Associate Account Manager/ Clinical Education Consultant

Job Description

Overview

Spacelabs Healthcare Canada Inc. is a leading supplier of Patient Monitoring and Cardiology products to the Canadian Hospital and Physician Office communities. Spacelabs Healthcare Canada is a subsidiary of our Seattle-based parent organization.

As a hybrid Associate Account Manager (AAM) and Clinical Education Consultant (CEC), you will report to the General Manager of Spacelabs Canada. Your territory will be reviewed in detail upon your hire and is geographically in British Columbia and the Northwest Territories.

The successful candidate will develop skills as both a CEC and an AAM. The position is suited for individuals with a strong clinical background and strong communication and strategic thinking skills who are interested in exploring both clinical education and account management as career pathways.

Initially, the candidate focuses on the development of a deep clinical application and operational understanding of all Spacelabs products through detailed CEC training and CEC co-travel and project experience. Once a foundation is established as a CEC, Spacelabs will add more sales exposure and sales training for the AAM component of the position.

The individual will receive expert training in both CEC and account management by Spacelabs and will work closely with mentors, management, and senior staff before assuming full responsibility for these functions. Once in the hybrid role, we anticipate that the position will be approximately 50% CEC work and 50 account management work. Flexibility and planning with managers will be important because both aspects of the position experience peaks in workload.

Mentors and managers will work with the candidate to ensure priorities are set and appropriate support in the account management role is available at all times. As an AAM you will have defined accounts in which to conduct your account management functions in concert with the guidance and support of your mentors and managers. In your CEC role you will work both within your sales territory and outside the sales territory on projects across Canada. These assignments will be carefully determined by your CEC manager with reference to your account management activities.

TERRITORY: British Columbia, Alberta, and Saskatchewan

Up to 50% travel is required; mostly driving company vehicle within territory, but some air travel may be required. (Including travel to the US for training purposes).

Responsibilities

The AAM has overall responsibility to ensure customer satisfaction and vibrant customer relationships in their territory. In the territory, the AAM 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 AAM 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.

• Through company provided training you will be given the product and strategic selling and tools knowledge to manage your territory.
• The AAM must successfully complete training provided and commit to adopt the approaches and tools provided in managing the territory
• The AAM working with the GM and/or local 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 AAM working with the GM and/or local 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 AAM 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 AAM will fulfill reporting duties including expense reporting and budget management, CRM and funnel management, and meet requirements of the back office.
• 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.

AAM Responsibility: Sales Administration

Working with SAM the AAM will be trained and be expected to:

• Submit accurate reports regarding expenses, sales activities, results, market position, and forecasts (i.e. CRM and Monthly Business Reviews ).
• 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
• 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 level must have management approval.

Responsibility: Company Assets

• Maintain demo inventory in saleable condition, including proper storage, movement and record 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
• Manage PC, phone, business credit cards appropriately

AAM Responsibility: Safety Desired Outcome: The AAM will:

• Observe all applicable company safety policies and practices.
• Use company-approved moving services or loading devices to safely load and unload demo equipment where authorized.
• Use safe and defensive driving techniques and attend defensive driving training as required.

Overall Clinical Education Consultant (CEC) responsibilities:

• Reporting to and acting on the direction of the National Education Manager Canada the Clinical Education Consultant (CEC) assists the sales organization and customers with clinical demonstrations, evaluations and education for the customers using Spacelabs Healthcare products. The CEC provides support during installation and education to customers on clinical application of Spacelabs Healthcare products.

CEC Responsibilities and Duties:

• Be competent in the application and operation of all products and environments
• Work various shifts as deemed necessary for successful pre-sales demonstrations, evaluation, or installation.
• Provide customer training on all clinical applications of equipment.
• Utilize efficient time management and cost containment in all activities.
• Demonstrate professionalism and positive approach when interacting with team members and customers.
• Communicate all relevant customer information including product and/or customer problems or opportunities to appropriate personnel.
• Provide timely and complete reports of activity as required.
• Support Spacelabs overall business goals and objectives.
• Clinical pre and post sales activities in Patient Monitoring, Perinatal and Cardiology Product.
• Participate in routine staff and CEC training activities.
• Perform any additional related duties as requested by the National Education Manager or GM.

  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 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.
• Duties may be modified or assigned at any time to meet the needs of the business.

Qualifications

• 2+ years of experience as RN or RRT; certification is required.
• Experience working in Critical Care, Emergency Department, or Perinatal clinical as an RRT or RN is preferred.
• Fluent English written and verbal is required.
• Fluent French written and verbal is an asset.
• Demonstrated effective presentation, verbal, and written communication skills.
• Industry experience in sales or clinical training would be an asset.
• Teaching experience would be an asset.
• 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.
• Ability to travel including across time zones and using various means of transportation (planes, rental cars and personal vehicle).
• Possession of a valid driver's license; driver's record verification required prior to starting.
• Previous work experience with a medical device company preferred.
• Up to 50% travel to effectively cover your assigned MM territory and to fulfill your CEC duties directed by Management or customer needs.
• Must have current vaccinations as required by health care facilities for entry to sites.

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.

NOTICE TO THIRD PARTY AGENCIES

OSI Systems, Inc. and its subsidiaries (collectively “OSI”) does not accept unsolicited resumes from recruiters or employment agencies. If any person or entity, including a recruiter or agency, submits any information, including any resume or information regarding any potential candidate, without a signed agreement in place with OSI, OSI explicitly reserves the right to use such information, and pursue and/or hire such candidates, without any financial obligation to the person, recruiter or agency. Any unsolicited information or resumes, including those submitted directly to hiring managers, are considered and deemed to be the property of OSI.