Academic Key Accounts - Eastern US

Role Summary

Academic Key Accounts – Eastern US is a field-based leadership role focused on driving Monarch revenue and market share across key accounts in the Eastern United States. The role partners with field teams to execute a strategic account plan, develops relationships with Administrative, C-Suite, clinical, and divisional leaders, and shifts conversations from product sales to solution-based offerings aligned with customer priorities. The position leads cross-functional collaboration to deliver Monarch products and services to regional IDNs and major academic institutions, with a focus on value, cost/outcomes, and patient access.

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 leadership to drive the Monarch portfolio at select key accounts.
• Identify opportunities to leverage Monarch’s capabilities to help customers optimize cost and outcomes, increase patient access and improve 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 recognized across Monarch and the account.
• Build a strong Monarch brand and relationship at the Service Line Administrator and C-Suite level within flagship hospitals and health systems.
• Lead the sales team in building internal relationships across all Monarch business units.
• Influence JNJ partners to support strategic plans and train in the Monarch value proposition.
• Manage key sales activities with the Monarch sales team to leverage physician relationships in Key Accounts.
• Identify key customer needs and partner with internal teams to deliver programs that drive unique value.
• Share best practices with the Monarch Sales Team.
• Collaborate with leadership to coach and mentor local sales teams on key account management and solution-based selling that delivers economic value.
• Operationalize thorough account planning to align sales teams on account-level strategies, objectives, and timelines.
• Execute strategic business plans that identify customer needs, initiatives, investments, and action plans for success.
• Perform quarterly business reviews with leadership, involving a broad range of stakeholders; support efforts with Area Directors and local teams.
• Ensure customer solution ideas and requests are communicated internally, including to executive leadership.
• Develop and execute quarterly business plans to achieve procedure and disposable sales targets within assigned territory.
• Maintain a detailed, updated strategic business plan for the territory.
• Build realistic sales forecasts for 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 and clinical knowledge of disease states to physicians and economic buyers
• Travel extensively up to 75%, including overnight travel within the assigned territory
• Work in a hospital/ASC setting, attending live patient cases as required and wear protective gear when necessary
• Self-starter with autonomy and strong problem-solving skills under pressure
• Collaborative team player who shares strategies and learnings with management and peers
• Accepts constructive feedback and works well in a matrix team environment
• Ability to articulate customer needs and feedback to the organization
• Highly organized with the ability to manage multiple projects and priorities
• Strong communication with sales management and broader organization
• Ability to work in a regulated environment in compliance with ISO 13485 and 21 CFR 820

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

Education

• Bachelor’s Degree required