AirLife

Outside Sales

• Aggressively create awareness, trial, and usage for AirLife products (respiratory and airway consumables), while assisting distributor partners in properly positioning and growing the product line
• Expand existing business through direct call on current customer base and target accounts to include GPO, IDN, individual hospital and alternate care accounts
• Target Purchasing and Sourcing Managers to move forward current GPO and IDN contract positions
• Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded within the system
• Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees
• Responsible for forecasting, monitoring, and posting sales activities for the respective territory
• Onsite direct call and clinical selling with the appropriate call points within the hospital and surgery centers in the territory
• Provide product introduction, education, and training to customers where appropriate
• Work directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available
• Focus and support of GPO Private Label products for Regard, S2S and NovaPlus
• Value Based and clinical IDN focused sales for smaller IDNs within the territory
• Collaborate with the Health Systems team to support initiatives with the larger IDNs within the territory
• Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain
• Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting
• Stay up to date with all training including Corp SOPs, WI’s, product training and corporate credentialing

Territory Sales Manager

Manager

• Work across multiple departments to support successful use of AirLife products
• Responsibilities include clinician product training, product evaluations/implementation, interaction with clinicians for product feedback
• Compile and conduct research on product requirements and identify enhancements based on customer feedback
• Maintain detailed logs of customer training sessions and conversations
• Develop strategic evidence plan including budgeting and execution of trials, white papers, posters, and advertorials

Clinical Manager

Director

• Establish and maintain key relationships with all assigned corporate/national accounts.
• Collaborative team management of the account during and after the initial sale to ensure continued revenue growth while navigating a dynamic and rapidly changing environment.
• Analyze complex sales situations, develop strategic plans and implement solutions effectively.
• Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
• Achieve growth revenues of at least 10% over prior year.
• Strategic planning with sales and marketing in the management of price protection and parody for focus accounts, distribution partners and GPOs.
• Understand and create individualized and value-add solutions to meet the evolving needs of IDN/health systems and key stakeholder groups.
• Update monthly KPI reports and participate in corporate Quarterly Business Reviews as needed while maintaining organized files on information concerning any current or future targets.
• Assist with coaching, motivating, and enabling sales personnel to further develop abilities, work assigned sales territories, and coordinate efforts with assigned Sales Reps.
• Negotiate and navigate contract conversations at the C-Suite level.
• Manage product and account profitability for all responsible contracts.
• Cross-functional coordination with multi departments for all GPO/IDN RFI and RFPs.

Senior Director, Commercial Strategy & Alignment

• Cultivating long term customer relationships and being a valuable contributor to the organization’s overall success and revenue expansion.
• Creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts within the assigned geographic territory.
• Emphasizing value-based selling as an essential part of the position.
• Approaching each customer with a total account management perspective, leveraging resources appropriately, collaborating with business partners and accurately articulating the value proposition for the customer.
• Working directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available.
• Completing management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting.