Account Manager - TN

Locations: Kentucky, West Virginia, Tennessee, Ohio 

Territory: KY, WV, TN, OH

The Hyperfine Regional Sales Director (RSD) is responsible for driving sales of Hyperfine products into their defined geographical territory. The RSD will be calling into several settings within the hospital (ICU, ED, OR) and other potential locations outside the hospital where point of care MRI can provide value. The RSD  will need to manage multiple stakeholders throughout the buying process.  Targeted physicians managing patient care, nurses, healthcare services, IT, procurement and executive administrators who are critical to making buying decisions. The RSD is responsible for developing their territory plan, building strategic relationships and driving revenue opportunities in a capital sales environment.  The RSD must be ready to sell disruptive technology and coach / lead customers through a change management process for both patient care and hospital  workflows.  Finally, the RSD will introduce customers to Hyperfine products, define customer needs, recommend product solutions, and own field based commercial activities to achieve or exceed sales quota.

Responsibilities

• Develop and own the territory plan to achieve quota / revenue growth goals, which will include both tactical and strategic thinking / planning.
• Be disciplined to a defined sales process and lead generation process, including specific KPI’s that will be measured weekly, monthly and quarterly to support sales success.
• Collaborate with team members across the Hyperfine organization to share best practices and support a cohesive sales approach.
• Be the Directly Responsible Individual (DRI) or quarterback for the customer at all times while the sales process is underway and throughout the customer lifecycle to penetrate the account fully.
• Manage a complex sale with multiple work streams moving simultaneously and in a proper choreography that leads to system / unit sales of Swoop.
• Experience selling into complex procedures (ICU, ED, OR) and be an expert in anatomy, patient procedures, and delivering product value for targeted clinical specialties.  Must be able to learn complex information quickly to apply those learnings in the sales process.
• Proven success selling technical information to the treating clinician, while also selling financially to the procurement team / CFO and also orchestrating conversations with the IT / Informatics team at the hospital for successful implementation.
• Support live events such as demonstrations and conferences by managing logistics, driving customer awareness, and working with other commercial teams.
• Partner with Inside Sales to follow up on leads to find new customers, support product demonstrations through scheduling, follow-up and ongoing funnel management activities.
• Partner with commercial and internal stakeholders (ex. product, marketing, clinical sciences, clinical applications, customer success ) to share feedback, identify trends, and make introductions that result in increased value for the customer and Hyperfine.
• You are required to utilize CRM tools, such as Salesforce on a daily and weekly basis to report regional customers, accounts, and sales activities and metrics.
• Provide reports as required by leadership (monthly, quarterly, annually)
• Travel within the defined region to meet customers in person as often as needed.When required, travel outside of your region to attend company and industry events.
• Account for expenses and adhere to company expense policy.

Qualifications

Baseline skills/experiences/attributes:

• Bachelor’s degree
• 6+ years medical device sales experience
• Capital sales experience
• Mission driven, committed, and highly motivated to achieve sales goals
• Sales process - weekly plans, CRM updates, lead generation, project coordination, building surgeon champions, and C-suite sales experience.
• Excellent professional communication, presentation, and negotiation skills
• Process driven and organized with a commitment to timely follow up both internally and externally
• Resilient with a proven track record of sales success
• Strong customer engagement and management skills
• Fluency in CRM, BRM, MS office suite, G-Suite or iWork, web based documentation/sharing, and web conferencing
• Knowledge of complex medical terminology and clinical care pathways.
• Intellectually Curious