Account Manager (Cdn) – Spacelabs Healthcare

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  • Canadian Account Manager. Greater Toronto, ON Based
  • Reports to: General Manager Canada
  • Department: Sales

Position Purpose

As an Account Manager you will report to the General Manager Spacelabs Canada. Your Account Manager territory will be reviewed in detail upon your hire and is geographically Central Ontario and the GTA.

The Account Manager has overall responsibility for your territory customer satisfaction and to ensure a vibrant Spacelabs account team relationship. In your territory, the Account Manager works closely with and coordinates the local area team resources including the FSE team, CEC team, Cardiology and Office Support staff and management staff in order to deliver a professional, high quality and trustworthy partnership to our customers.

Through development of each customer relationship the Account Manager will identify and document all opportunities for business potential in CRM and then will prioritize each and deploy Spacelabs strategic selling approach in managing the opportunities identified as potential fits for the company and the customer.

Meeting territory business objectives are a primary goal and typically a result of managing and developing strong and trustworthy customer partnerships

Our approach involves fostering long-term customer relationships and satisfaction in order to maximize value to Spacelabs Healthcare customers, and to convert competitive accounts in the territory in a cost-effective manner.

As requested by the GM, the Account Manager will also work closely with the GM and other Account Managers on identified key opportunities to help optimize the selling process, our strategy our presentations and our RFP response in an effort to secure new or retain existing business.

Responsibility: Account Manager, Central and GTA ON

  • Through company provided training you will be given the product and strategic selling and tools knowledge to manage your territory.
  • The Account Manager must successfully complete training provided and commit to adopt the approaches and tools provided in managing the territory
  • The Account Manager will devise a territory business strategy to ensure a balanced approach to identifying, developing and closing business opportunities to support the territory quota and business objectives as determined by your annual ICP plan and quota
  • The Account Manager will coordinate and leverage resources in Canada to support activities in all product groupings and revenue streams (Monitoring, Perinatal, Cardiology, S&A & Service)
  • The Account Manager through strong communication skills, leadership, good planning and organizational skills will be the coordinator for the Local account team and well as for the customers, GPOs and IDNs of our Spacelabs resources.
  • The Account Manager will fulfill reporting duties including expense reporting and budget management, CRM and funnel management, and meet requirements of the back office staff
  • Strive at all times to achieve your annual quota by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage.
  • Develop and implement annually a territory and GPO strategic business plans supporting attainment of quota, market share growth, and other company objectives.
  • Maintain sufficient identified business to support a “balanced” sales funnel as defined by management.
  • Utilize all members of the Canadian team as well as other company resources including marketing and Senior Management to maximize sales, account penetration and market share.
  • Represent –Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.
  • Maintain a high level of product knowledge on Spacelabs Healthcare and competitive products.
  • Participate in Professional Trade Shows and Sales meetings.
  • Proficiency in Strategic Selling should be at a proficient to expert level.
  • Develop and maintain consultative sales relationships with key-buying influences in each account.
  • Maintain knowledge of each account’s current and long-term purchase plans and objectives.

Responsibility: Sales Administration

  • Submit accurate reports regarding expenses, sales activities, results, market position, and forecasts (i.e. CRM and Monthly Business Reviews etc.).
  • Fully commit to develop expert skills in all tools related to strategic selling, CRM, funnel management, quote building, expense management,
  • Maintain current and adequate supply of literature and sales tools for customer distribution.
  • Utilize and appropriately plan with sales support staff to prepare all quotations and RFPs in a timely and high quality fashion
  • Prices quoted other than list, contract prices, or rep .level must have management approval.

Responsibility: Company Assets

  • Maintain demo inventory in saleable condition, including proper storage, movement and record keeping. Inventory should be sold after 12 months or as directed by management.
  • Ensure that company provided vehicle is regularly maintained at all times consistent with fleet requirements.
  • Manage PC, phone, business credit cards appropriately

Qualifications Education and Experience

  • The candidate will have a degree or diploma in a related Clinical Profession (RN, RRT, and Biomed).
  • The candidate will have a minimum of 3 years of Clinical practice experience in a Canadian Healthcare organization
  • The ideal candidate will have a minimum of 3 years’ experience and demonstrated high performance working in sales or marketing or clinical or technical support environments in a Canadian Healthcare medical equipment company.
  • The candidate will possess
  • Team oriented leadership skills
  • Possess strong PC, organizational, and communication skills,
  • Strong initiative and sales success in previous job experiences.
  • Strong PC and MS office skills including word processing and use of Internet communications.
  • Demonstrated flexibility, autonomy, self-motivation, and a high level of professional demeanor

General Qualifications and qualifications to travel

  • The successful candidate will pass a criminal background check
  • Possession of a valid driver’s license
  • Maintain COVID 19 and other required vaccination status as per customer requirements
  • Travel to effectively cover territory as directed by management or customer needs (30 to 60%).
  • Ability to travel time zones when required using various means of transportation (planes, rental & company car).

Responsibility all Spacelabs Employees

  • Uphold the Company’s core values of Integrity, Innovation, Accountability, and Teamwork.
  • Demonstrate behavior consistent with the Company’s Code of Ethics and Conduct.
  • It is the responsibility of every Spacelabs Healthcare employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.

Compensation and Benefits

  • The position is compensated through a combination of base salary and commission for products sold
  • Commission is variable based on performance to an established quota
  • Base salary is determined based on Spacelabs Canada norms and candidate experience
  • The position includes a competitive Benefits and Vacation and PTO program and company matched RRSP program eligibility after completion of a successful probation period
  • The position includes a company fleet vehicle with gas and maintenance and insurance provided by Spacelabs

Posted: November 22, 2022; Expires: December 31, 2022