AABB is seeking a Senior Account Manager. The Senior Account Manager is responsible for matching the needs of prospective healthcare facilities with the AABB products that will assist in the facility’s pursuit of maximizing the quality and safety of their products and services, creating operational efficiencies, and optimizing clinical outcomes. This individual must gain a deep understanding and knowledge of all AABB products and services and the value proposition for each as it relates to the members/customers served by AABB. Prospective customers will primarily include blood centers, hospitals, and hospital systems with an emphasis in the areas of transfusion medicine, cellular therapies, and patient blood management. AABB products and services offered to potential clients include accreditation, educational and membership packages, consulting services and publications
Develop and successfully execute sales strategies to ensure achievement of revenue goals and marketing plans.
Identify opportunities, foster strong relationships, and develop proposals that meet member/customer needs.
Ability to handle multiple opportunities at various stages in the sales process, manage and report on sales pipeline, coordinate with the marketing group to develop appropriate messaging and marketing programs and work cross-functionally to leverage subject matter expertise as appropriate.
Prepare and deliver product presentations and financial proposals, as appropriate, to key account prospects including chief medical officers, chief executive officers, medical directors, and other senior management individuals within a facility or system.
Manage salesforce.com for tracking and projecting key account activity.
Identify the key decision makers in selected disciplines in each of the target market segments.
Provide market input regarding customer needs, product enhancements, and competitive situations.
Create awareness and generate leads for AABB with key regional professional organizations.
Develop and support strategic alliances as needed.
Education – A Bachelor’s degree in Business or equivalent.
Experience – 6-10 years of progressive sales experience with at least 4 years in healthcare and/or consulting sales. Experience with lead management programs and sales automation tool (salesforce.com preferred). Proven track record of results. Experience selling to healthcare facilities (hospitals, blood banks/centers, cellular therapy facilities) both domestically and internationally preferred.
Must be a self-starter who is driven and motivated to drive results.
Aptitude for learning and communicating technical and scientific information.
Excellent written and interpersonal communication skills.
Highly organized and ability to be effective in a high-pressured environment.
Ability to manage database activities for sales.
Demonstrated ability to establish policies, guidelines, plans and priorities; ability to identify resources and coordinate with others; monitor progress, evaluate outcomes and improve organizational efficiency and effectiveness.
Demonstrated technical proficiency and understanding of its impact in area(s) of responsibility.
Demonstrated ability to analyze, synthesize, evaluate, formulate, and implement decisions; take action and risks as needed; make difficult decisions when necessary and make sound decisions.
Demonstrated effectiveness in interpersonal communications both orally and in writing.
Proven ability to foster teamwork, cooperation, consensus, and facilitation of open communication.
Demonstrated leadership ability of encouraging high standards of behavior and ability to delegate responsibility, adapt leadership style to situations and people, and empower, motivate, and guide others.
Demonstrated fiscal responsibility through effective budgetary management and understanding of department budget’s impact on the overall financial picture of the organization, including revenue and sales forecasting.
Demonstrated ability to hold self and other accountable for following procedures, guidelines, and policies and addressing performance and behavior issues in a timely manner.
Experience at a high-level with Microsoft Office that includes Word, Excell, PowerPoint, Outlook, SharePoint and lead generation system (preferably salesforce).
Often requires computer responsibility which involves extensive use of keyboard, mouse and monitor.
Travel approximately 50%.
Dayshift hours primarily. Periodic circumstances may necessitate work during non-dayshift hours to accommodate calls with prospective customers in different time zones.
Must be willing to travel, sometimes on short notice as needed. Travel and other work-related assignments on weekends are possible.
Salary & Benefits
The salary for this position is commensurate with relevant work experience. We offer a comprehensive and competitive benefits package that includes medical, dental, and vision, short & long term disability, 403 (b), and paid personal time off.
Only competitive candidates will be invited to participate in the recruitment process. NO PHONE CALLS PLEASE
About American Association of Blood Banks
AABB is an international, not-for-profit association representing individuals and institutions involved in the fields of transfusion medicine and cellular therapies. The association is committed to improving health through the development and delivery of standards, accreditation and educational programs that focus on optimizing patient and donor care and safety. AABB membership includes physicians, nurses, scientists, researchers, administrators, medical technologists and other health care providers. AABB members are located in more than 80 countries and AABB accredits institutions in over 50 countries.