Specialty Nutrition Systems, Long-Term Feeding Account Consultant - Kentucky; Louisville, Lexington

Overview

Specialty Nutrition Systems, Long-Term Feeding Account Consultant - Kentucky (Louisville, Lexington)

Territory:
Kentucky (Louisville, Lexington)

The Specialty Nutrition Systems, Long-Term 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 include all technical and conceptual sales aspects of the AVANOS Enteral Feeding product portfolio, including validating 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, Skilled Nursing Facilities, Ambulatory Surgical Centers/Clinics, and Rehab facilities.

Accountabilities: Maintain and build existing and new revenue within a set sales territory using product knowledge and clinical expertise. Demonstrate sales skills including product presentations, clinical presentations (including bedside coaching and case support), product pricing, sales territory management, internal and external communication, and accurate sales forecasting/reporting to achieve net sales and profit growth aligned with product and sales objectives.

Key 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
• 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
• 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 strategic planning and execution processes
• Follow compliance and credentialing requirements for uninterrupted access to customer facilities

• 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
• 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)
• Tactfully aggressive
• Comfortable in hospital setting
• Travel by car required

• 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
• experience

The…