Manager, Associate Hospital Sales
ICU Medical, Inc.

Position Summary

Reporting to the Director of Commercial Operations & Strategy, the Manager, Associate Hospital Sales is responsible for leading and developing a team of Associate Hospital Sales Representatives. The primary responsibilities include the hiring, coaching, and development of Associate Hospital Sales Representatives to "field sales readiness," while directing sales activities through a complex medical device sales process associated with driving growth in the respective region. This position increases revenue and profitability by expanding utilization of ICU Medical products throughout existing accounts. In addition, the Manager, Associate Hospital Sales must direct representatives to extend relationships into new accounts to increase year over year growth while working cross functionally with Field Sales, Marketing, Contract Marketing, Finance, Customer Care, and Services; and seek ways to inform the business.

Essential Duties & Responsibilities

• Hire, coach, and develop Associate Hospital Sales Representatives to be field sales ready. Manage key performance indicators, including but not limited to: sales and margin targets, new business growth, progression in sales process, funnel performance/accuracy.

• Create and regularly monitor annual development plans for sales representatives to drive continuous improvement, while ensuring proper adherence to corporate policies, guidelines, operating rules, and budgets. Target team performance, obstacles, needs, marketing trend information, and competitive pressures.

• Develop and facilitate execution of strategic initiatives that align sales efforts with Company and regional targets, drive sales and, improves the sales effectiveness of the Associate Hospital Sales Representatives
• Consistently demonstrate understanding of the industry and foster this understanding with Associate Hospital Sales Representatives
• Facilitate ICU customer success under challenging market conditions

• Meet or exceed sales forecasts for assigned regions while ensuring appropriate profit margins are maintained. Develop and grow ICU Medical's Infusion Therapy, Device, and Oncology businesses with existing customers while continually cultivating new customers for our products.

• Drive the creation and execution of successful selling strategies, creating detailed tactical action plans to drive share gain and standardization at strategic/key accounts by thoroughly understanding account competitive positions, buying influencers, key clinical differentiators, and customer service/support expectations.

• Drive the development and management of a robust/accurate opportunity pipeline sufficient to achieve annual top line growth targets. Ensure consistency of sales and reporting expectations, including but not limited to pre-call plans, detailed contract management, quotations, communication/tracking, and project stage management.

• Work closely with the Marketing team on tactical and strategic marketing programs to drive brand recognition, image, and sales by participating in industry tradeshows & conferences, and managing field-level execution of tactical marketing programs.

• Proactively gather and report important VOC on clinical, application, and market trends-as well as competitor activity-to help drive future initiatives and priorities, including product development and strategic marketing.

• Work cross functionally and maintain strong relationships with Sales Leadership, internal and external stakeholders
• Know the strengths and weaknesses of competing products in the market and how to position ICU Medical's offerings against them clinically

• Work on special assignments as they arise.

Knowledge & Skills

• Proven success closing complex, multi-shareholder deals in the US Acute Care Hospital market required

• Field Trainer experience preferred

• Self-motivated, energetic, professional, and able to perform job duties with minimal supervision

• Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)

• Ability to work cross functionally across multiple departments/divisions

• Strong leadership and coaching skills with the ability to lead and develop a team

• Able to multitask in a fast-paced environment

• Excellent verbal, written and presentation skills

• Highly proficient in CRM, Excel, Word, PowerPoint, and Outlook

Minimum Qualifications, Education & Experience

• Must be at least 18 years of age

• Bachelor's degree from an accredited college or university is required

• Minimum 5 years of sales experience in the Medical Device industry with a proven track record of sales growth

• Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.

Work Environment

• This is largely a sedentary role

• This job operates in a professional office environment and routinely uses standard office equipment

• Work may be performed 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 needs of a customer

• 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 20-50% of the time

This role is based remotely; the incumbent may be remote in any state other than Colorado; California; Connecticut; Montana, Maine or New York.

ICU Medical is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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