at ICU Medical Inc. in Springfield, Illinois, United States
Job Description
Job DescriptionPosition Summary
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. The position will be primarily focused on national Respiratory DMEs and any other national level initiatives for the business.
Essential Duties & Responsibilities
- Lead all selling efforts for assigned strategic accounts including and not limited to driving sales growth through presenting clinical and financial value propositions aligned with the strategic accounts key initiatives and financial goals, developing, implementing and monitoring enterprise contracting solutions, driving business growth strategies, conducting quarterly business reviews and supporting and guiding executive-level decision-making processes. Utilize expertise to advise customers on solution options based on their needs.
- Regularly 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 Respiratory Sales Specialists.
- Make key recommendations with pricing strategy based on data analytics and competitive marketing strategies.
- Maintain contract and pricing integrity in assigned strategic accounts.
- Document and maintain accurate and timely strategic account plans.
- Consistently maintain and apply knowledge of market, competitive and industry trends and apply to strategy within assigned accounts accordingly.
- Proactively negotiate, influence and communicate Request for Proposals (RFP's) and Request for Information (RFI's) for all assigned strategic accounts.
- Cooperate with relevant ICU functions for administration of contract documents, membership lists, extensions, amendments, and any special programs and communications to the assigned strategic accounts while positioning ICU Medical brands to win profitable contracts.
- Maintain and track all executed agreements with the ability to define the positive sales growth versus the pricing concessions in return for the strategic accounts 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 initiatives within the assigned strategic accounts.
- Promote and be viewed as a Trusted Advisor on all aspects of strategic account management by both internal and external stakeholders including the delivery of exceeding the annual sales target.
Knowledge & Skills
- Strong business acumen and data analytics proficiency
- Strong understanding of the alternate site marketplace, specifically within DMEs
- Demonstrated Team and Influence leadership
- Excellent negotiation and closing skill set required for contract negotiations with high level leaders both with internal and external stakeholders
- 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
Minimum Qualifications, Education & Experience
- Bachelor's degree from an accredited college or university
- Minimum 5 years of experience in medical device industry; preferably Sales
- Must be at least 18 years of age
Work Environment
- Work may be performed in an office environment using standard office equipment, as well as on-site at customer locations.
- While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time, depending on the task
- As part of the scope of employment, the employee must hold a valid driver's license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.
- Typically requires travel 50% - 60% of the time
About Us
ICU Medical has consistently provided you with 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.
We're ready to bring you consistent quality, innovation, and value in more areas than ever. Our focus allows us to bring you:
- Dedicated and non-dedicated IV sets and needlefree 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.
ICU Medical EEO Statement:
ICU Medical is committed to fostering a diverse, inclusive, and equitable work environment. As an Affirmative Action and Equal Opportunity Employer, we ensure that all qualified applicants receive fair consideration for employment regardless of race, color, nationality or national origin, ethnicity, sex, gender identity, gender expression, gender reassignment, religion or belief, marital or civil partnership status, sexual orientation, pregnancy or maternity, age, disability, or protected veteran status.
If you are an individual with a disability and need reasonable accommodation to participate in the employment selection process, please contact us at humanresources@icumed.com. We are committed to providing equal access and opportunities for all candidates.
ICU Medical EEO Policy Statement
OFCCP Equal Opportunity Posters
- "Know Your Rights" Poster
- Pay Transparency Nondiscrimination Provision
