Academic Key Accounts - Eastern US

Role Summary

Academic Key Accounts – Eastern US is a field-based leadership role responsible for partnering with the field to lead strategic account plans, building mutually beneficial partnerships with targeted key accounts, and driving revenue across the Monarch portfolio. The role involves developing and fostering Administrative and C-Suite relationships at selected accounts, cultivating relationships with clinical and divisional leaders, and shifting conversations from product sales to solution-based offerings. The incumbent will manage a portfolio ranging from regional IDNs to major academic institutions, with a focus on increasing Monarch market share and delivering value across the organization.

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 senior sales leadership to drive Monarch products and solutions 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 trusted partnerships, formalizing agreements across Monarch and the account including physicians and hospital leadership.
• Build a strong Monarch brand and relationships at the Service Line Administrator and C-Suite levels within flagship hospitals and health systems.
• Lead the sales team in building internal relationships across Monarch business units.
• Influence JNJ partners to support strategic plans and train in the Monarch value proposition.
• Manage key sales activities to leverage physician relationships in Key Accounts.
• Identify customer needs and coordinate resources with the Monarch Sales Team and internal corporate teams to deliver value.
• Share best practices with the Monarch Sales Team.
• Collaborate with leadership to coach and mentor local sales teams on account management and solution-based selling.
• Operationalize account planning processes to align sales teams on account-level strategies, objectives, and timelines.
• Execute strategic business plans that identify customer needs, prioritize initiatives, and establish action plans for success.
• Perform quarterly business reviews with leadership, including broad cross-functional participation.
• Ensure customer solution ideas are communicated internally to executive leadership.
• Develop quarterly business plans to achieve procedure and disposable sales targets within assigned territory.
• Maintain a detailed, updated strategic business plan for the territory and build realistic sales forecasts.

Qualifications

• Bachelor’s Degree required
• Minimum 8 years of relevant healthcare experience required
• Minimum 3 years in key account leadership required
• Demonstrated ability to learn and communicate technical product and clinical knowledge to physicians and economic buyers
• Ability to travel extensively up to 75%, including overnight travel within the territory
• Required to work in a hospital/ASC setting and attend live patient cases as required, wearing necessary protective gear
• Self-starter with autonomy and strong problem-solving abilities
• Strong collaboration and willingness to share strategies with management and peers
• Receptive to feedback and able to work in a matrix team environment
• Proven ability to articulate customer needs to the organization
• Highly organized with ability to manage multiple projects and prioritize effectively
• Excellent communication with sales management and broader organization
• Ability to operate in a regulated environment in compliance with ISO 13485 and 21 CFR 820

Education

• Bachelor’s Degree is required

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

Additional Requirements

• Field travel required; valid Driver’s License
• Work in a regulated environment in compliance with ISO 13485 and 21 CFR 820