Strategic Account Executive - West

Belimed is a leading global supplier of innovative cleaning, disinfection and sterilization solutions for medicine, with subsidiaries in Europe, USA and China. Under the brand name Belimed we develop, produce and distribute equipment for hospitals and clinics. Our more than 1000 employees in 10 countries have been working tirelessly for over 40 years to provide our customers with absolute confidence in sterile processing solutions.

Job Description

As the Strategic Account Executive, you will execute a strategic sales and marketing plan that contributes directly to the achievement of company growth by concentrating on direct sales of large national and regional accounts and large Integrated Delivery Networks in a defined region. You will ensure Belimed’s products and services achieve maximum market penetration and meet or exceed annual sales bookings and revenue targets. You will play a critical role in driving relationships across all levels (internally and externally), while simultaneously supporting the requirements of the corporate sales strategy directly related to IDN’s.

Your primary objective will be to create strategic business alliances with IDNs, key hospitals, and health systems to enhance Belimed’s commercial (IDN segment) growth. You will lead and execute new and innovative growth ideas that leverage Belimed’s value proposition within a dynamic marketplace. You will have regional and national influence across our entire field sales organization by driving and sustaining top line revenue growth.

Territory: Washington, Oregon, California, Idaho, Montana, Wyoming, Nevada, Utah, Colorado, Arizona, New Mexico Travel: Overnight 50%-75% primarily in the US Compensation: $130,000-$150,000 + 50% bonus

How you will impact Belimed and our clients

Identify and provide enterprise solutions to key national and regional IDNs

Continually develop, enhance and own relationships with executives and decision-makers, Contract Portfolio Managers, and Clinical and Strategic Sourcing leaders at all key strategic IDN’s and accounts

Serve as the primary point of contact for corporate IDN relationships

Increase sales and market share where Belimed is on contract; create demand for Belimed products/solutions, converting to contract where no current contract exists

Provide strategic leadership and support Regional Sales/Service efforts to grow overall business

Gain and maintain an understanding of customer strategic goals, needs and pain points

Create, communicate and implement strategies related to winning business and driving competitive conversions

Own the creation and dissemination of the unique value proposal for each IDN

Communicate and implement the Strategic Accounts customer relationship strategy

Conduct business reviews with Belimed’s top, strategically significant accounts

Develop and maintain an active target list of future targets and competitive hospitals

Conduct meetings at key accounts to address issues, concerns, and opportunities

Remain actively informed of healthcare trends, competitive strategies, issues and business opportunities

Maintain knowledge and understanding of the healthcare market and the interaction between hospital system and supplier

Negotiate and manage T&C issues during and after the sales and/or RFP process

Create presentations and sales reports as needed and requested; prepare and submit monthly business metrics reports

Support team and organizational reporting by maintaining sales activity and account information in Salesforce

Contribute to business development outside the scope of an IDN with key industry partners as necessary

What you need to succeed

Bachelor’s degree in Business, Marketing or relevant field

Minimum 10 years successful sales experience, 8 of which should be in complex capital sales within a healthcare environment

Minimum 3 years of experience in IDN/Executive Level sales

Positive track record of complex project management during conversions, RFP processes, and implementation of unique Strategic Accounts programs

Possess a C-level executive presence and aggressive approach to account identification and penetration

Highly self-motivated and action oriented, with a hunter mentality that drives for results

Ability to provide process leadership throughout the sales cycle (from contact through strategy, proposal, presentation and successful conclusion)

Demonstrate success of personal ownership in clients and process

Ability to influence and develop team members without formal authority

Understand and ability to create a competitive differential by identifying and developing the right team

Strong business acumen that demonstrates keen awareness and understanding of how strategies and tactics work in the marketplace

Proven problem solving skills that leverage logic and others methods to solve complex/difficult problems

Excellent presentation skills in a variety of settings: one-on-one, small and large groups, with peers, and senior leadership

Outstanding communication, analytics, drive and persistency skills are paramount to success in this position

Knowledge and experience in negotiating and developing executive summaries, creative contract proposals, spreadsheets, documents, letters of intent, and IDN agreements

Effectively utilize and maintain sales tools to manage territory and strategic business plans

Proficiency with MS Office (Word, Excel, PowerPoint)

Ability and willingness to travel overnight up to 75% (residency near a major airport within the designated territory is required)

As a full-time team member, you will be eligible for our excellent benefits package to include medical, dental, vision, life and disability insurances, 401(k) with a company match, paid time off, paid parental leave and more! Sales team members are also provided with a laptop, cell phone and car allowance.

Belimed, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, sex (including pregnancy, gender identity or expression, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, military service, or other non-merit based factors. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. EOE

Resume submittals from individual recruiters or third party recruiting agencies will be considered for this opportunity with prior approval and signed contract by Belimed Human Resources.