Are you a current Elekta employee?
Please click here to apply through our internal career site Find Jobs - Elekta.
Want to join a team with a mission to improve and save lives?
We continually look for motivated and skilled individuals who are interested in supporting our customers – healthcare professionals who use our products to help patients and their communities.
We currently have the following opportunity available - please contact us for more details!
We don´t just build technology. We build hope.
We are looking for a Healthcare Account Director to join our team!
Preferred location: REMOTE/Based in Ohio Valley area.
What you’ll do at Elekta:
The Healthcare Account Directors will be the single face to the customer for Elekta in their territory responsible for fully managing the customer, true account management. They will be responsible for selling all Elekta products, point of sale service, managing the total selling process including calling in the correct Elekta Sales Specialists for support during the selling process. The Healthcare Account Directors will also provide support and assistance to the other Elekta functions to support customer interactions with product delivery, installation, customer service support, and ensuring customer acceptances are signed and customer payments are made according to the sales contract.
The Healthcare Account Director will report directly to the Zone VP and shall work closely with the Zone to ensure achievement of Zone budget, goals and objectives. The Healthcare Account Director’s primary responsibility is to protect, develop, and sell all Elekta products and POS into both the Elekta existing customer base as well as identify and locate new sales opportunities into non Elekta accounts and penetrate competitive sites. The Healthcare Account Director must sell and manage the sales of the entire Elekta portfolio within the assigned territory. The Healthcare Account Director shall provide regular and ongoing territory management of existing customers as well as developing new leads for after-market and new socket opportunities. This includes performing sales presentations, quotes and proposals and attend local, Zone and national exhibits and trade shows as necessary.
The Healthcare Account Director is expected to be knowledgeable of the Elekta solutions portfolio so as to be able to nurture the existing installed base, while evaluating and determining their current usage of Elekta solutions. In addition, the Healthcare Account Director will develop plans for expansion of the total Elekta solution while assisting the customer in becoming more proficient and reliant on the Elekta solution. Finally, The Healthcare Account Director’s will follow the Elekta Sales Methodology and be compliant in the use of the Customer Lifecycle Management (CLM) system, including maintaining CLM opportunity details for use in monthly forecast calls.
Responsibilities:
• Be the full account manager and fully manage the selling process through customer acceptance process by closely working with all Elekta functions and Specialists. Demonstrated ability to lead and motivate teams of specialists.
• Develop a targeted customer/opportunity list, manage sales interactions, and participate in forecasts & book and bill activities while actively promoting, presenting and demonstrating company solutions to customers and prospects.
• Annual plan for market share growth in the territory, with quarterly updates.
• Ensures that ALL customers, potential customers and leads within the assigned territory are routinely followed/ “touched” in a meaningful way as to develop after sales, and new socket opportunities
• Documents ALL activity in the CLM in a timely and accurate manner to support pipeline development and forecast reporting, as well as accurate client asset record for targeted campaigns.
• Meets or exceeds unit/volume sales and appropriate product mix in the most profitable way as established though order and revenue goals by finance and senior management.
• Efficiently utilizes travel and entertainment expenses to ensure the attainment of maximum coverage with minimum expense.
• Adheres and promotes the Elekta Sales Methodology, Elekta Business Governance principles, Elekta Values and the Elekta Sales Policy for the region.
• Actively participates in providing prompt input for monthly, quarterly and annual long term planning meetings as directed by the Zone Manager
• Coordinates and facilitates communication as necessary between the customer and prospect around order management, contracting, accounting and marketing questions.
• Sets strong, unambiguous upfront understandings with the customer before any presentation or meeting and ensures there is good background understanding of any customer issues (i.e. up to date M&S, ongoing Service issues, etc.)
• Documents and communicates all travel plans and customer interactions with the Zone Manager
• Meets routinely with the installed customer base to increase their level of utilization and acquisition of additional solutions across the Elekta portfolio.
• Develops strong understanding of the client’s vision for their organization via “Bonding & Rapport” and “Pain” funnels to mutually assist the customer in realizing how the Elekta portfolio enhances that vision.
• Ensures each customer is aware of upcoming upgrades across all products and how these upgrades will benefit their organization through the use of an account management plan that is regularly updated.
• Works with the Zone Manager to develop a matrix to gauge the success of the territory (i.e. pipeline development, orders in contract, won orders, accurate and timely documentation of sales behavior and activity in the CLM).
• Promotes, sells and secures orders from existing and potential customers where the mix between existing orders and new sockets is in line with business and budget objectives as set forth by senior management.
• Familiarizes established accounts with new products, services and developments (market penetration).
• Demonstrates new products and services offerings and assist in the selection of those best suited to customer’s needs.
• Maintains a professional working relationship with Service, Marketing, Product Management and Contract Administration to ensure the daily needs of our customers are being addressed by the proper resource.
• Generates quotes when necessary and works with the customer to finalize decisions.
• Provides immediate follow with all customers following an upgrade of any Elekta product or service.
• Communicates with Service, based on established “chain of command” protocols, to ensure any service issues are handled appropriately.
• Submits monthly reports detailing activities, sales, volumes and expenses as requested.
• Investigates and expedites any suggestions and complaints in accordance with company policies, procedures and quality system.
• Conducts follow-up sales calls to all accounts to ensure satisfaction with all agreements reached during the engagement.
• Performs other related duties as assigned or requested by sales management.
Qualifications:
- Bachelor’s University degree in business, marketing or healthcare related field, MBA or Master’s degree preferred
- At least 5 years of direct sales experience, preference for experience in the Radiation Oncology equipment field
-Solid knowledge of and experience in the Medical Device industry, preferably from an Oncology specific business.
• Proven strength in building and maintaining customer focus and customer relationships.
• Results oriented, with ability to work independently, or leading team members around a sales goal
• Creative and entrepreneurial - ability to get things done in unconventional ways
• Expert facilitator & superior conflict resolution skills
• Ability to influence change (attitudes, business process) both within Elekta and the client organization.
• Thrive in a fast paced, technology driven environment.
• Have healthcare software and preferably experience implementing information systems
• The knowledge and confidence to position Elekta’s products as the best choice in the market and a customer favorite
• Strong ethical standards, values and good judgement
• Ability to build and maintain successful and effective working relationships with both direct reports and colleagues within a matrix environment
• Strong oral and written communication skills required
• Demonstrated initiative (self-starter).
• Ability to develop compelling PowerPoint presentations
What we offer:
Opportunity to work with a proactive and supportive team.
Excellent Medical, Dental and Vision coverage
401k, paid Vacation and Holiday
A health of additional benefits including wellness reimbursement, tuition reimbursement and flexible spending account
Opportunity to work on cutting edge in medical advancement.
Close-knit company culture
Upward mobility
How to proceed?
We are looking forward receiving your resumé. Please attach your resumé in the application form and we will contact you!
If you have any questions, you are welcome to contact the Talent Acquisition Specialist at TA.americas@elekta.com.
EEO Statement
We are an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, veteran status, or any other protected characteristic.
The US base salary range for this position is $115,459-173,189.
[NOTE: It is understood that no single candidate will have equal expertise in all the areas of responsibility below. Successful candidates will possess a compelling combination of many of them and the self-awareness and wisdom to leverage existing and/or new resources in the area(s) where they lack personal mastery.]
