About this role
This role is responsible for driving new and recurring sales in the acute care market within the Northern Indiana and Southern Michigan territory. You will sell Welch Allyn (now part of Baxter) patient monitoring and diagnostics solutions, develop and maintain forecasts, and manage full sales cycle execution including presentations and follow-up.
Key Responsibilities
- Increase new sales within the territory
- Develop and refine sales plan and forecast
- Call on current and prospective acute care customers (hospitals and IDN's)
- Sell full Welch Allyn product and systems portfolio including repair contracts
- Execute full sales cycle from qualification to presentations and follow-up
Technical Overview
The technical scope focuses on Welch Allyn product lines, including legacy capital equipment and connected solutions that integrate with EMR (Electronic Medical Record) connected systems. Responsibilities include educating customers on solution differentiators and enabling connectivity for patient information access.
Ideal Candidate
The ideal candidate is an Account Executive with a proven track record of successful healthcare sales and profitable growth in acute care settings. They have experience building and refining sales plans and forecasts, executing full sales cycles, and calling on hospitals and IDNs (integrated delivery networks) within a defined territory with significant travel.
Must-Have Skills
track record of successful salesprofitable growthincrease new sales within the territoryprepare and continually refine a sales plan and forecastfull sales cycle executioncall on current and prospective acute care customerssell repair contracts where appropriate
Required Skills
sales cycle executionopportunity prioritizationaccurate forecastingcustomer presentationsprofessional follow-upgoal attainmentsales plan developmentsales forecastingEMR connected systemsrepair contractscapital equipment salesacute care customer account managementdata analysis for opportunitiescross-functional coordination
Hard Skills
sales cycle executionopportunity prioritizationaccurate forecastingqualification of largesophisticated salescustomer presentationsprofessional follow-upgoal attainmentsales plan developmentsales forecastingEMR connected systemsrepair contractscapital equipment salesacute care customer account managementhospital and IDN (integrated delivery networks) callingdata analysis for identifying key opportunitiesclinical informatics educationhospital efficiency improvementpatient safety improvementpatient outcomes improvementcross-functional coordination with clinical consultantscoordination with sales engineerscoordination with solutions architectscoordination with technical and applications support resourcesWelch Allyn product line sales
Soft Skills
customer educationcommunicationcross-functional collaborationownershipcollaborationtrust buildinganalytical thinkingrelationship buildingaccount managementadaptability
Keywords for Your Resume
Account ExecutiveAcute CarePatient Monitoring and Diagnostics Account ExecutiveWelch AllynBaxter HealthcareEMR connected systemsacute carehospitalsIDN'sintegrated delivery networkssales planforecastsales cycleopportunity prioritizationaccurate forecastingcustomer presentationsrepair contractscapital equipmentconnected solutionsC-suiteclinical informaticsBiomedmaterials managementdata to identify key opportunitiesterritory
Deal Breakers
Must have a track record of successful sales, Must be able to travel up to 75% within the territory
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