Associate Account Manager​/Clinical Education Consultant

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 Spacelabs Canada's General Manager. 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 in both CEC and AAM roles. 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).

• Through company-provided training, you will be given the product, strategic selling, and tools knowledge to manage your territory.
• The AAM must complete the training provided and commit to adopting 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 as 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 the 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 plan 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.

• Submit accurate reports regarding expenses, sales activities, results, market position, and forecasts (i.e., CRM and Monthly Business Reviews).
• Fully commit to…