Territory: Austin / San Antonio, TX
Covering:San Antonio, Austin, South Texas Valley and El Paso
Nature and Scope:
The Enteral Feeding Account Consultant is responsible for the positioning and selling of AVANOS Enteral Feeding related products and solutions within both Acute Care and Alternate Site care accounts/facilities/departments. Responsibilities entail all technical and conceptual sales aspects of the AVANOS Enteral Feeding product portfolio including, but not limited to, the validation of product cost/value proposition sustaining the existing book of business and leading to increased year on year sales as per the AVANOS Enteral Feeding sales plan and territory sales objectives.
Product Responsibility:
Enteral feeding tubes and accessories, radiologic/surgical tube placement kits, enteral feeding tube placement hardware (capital) and disposables, enteral feeding tube retention, enteral feeding intolerance, diagnostic and endoscopic accessories, and any other products as determined by commercial leadership.
Markets Responsibilities and Call Points:
Hospitals/Acute Care - Senior Administration, Gastroenterology, Endoscopy, Interventional Radiology, ICU/NICU, Pediatric/General Surgery (OR), Emergency Room (ER), Speech Pathology, Dietary, Education, Biomed, Case Management, and other departments as directed by commercial leadership; Alternate Site - Durable Medical Equipment (DME) companies, Home Health's, Skilled Nursing Facilities, Ambulatory Surgical Centers/Clinics, and Rehab facilities.
Accountabilities:
The ideal candidate for the Enteral Feeding Account Consultant will utilize personal skills, product knowledge, and clinical expertise to maintain and build existing and new revenue within a set sales territory. The Enteral Feeding Account Consultant will be responsible for a continued demonstration of sales expertise of appropriate skills and functions that include but are not limited to product presentations, clinical presentations (including bedside coaching and case support functions), product pricing, sales territory management, internal and external communication, accurate sales forecasting/reporting. These activities are to result in net sales and profit growth by achieving product and sales category objectives within an assigned sales territory.
Responsibilities:
- Sales positioning, analysis, and in-service implementation of all AVANOS Enteral Feeding product categories leading to year-on-year sales increases as per the AVANOS DH sales plan
- The development and demonstration of business value selling skills and overall AVANOS sales acumen
- Developing and maintaining expertise across the entire range of AVANOS EF products and service platforms
- Tactical implementation of selling and business activities developed by region, National Sales Director, and VP of Sales, to meet sales objectives
- Create and nurture high gain sales relationships with multiple decision makers and influencers within assigned accounts or markets (e.g., clinician, surgeons, physicians, department decision makers and/or administrators)
- Development and enforcement of contract and price negotiations/contract management with desired outcomes of obtaining committed business at the highest margins possible
- Active collaboration with sales and marketing leadership, SOC Specialist(s), NICU Specialist(s), Clinical Education Specialist(s), internal partners/stakeholders, and customers
- Effective utilization of AVANOS EF sales and marketing resources and tools necessary to meet objectives
- Territory budget management and utilization of AVANOS EF sales support resources, per compliance policy
- Active participation with Region Manager in the strategic planning and execution processes
- Follow compliance and credentialing requirements for uninterrupted access to customer facilities
Minimum Qualifications:
- Bachelor's degree required
- At least 3 or more years of sales experience in B2B or the healthcare industry
- Proof of a successful track record
- Demonstrate strong communication and interpersonal skills
- Evidence of continued personal and professional growth and development
- Excellent knowledge of PC based applications (Windows, Word, Excel, Outlook, and PowerPoint) is required
- Tactfully aggressive
- Comfortable in hospital setting
- Travel by car required
Preferred Qualifications:
- 5 years of medical device sales experience
- Experience selling capital equipment
- Experience in Enteral Feeding products and related disease states
- Candidate ranked in top 10% of sales force
- Hospital sales experience
- Salesforce.com experience
