Sales, National Account Manager - Strategic Accounts, RespirTech (Western and Central US)

North American Account Manager, Strategic Accounts - RespirTech

RespirTech North American Account Manager’s (NAM) primary responsibility is driving capital sales of the InCourage airway clearance therapy medical device to Hospitals and VA’s.  The NAM will also work to increase utilization of Clear Chest vest disposables within assigned Key Accounts.  The NAM manages relationships for accounts assigned in the Central/Western half of the country calling on Supply Chain, Respiratory Therapists, Physicians and C-Suite.  Additional responsibilities may include management of a few very select DME relationships and GPO contracting.

Your role: 

• New business development of capital sales within hospital and VA health systems managing the entire process from identification of opportunity, in-servicing respiratory departments, price negotiations and purchase order management.   
• Increase utilization of InCourage vest and associated Clear Chest product with current customers through sales presentations, product in-services and building customer relationships with Respiratory therapists, physicians and potentially C-Suite.
• Manage the process to get on contract with identified GPO’s and contracted with select DME’s.   After contracting, drive business from GPO affiliates and/or DME.
• Employ a hunter mentality to create new capital sales opportunities, effectively educate on the clinical benefits of the InCourage vest versus competitive options, overcome objections, negotiate pricing and deliver on purchase agreements through supply chain.
• Analyze data to effectively target priority healthcare teams and create strategic selling plans.  Maintain good records on pipeline management and act with a sense of urgency.  Effectively manage time and decision making of in-person and virtual calls with healthcare teams.
• Collaborate well with RespirTech internal operations partners for RFP’s, contracting and purchase agreements.

 You're the right fit if:

• You’ve acquired 5+ years of successful medical capital (required) and disposable sales experience in the hospital environment.
• Preferred experience:
  • Directly in the Respiratory field in the Central/Western half of the US
  • Selling capital into the VA
  • GPO contracting
• Your able to:
  • Travel in the field 50+ % (including overnights).
  • Build new business from the ground up and maintain strong customer relationships.
• You have a Bachelor's or Master's Degree.
• You must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this Sales position.
• You’re an excellent communicator, both written and verbal, and have the ability to work independently.

How we work together

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. Onsite roles require full-time presence in the company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

This is a field role.

About Philips

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Philips Transparency Details

Total Target Earnings is composed of base salary + target incentive. At 85% to 120% performance achievement, the Target Earning potential is $170,450 to $197,400 annually, plus company fleet/car.  Total compensation may be higher or lower dependent upon individual performance. 

Target Earnings pay is only one component of the Philips Total Rewards compensation package, which includes a generous PTO, 401k (up to 7% match), HSA (with company contribution), stock purchase plan, education reimbursement and much more.  Details about our benefits can be found here.

Additional Information

US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa, now or in the future.

Company relocation benefits will not be provided for this position.  For this position, you must reside in or within commuting distance to a major airport ideally located near Chicago, St. Louis, Minneapolis, Denver or Los Angeles

#LI-Field

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This requisition is expected to stay active for 45 days but may close earlier if a successful candidate is selected or business necessity dictates.  Interested candidates are encouraged to apply as soon as possible to ensure consideration.

Philips is an Equal Employment and Opportunity Employer including Disability/Vets and maintains a drug-free workplace.