genoa, Italy is one of the world's leading manufacturers of medical diagnostic systems . It is a leader in the field of Dedicated Magnetic Resonance Imaging and one of the main players in Information Technology in healthcare . Ultrasound is its core business, and since 2002 it has also entered the interventional sector. Our US corporate office is located in Fishers, IN.
Requirements :
The National Account Manager (NAM) will be responsible for managing and growing relationships with key national healthcare providers, including hospitals, clinics, and large group practices, ensuring our medical devices meet client needs, and driving sales growth across a national territory. This role requires a strong understanding of the healthcare industry, exceptional account management abilities, and a focus on delivering value-driven solutions to clients.
Key Responsibilities :
- Accoount Management : Develop and maintain strong relationships with key national healthcare accounts, including hospital networks, health systems, and group practices, ensuring high levels of satisfaction and retention.
o Act as the main point of contact for all assigned accounts, coordinating between the customer and internal teams to deliver a seamless experience.
o Identify opportunities for upselling and cross-selling across accounts, driving incremental revenue through effective relationship management.
o Lead the sales efforts for key national accounts, including prospecting for new accounts, developing customized proposals, and closing business.
o Collaborate with the internal sales team, product specialists, and clinical support to drive the sales process and meet or exceed sales targets.
o Work with the marketing team to develop and implement account-specific strategies, promotional campaigns, and product launches that align with customer needs.
o Understand customer pain points and needs, positioning our medical devices as tailored solutions that improve patient care, outcomes, and operational efficiency.
o Deliver product demonstrations, training, and support to key accounts, ensuring they fully understand product features, benefits, and proper usage.
o Coordinate with clinical and technical teams to ensure that all account requirements are met and that clients receive high-quality support.
o Develop and execute business plans for key national accounts, tracking performance, sales, and customer satisfaction.
o Analyze account performance, market trends, and competitive activities to identify opportunities for growth and potential risks.
o Provide regular sales forecasts, status reports, and updates to leadership on account health, revenue generation, and strategic initiatives.
o Ensure compliance with all regulatory standards and company policies when managing accounts and promoting medical devices.
o Stay up-to-date with industry regulations (FDA, HIPAA, CMS, etc.) and medical device innovations, communicating changes and developments to customers.
o Work cross-functionally with product development, clinical specialists, customer service, and other internal teams to align sales strategies with customer needs and organizational goals.
o Coordinate and participate in trade shows, conferences, and other industry events to represent the company and promote products.
Qualifications :o Bachelor’s degree in Business, Healthcare, Medical Device Technology, or a related field. MBA or relevant advanced degree is a plus.
o Minimum of 10 years of experience in account management, sales, or business development within the medical device, healthcare, or related industry.
o Proven track record of managing national accounts and driving revenue growth in a complex, competitive environment.
o Strong understanding of the medical device sales process, including product demonstrations, clinical support, and navigating hospital or healthcare systems.
o Exceptional communication and presentation skills, with the ability to engage with healthcare professionals, C-level executives, and other decision-makers.
o Strong negotiation and problem-solving skills to address client needs and deliver customized solutions.
o Proficiency in CRM systems (e.g., Salesforce) and Microsoft Office Suite.
o High level of organization and ability to manage multiple priorities in a fast-paced environment.
o Ability to work both independently and as part of a team to meet client and organizational goals.
o Certification in medical device sales (e.g., Certified Medical Sales Professional, CMPS) is a plus.
Travel Requirements :
This position will require approximately 75% travel to meet with clients, attend industry events, and provide in-person product demonstrations and training.
Work Environment
General Physical Requirements
The Americans with Disabilities Act of 1990 (ADA) and associated Federal regulations protect qualified individuals with disabilities from discrimination in all areas of employment. To be considered qualified, an individual must be able to perform the essential functions of a position, with or without reasonable accommodation. It is important that the physical tasks associated with the essential functions be identified appropriately so that persons with disabilities can determine if any accommodation is necessary.
Esaote North America is a federal contractor. All employees of the company are required to be fully vaccinated against COVID-19. Accommodation due to medical reasons or sincerely held religious belief will be granted where they do not cause undue hardship to the company.
Equal employment opportunities are available to all individuals without regard to race, sex, age, color, religion, national origin, citizenship status, or disability. Esaote North America recognizes and complies with our obligation to provide reasonable accommodations to disabled applicants or employees as long as those accommodations do not impose an undue hardship on the Company.