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Account Manager - Combined Bag - Tucson, AZ

Medtronic


Location:
Tucson, AZ
Date:
12/11/2017
2017-12-112018-01-10
Job Code:
27806
Categories:
  • Sales / Business Development
Medtronic
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Job Details

Company Medtronic
Job Title Account Manager - Combined Bag - Tucson, AZ
JobId 27806
Location: Tucson, AZ, 85702, USA

Description
Account Manager - Combined Bag - Tucson, AZ

Location:

Tucson, Arizona, United States

Requisition #:

17000852

Post Date:

May 04, 2017

**SUMMARYOF POSITION** **:**

A Combined bag Sales
Representative is expected to achieve annual sales objectives through selling
and supporting the Company’s advanced surgical and energy-based products, while
representing Medtronic to the customer in accordance with Company policies and
AdvaMed guidelines. Combined bag Sales
Representatives develop clinical and administrative relationships in assigned
accounts and formulate a "defend" territory strategy, accounting for
competitive pressures and local market conditions. The Combined bag Sales Representative is
expected to demonstrate High Performance Practices and competencies as they
meet and exceed objectives for this role.

**ESSENTIALFUNCTIONS** **:**

**OverallSales Representative Functions**

1.Achieve
all territory sales objectives annually in alignment with the business strategy
and annual compensation plan.

2.Develop
an understanding of each account’s culture, competitive pressures, financial
state, stakeholders and decision makers.

3.Build
and maintain strong, professional relationships with clinical and
administrative staff in assigned accounts.
Through outstanding customer service, maintain a high retention rate of
current accounts in territory.

4.Display
and leverage strong knowledge of products.
Be able to provide hard data around all products, as well as account
references.

1. Effectivelycollaborate with Medtronic peers in other BUs to identify mutualopportunities and support customer relationships.

6.Complete
business analytics and regional reporting assignments in a timely, accurate
fashion. Conduct quarterly business
reviews to exhibit achievement of sales goals in all assigned accounts.

7.Maintain awareness of competitive products and marketing
practices, and keep sales management informed concerning them.

8.Manage
inventory of assigned products in accounts, as requested, and facilitate
product returns in accordance with Company policy.

9.Verbally
deliver clear and concise instruction on the safe and efficacious use of
assigned products to customers in and out of the OR setting, including
in-services for surgeons and clinical staff.

10.Scrub
into surgical procedures utilizing assigned product line on a daily basis. Be fully able to answer questions about the
products.

11.Participate
fully in training on new products and procedures through in person and online
training programs. Attend regional and
national meetings, as required.

12.Adjust customer complaints in accordance with Company policy, and
advise sales management promptly of any situation beyond the Sales
Representative’s scope of authority.

13.Assist
with Sales Training courses, both in the field and in the corporate
office.

14.Understand
and demonstrate the High Performance Practices and Expectations in daily work
activities.

15.Manage
assigned territory within allocated expense budget. Submit expense reports and pay Company credit
card on time per Medtronic policy.

**ClinicalSelling / "Defend" Functions**

1.Develop
and maintain a strategic account plan to defend sales in accounts in assigned territory. Execute plan to maintain sales volumes in
assigned accounts.

2.Leverage
marketing materials, white papers and clinical evidence through consultative
selling. Use clinical knowledge to
develop messaging in sales proposal.

3.Build
and maintain strong, lasting relationships in assigned accounts to support
continued business.

4.Gain insight into the key individual customers and how to
influence them.

5.Identify
opportunities for surgeons to attend Medtronic sponsored professional training
programs, and participate in programs and labs (where appropriate).

**EconomicSelling Functions**

1.Integrate
economic value messages into sales proposal where appropriate.

2.Collaborate
with the Contracts department and sales leadership to manage customer
contracts, and facilitate the contract process.

3.Research general account context to understand
hospital economics and all key issues at major accounts.

4.Display and leverage strong knowledge of accounts,
purchasing process/buying cycle, and protocols.

**MINIMUMREQUIREMENTS** **:**

_Educationrequired:_

Bachelor’s Degree

_Experience:_

3 – 5 years professional field sales experience, demonstrating
exceptional achievement of sales objectives

_Qualifications_

Successfully complete Medtronic combined bag sales training
program for assigned products.

_Skills/Competencies:_

Business Acumen, Customer Focus, Drive for Results, Ethics
Values, Evidence Based Medicine, Functional Technical Skills, Integrity
Trust, Interpersonal Savvy, Listening, Negotiating, Priority Setting, Problem
Solving

_OtherSkills:_

MS Office, strong verbal and written communication skills

**ORGANIZATIONAL RELATIONSHIPS/SCOPE:**

Reports to: Regional Manager

With frequent communication to: Sales, Sales Operations,
Marketing, Professional Affairs and Clinical Education, and Customer Service.

Responsibility to oversee:
$2-4M in annual sales

**WORKINGCONDITIONS:**

·Hospital and operating room sales environment with frequent*
sitting, walking, and standing, and occasional* climbing, stooping, kneeling,
crouching, crawling and balancing.

·Frequent* use of eye, hand, and finger coordination enabling the
use of office machinery and company products.

·Oral and auditory capacity enabling interpersonal communication as
well as communication through automated devices such as the telephone.

·Physical effort required by occasionally* handling objects up to
50 pounds* while in the field.

·Ability to move between departments and buildings to demonstrate
Company products.

·Ability to demonstrate Company products in hospital operating
rooms.

·Ability to operate a Company vehicle, and maintain a current
drivers’ license.

·Position may require in excess of 30% travel time, depending on
municipal or rural territory designation.

*Occasional: Activity exists less than 1/3 of
the time.

*Frequent: Activity exists between 1/3 and
2/3 of the time.

**DISCLAIMER:**

The above statements are intended to describe the general nature
and level of work being performed by employees assigned to this
classification. They are not intended to
be construed as an exhaustive list of all responsibilities, duties and skills
required of employees assigned to this position.

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