Academic Key Accounts - Eastern US

Role Summary

Academic Key Accounts – Eastern US is a field-based leadership role focused on developing and executing strategic account plans across a portfolio of key accounts, from regional IDNs to major academic institutions. The role drives Monarch revenue and market share by partnering with field teams, cultivating C-suite and clinical relationships, and shifting discussions from product sales to solution-based value aligned with customers’ priorities. Proximity to a major airport within the Eastern US is required.

Responsibilities

• Operationalize the Monarch sales strategy to increase revenue and market share in a defined territory of key accounts.
• Lead National Account, IDN and Academic account sales strategy in collaboration with the VP of Sales, Director of Sales Team, field sales team, and internal Monarch corporate Team to drive the Monarch portfolio of products and solutions at select key accounts by aligning to the accounts areas of strategic interest and priority.
• Identify opportunities to leverage Monarch’s capabilities to help customers optimize Cost and Outcomes, Increase Patient Access and Improving Efficiencies.
• Achieve quarterly and fiscal year revenue targets.
• Consistently grow revenue in targeted accounts.
• Move strategic customers from current state to a trusted strategic partnership; formalize partnership through an agreement that is recognized across Monarch and the account including physicians, IDN executive leaders and hospital executive leadership.
• Build a strong Monarch brand and relationship at the Service Line Administrator and C-Suite level within the flagship hospital and health system.
• Lead the sales team in building internal relationships across all Monarch business units.
• Influence our JNJ partners to support our strategic plan and train in the Monarch value proposition
• Manage key sales activities with the Monarch sales team to leverage individual physician relationships in Key Accounts.
• Identify key customer needs and partner with the Monarch Sales Team and the Monarch Internal corporate teams to acquire and coordinate appropriate resources to deliver and implement programs that drive unique value.
• Proactively share best practices with the Monarch Sales Team.
• Collaborate with the VP of Sales and Area Sales Directors to coach and mentor the local sales teams on key account management and solution-based selling that deliver economic value to our customers.
• Operationalize a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines.
• Execute the strategic business plan that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.
• Perform quarterly business reviews in collaboration with the Monarch Sales management team in the Key Accounts; include broad range of non-supply chain leadership at each business review. Support quarterly business review efforts with the Area Sales Directors and local sales teams.
• Ensure customer solution ideas and requests are created and communicated internally including to Executive Leadership.
• Develop and execute quarterly business plans which achieve procedure sales and disposable sales revenue targets within the assigned geographical territory.
• Maintain a detailed, frequently updated and strategic business plan for the territory.
• Build realistic sales forecasts to sales management on a consistent basis.

Qualifications

• A minimum of a Bachelor’s Degree is required
• A minimum of 8 years of relevant healthcare experience required
• A minimum of 3 years in key account leadership required.
• Demonstrated ability to learn and communicate technical product as well as clinical knowledge of disease states to physicians and economic buyers
• The ability to travel extensively up to 75%, including overnight travel within the assigned territory
• Required to work in a hospital, ASC setting, attending live patient cases as required and wear protective gear as needed
• Self-starter who performs well with autonomy and can think critically in high pressure environments
• Collaborative team player who shares sales strategies and learnings with management and peers
• Receptive to constructive feedback and works well within a matrix environment
• Ability to articulate customer needs and feedback to the entire organization
• Highly organized with the ability to manage multiple projects and prioritize effectively
• Strong communication skills with sales management and the broader organization
• Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820

Skills

• Preferred Skills: Advertising, Coaching, Developing Others, Hospital Operations, Inclusive Leadership, Innovation, Leadership, Market Research, Market Savvy, Medicines and Device Development and Regulation, Pricing Strategies, Relationship Building, Representing, Sales, Sales Territory Management, Sales Training, Stakeholder Engagement, Sustainable Procurement, Team Management, Vendor Selection
• Required Skills: Strong relationship building, strategic account management, cross-functional collaboration, solution-based selling, executive communication

Education

• Bachelor’s Degree required

Additional Requirements

• Field-based sales territory environment requiring regular travel
• Valid driver’s license required