[Hiring] Manager, Corporate Accounts @ICU Medical

Role Description

The primary focus of the role is to develop, lead and grow long-term collaborative business alliances and relationships with the largest and most strategic US non-acute assigned accounts which produce a growing and profitable revenue stream of ICU Medical products, services and solutions.

• Lead all selling efforts for assigned strategic accounts.
• Drive sales growth through presenting clinical and financial value propositions aligned with the strategic accounts' key initiatives and financial goals.
• Develop, implement, and monitor enterprise contracting solutions.
• Conduct quarterly business reviews and support executive-level decision-making processes.
• Advise customers on solution options based on their needs.
• Interface and collaborate with ICU Medical senior leadership to align strategic accounts' needs, market trends, and desired outcomes.
• Orchestrate internal teams while serving as the main point of contact for the customer’s buying team.
• Participate in the account relationship and activity post-sale, in partnership with Alternate Site Account Manager.
• Make key decisions with pricing strategy based on data analytics and competitive marketing strategies.
• Maintain contract and pricing integrity across all business units in assigned strategic accounts.
• Document and maintain accurate and timely strategic account plans.
• Maintain and apply knowledge of market, competitive, and industry trends to strategy within assigned accounts.
• Negotiate, influence, and communicate Request for Proposals (RFPs) and Request for Information (RFIs) for all assigned strategic accounts.
• Administer contract documents, membership lists, extensions, amendments, and any special programs and communications to the assigned strategic accounts.
• Maintain and track all executed agreements with the ability to define positive sales growth versus pricing concessions in return for committed sales volume levels.
• Utilize creative customer-centric contracting strategy to maximize share of customer wallet.
• Provide value to the field sales organization by driving profitable revenue through successful project management of targeted key speed to impact initiatives.
• Promote and be viewed as a Trusted Advisor on all aspects of strategic account management.

Qualifications

• Strong business acumen and data analytics proficiency.
• Demonstrated team and influence leadership.
• Excellent negotiation and closing skills required for contract negotiations.
• Excellent verbal and written communication skills; strong presentation skills.
• Strong interpersonal skills.
• Strong project management skills.
• Strong organizational and planning skills.
• Proficient in Excel, Word, and Outlook.
• Able to multitask, work under pressure in a fast-paced environment, and meet deadlines.

Requirements

• Bachelor’s degree from an accredited college or university.
• Minimum 5 years of experience in the medical device industry; preferably Sales.
• Must be at least 18 years of age.
• Typically requires travel 50% - 60% of the time.

Work Environment

• Work may be performed in an office environment using standard office equipment, as well as on-site at customer locations.
• Employee may be required to sit, stand, and walk for long periods of time, depending on the task.
• Employee must hold a valid driver’s license and comply with the Authorized Driver Policy to drive on behalf of the company.

Company Description

ICU Medical has consistently provided clinical innovations that help solve real-world challenges. With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings.

• Dedicated and non-dedicated IV sets and needle-free connectors clinically proven to provide an effective barrier against bacterial transfer and colonization.
• The industry’s broadest IV smart pump offering covering large volume, pain management, and ambulatory needs.
• IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company.
• Significant US IV solutions manufacturing and supply capabilities.