Academic Key Accounts - Eastern

Role Summary

Academic Key Accounts - Eastern US is a field-based role based in the Eastern United States (east of the Mississippi), near a major airport, focused on delivering surgical technologies and solutions to surgeons and healthcare professionals. The role leads strategic account planning across a portfolio of key accounts, develops relationships with Administrative and C-Suite leaders, clinical and divisional leaders, and partners with area sales directors to drive Monarch revenue and expand market share.

It shifts conversations from traditional product selling to solutions that meet customers’ strategic priorities, across regional IDNs to major academic institutions.

• Operationalize the Monarch sales strategy to increase revenue and market share in a defined territory of key accounts.
• Lead National Account, IDN and Academic account sales strategy in collaboration with the VP of Sales, Director of Sales Team, field sales team, and internal Monarch team to drive the Monarch portfolio at select key accounts by aligning with strategic interests and priorities.
• Identify opportunities to leverage Monarch’s capabilities to help customers optimize cost and outcomes, increase patient access and improve efficiencies.
• Achieve quarterly and fiscal year revenue targets.
• Consistently grow revenue in targeted accounts.
• Move strategic customers from current state to a trusted strategic partnership; formalize partnerships across Monarch and the account including physicians, IDN executives and hospital leadership.
• Build a strong Monarch brand and relationships at the Service Line Administrator and C-Suite level within flagship hospitals and health systems.
• Lead the sales team in building internal relationships across Monarch business units.
• Influence JNJ partners to support strategic plans and train in the Monarch value proposition.
• Manage key sales activities with the Monarch sales team to leverage physician relationships in Key Accounts.
• Identify key customer needs and partner with Monarch Sales Team and internal teams to deliver programs that drive value.
• Share best practices with the Monarch Sales Team.
• Collaborate with the VP of Sales and Area Sales Directors to coach and mentor local teams on key account management and solution-based selling.
• Operationalize thorough account planning to align the local sales team on account strategies, objectives, and timelines.
• Execute strategic business plans that identify customer needs, prioritize initiatives and investments, and establish actionable plans for success.
• Conduct quarterly business reviews with the Monarch Sales management team, including non-supply chain leadership, and support with Area Sales Directors and local teams.
• Ensure customer solution ideas and requests are communicated internally to executives.
• Develop and execute quarterly business plans to achieve procedure and disposable sales targets within the territory.
• Maintain a detailed, updated strategic business plan for the territory.
• Build realistic sales forecasts for management on a consistent basis.

• A minimum of a Bachelor’s Degree is required
• A minimum of 8 years of relevant healthcare experience required
• A minimum of 3 years in key account leadership required
• Demonstrated ability to learn and communicate technical product and clinical knowledge of disease states to physicians and economic buyers
• Ability to travel extensively up to 75%, including overnight travel within the assigned territory
• Required to work in a hospital/ASC setting, attend live patient cases as required, and wear protective gear as needed
• Self-starter who performs well with autonomy and can think critically in high-pressure environments
• Works well with the team and shares sales strategies and learnings with management and peers
• Receptive to feedback and capable of collaborating within a matrix team environment
• Proven ability to articulate customer needs and feedback to the organization
• Highly organized with the ability to manage multiple projects and prioritize effectively
• Strong communication with sales management and the broader organization
• Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820

• Advertising
• Coaching
• Developing Others
• Hospital Operations
• Inclusive Leadership
• Innovation
• Leadership
• Market Research
• Market Savvy
• Medicines and Device Development and Regulation
• Pricing Strategies
• Relationship Building
• Representing
• Sales
• Sales Territory Management
• Sales Training
• Stakeholder Engagement
• Sustainable Procurement
• Team Management
• Vendor Selection

• Field travel required; valid Driver’s License
• Work in a field-based sales territory