Career Opportunities: Strategic Account Manager, Surgical Pain - West (California, Arizona, Nevada) (6237)

Requisition ID: 6237

Job Title: Strategic Account Manager, Surgical Pain - West (California, Arizona, Nevada)

Job Country: United States (US)

Here at Avanos Medical, we passionately believe in three things:

• Making a difference in our products, services and offers, never ceasing to fight for groundbreaking solutions in everything we do;
• Making a difference in how we work and collaborate, constantly nurturing our nimble culture of innovation;
• Having an impact on the healthcare challenges we all face, and the lives of people and communities around the world.

At Avanos you will find an environment that strives to be independent and different, one that supports and inspires you to excel and to help change what medical devices can deliver, now and in the future. 

The Avanos COVID-19 Vaccine Policy:  This Policy applies to U.S. customer-facing / field-based employees & Avanos leadership:  All U.S. customer-facing / field-based employees hires must be fully vaccinated against COVID-19.  Proof of being fully vaccinated does not need to be disclosed until a job offer has been made but must be submitted within 48 hours after the acceptance of the job offer.  If you have a qualifying medical condition or sincerely held religious belief or practice that precludes you from receiving a COVID-19 vaccine, you may apply for an exemption or deferral after you accept the job offer and before your scheduled start date.  The reasonable accommodation provided to the employee, if any, will depend on the employee’s job and the applicable facts, but it may include weekly COVID-19 testing and masking requirements.  New hires who do not submit, before their scheduled start date, proof of being fully vaccinated or a request for a reasonable accommodation will have their job offer revoked.

Avanos is a medical device company focused on delivering clinically superior breakthrough solutions that will help patients get back to the things that matter. We are committed to creating the next generation of innovative healthcare solutions which will address our most important healthcare needs, such as reducing the use of opioids while helping patients move from surgery to recovery. Headquartered in Alpharetta, Georgia, we develop, manufacture and market recognized brands in more than 90 countries. Avanos Medical is traded on the New York Stock Exchange under the ticker symbol AVNS. For more information, visit www.avanos.com.

Territory: West

Covering: California, Arizona, Nevada 

The role

As the Ambit and IV Specialist for the Surgical Pain Division, you will be responsible for meeting the sales and business management objectives for your focused product line. This includes Ambit Surgical Pain pumps and IV Therapy. Call points for the role will include:

• Hospitals
• Ambulatory Surgery Centers
• Clinics
• Non-Acute Care Setting

This role will also call on healthcare professionals in the following spaces:

• Orthopedics
• Anesthesia
• Sports Medicine
• Pain Management
• Spine
• Oncology
• OBGYN
• Home Infusion

The Ambit & IV Specialist will be required to partner with and support our Field Sales Team, Marketing Teams, Key Channel/Distribution Partners, Surgeons/Physicians, Hospital Staff (clinical & non-clinical roles), C-level customer stakeholders.

The Ambit Specialist will be required to support existing customers in the IV Therapy space and help drive market share growth across the Ambit portfolio.

The ideal candidate for the Ambit & IV Specialist will utilize clinical acumen, analytical skills, and product knowledge to build and maintain relationships with key customers and targets. They will be an excellent communicator with a passion for achievement and a consistent track record of year over year revenue results. They will ensure Ambit & IV Therapy maintains strong contract positions and strategic customers have the day to day support needed. They will also assist with training and education for the field sales team, clinic staff, and customers. They will demonstrate strong collaboration with sales and marketing leadership to build and execute on the go-to-market strategies for each Ambit & IV Therapy product category.

This position reports to the National Sales Director and requires 60%+ travel, including overnights.

Key Responsibilities:

