Hospital Account Manager

Job Summary

The Hospital Account Manager is responsible for selling Masimo’s Acute Care product portfolio and developing strategic relationships with a variety of clinical leaders in targeted hospitals. This role assists other Account Managers in assigned tasks to secure new sales and renew existing accounts, serving as a proactive member of the sales team to facilitate new and growing business within their assigned territory.

Duties & Responsibilities

• Utilize Masimo’s established sales process to convert competitive accounts to Masimo technology.
• Track all opportunities in CRM and update weekly.
• Conduct demonstrations (side-by-side) and evaluations (using ADC) for Masimo technologies.
• Assist clinical specialists with Physical Inventories as part of the sales process.
• Deliver presentations highlighting Masimo’s value proposition.
• Drive all product sales within the assigned Masimo territory.
• Identify and develop relationships with clinical thought leaders in strategic accounts to position the benefits of Masimo’s wireless Pulse CO-Oximetry and Floor Monitoring solutions for improved care processes and patient outcomes.
• Negotiate and finalize Masimo Sensor agreements for both new conversions and existing account renewals.
• Articulate information from clinical studies regarding Masimo technologies.
• Collaborate with Masimo Team Members, including Corporate Accounts, IDN, and Clinical Specialists, for team selling opportunities, and provide critical market trend and competitive activity information to marketing and upper management.
• Continuously improve high-level strategic and tactical selling skills and implement best practices.
• Organize and conduct user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, helping clinicians minimize sentinel events.
• Coordinate clinical evaluations of Masimo’s Rainbow SET Pulse CO-Oximetry technology to establish vocal, credible clinical champions (VCCCs).
• Create and maintain a CRM database of key account information, including profiles with status updates, next steps for establishing VCCCs, and a list of sales opportunities with realistic forecasts.
• Conduct annual business reviews with current customers.
• Perform other duties and projects as assigned.

Minimum Qualifications

• 2+ years of successful hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
• Documented success in selling medical devices or emerging technology to multiple call points (e.g., Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite) and decision-makers within a hospital setting.
• Successful history managing customer interactions, with excellent organizational and time management skills.
• Superior written and verbal communication skills and exceptional ability to lead group presentations.
• Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes based on clinical evidence and innovative technologies.
• Ability to perform clinical evaluations of Masimo technology, including research and focus groups.
• Ability to communicate value-based solutions.
• Requires some travel and overnight stays, as well as a valid driver’s license.

Preferred Qualifications

• Successful history of selling innovative, paradigm-shifting patient care solutions.
• Successful track record selling breakthrough concepts.
• Demonstrated ability in building clinical champions.

Education

Bachelor’s degree, or equivalent combination of education and experience.

Key skills/competency

• Hospital sales
• Medical device sales
• Account management
• Clinical solutions
• Client relationship management
• Strategic selling
• Product demonstrations
• Value proposition
• CRM management
• Sales forecasting