• Build and Maintain relationships with surgeons, physicians, therapists, nurses, clinicians, department decision makers and/or administrators within assigned strategic accounts to protect and grow the Ambit Surgical Pain Pump category
• Build and Maintain strategic alliances and contractual relationships with identified channel partners and strategic IV end users, particularly in infusion and oncology.
• Develop, initiate, and execute business plans for assigned accounts.
• Partner with the National Sales Trainer to provide regular and on-going Ambit training to the Field Sales Team, 1099s, and internal business partners
• Work with the upstream Marketing Team to build “Go-to-Market” strategy for the IV Therapy category
• Work with the downstream Marketing Team to support the implementation of the “Go-to-Market” strategy for the Ambit Surgical Pain Pump category
• Develop deep relationships with senior healthcare executives of alternate site channel partners.
• Optimize opportunities and generate new customer leads while actively protecting existing market share
• Ensure comprehensive understanding of key organizational business issues impacting all Ambit product categories
• Actively participate with the National Sales Director in the strategic and tactical planning process for Ambit product categories
• Maintain expertise in oncology and infusion, key site of care changes, reimbursement, and operation impacts to supporting this customer base
• Proactively identify high risk, high profile accounts and competitive landscape, develop and execute an action plan to retain business.
• Prepare and lead quarterly business reviews addressing performance, strategy, and key initiatives with channel partners.
• Provide internal strategic communications with relevant business partners on attainment of revenue and opportunities to grow the business.
• Partner with the Corporate Accounts team to respond to RFI/RFP requests for key customer segments and provide channel support for price administration
• Sales positioning, analysis, and in-servicing of product categories that address customers' pain points
• Implementation of the business and selling activities required to meet objectives
• Staying compliant with all AdvaMed Guidelines and Avanos’ Code of Conduct
• 60%+ Travel is required to meet above objectives

Your qualifications

Required:

• Minimum bachelor’s degree from four-year college or university program with a focus in business, health care, marketing, or finance
• Minimum seven (7) years’ medical device sales experience or equivalent combination of education and experience.
• Minimum five (5) years’ experience covering surgical cases.
• Business and Financial Acumen
• Clinical Knowledge
• Surgical Case coverage & O.R. experience
• Sales Training Experience
• Relationship Management Skills
• Strategic Vision and Planning Capabilities
• Adaptability/Flexibility
• Problem Assessment and Resolution
• Conflict Management
• Decision Making/Decisiveness
• Strong Presentation and Communication Skills
• High Integrity
• Organizational Awareness
• Emotional Intelligence
• Persuasiveness/Sales Ability/Results Focused
• Planning, Organizing and Project Management 
• Building Effective Teams /Peer Relationships
• Industry/Market Knowledge
• Product/Technical Knowledge
• Ability to Travel 60% including overnight
• Understanding of the hospital/ASC buying process including the role of GPO’s, IDN’s, and Distributors
• Deep understanding of medical terminology and clinical practices
• Evidence of continued personal and professional growth and development
• Ability to lead in the face of ambiguity
• Persistence to achieve long-term objectives in the face of obstacles

Preferred:

• Seven years of experience selling Medical Devices into hospitals, ambulatory surgery centers, and clinics
• Five years of experience covering surgical cases in an Operating Room setting
• Previous experience managing multi-state geographies and successful achieving sales targets
• Strategic account experience and with C-level selling experience.
• Strong understanding of the Anesthesia and Orthopedic segments
• Strong understanding of IV and Oncology segments
• Understanding or experience with channel partner strategies
• Understanding or experience with Health Economic/Reimbursements issues including HCPC Codes or other reimbursement models.
• Demonstrated ability to think strategically and lead in a complex matrix environment.
• Consultative and results oriented sales approach
• Excellent planning, organizing and leadership skills.
• Strong project management skills.
• Develop and execute strategies to achieve business objectives
• Drive contract management, including local price negotiations
• Excellent verbal, written and presentation skills.
• Strong customer orientation.
• Skilled negotiator.
• Demonstrated ability to facilitate and navigate through change.
• Evidence of continued personal and professional growth and development.
• Experienced leader in defining and developing business or markets.
• Innate ability to establish solid customer relationships.
• Ability to understand market trending.
• Ability to rapidly acclimate to change, embrace and identify new opportunities.

The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.

Salary Range:

The anticipated average base pay range for this position is $110,000.00 - $140,000.00. In addition, this role is eligible for an attractive incentive compensation program and benefits. In specific locations, the pay range may vary from the base posted

Avanos Medical is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or any other characteristic protected by law. If you are a current employee of Avanos, please apply here 

Join us at Avanos
Join us and you can make a difference in our products, solutions and our culture. Most of all, you can make a difference in the lives, people, and communities around the world.

Make your career count
Our commitment to improving the health and wellbeing of others begins with our employees – through a comprehensive and competitive range of benefits. We provide more than just a salary – our Total Rewards package encompasses everything you receive as an employee; your pay, health care benefits, retirement plans and work/life benefits.

Avanos offers a generous 401(k) employer match of 100% of each pretax dollar you contribute on the first 4% and 50% of the next 2% of pay contributed with immediate vesting.

benefits on day 1

uncapped sales commissions

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