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  • Account Executive - Midwest

    Job Locations US-IL-Chicago
    Posted Date 3 weeks ago(4/6/2018 1:35 PM)
    ID
    2018-5329
    # of Openings
    1
    Category
    Sales
  • Overview

    Launched in 2007, CenTrak is a leader in Real-Time Location Systems (RTLS) for the healthcare market. CenTrak improves healthcare operational workflow and the quality of patient care via the industry's most robust and scalable Enterprise Location Services™. These systems offer a unique combination of technology-linking RFID tags and sensors with displays which permit users to track, locate and observe movement of equipment and people in real-time. CenTrak currently locates millions of patients, staff, visitors and assets in healthcare facilities all over the world. CenTrak systems enable critical solutions including Asset Tracking & Management, Nurse Call Automation, Clinical Operations and Workflow, Patient, staff and New Baby protection, Temperature Monitoring, and Hand-Hygiene Compliance/Infection Control. The company is best known for its Second-Generation Infrared (Gen2IR™) technology which delivers Clinical Grade Locating, a requirement for workflow and other key healthcare automation opportunities.

    Responsibilities

    The Midwest Account Executive will support the sales and business development aspects of a defined list of CenTrak’s target customers, with a primary focus on support of sales revenue and lead generation. The role will balance sales, sales support, customer relationship management, and some sales training with the focus of managing the sales funnel. This is a highly visible position for a detail oriented person who thrives in a fast paced environment. You must be a focused individual able to work responsibly for us in a remote environment. This is a hands-on position that requires you to be very proactive and energetic. It also involves frequent travel to customer sites throughout the entirety of the sales cycle. The Account Executive is acting as the liaison between CenTrak and its customers.

     

    ESSENTIAL RESPONSIBILITIES

    • Present in a manner congruent with that of a professional sales person in the marketplace as defined by management to include attire, verbal/language skills, and presentation skills.

    • Effectively manage a territory from a geographic and account coverage perspective.

      • Identify business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options.
      • Follow-up on leads and actively cold call in the assigned geography sufficient to create incremental opportunities and meet company sales goals.
      • Identify key influencers and introduce CenTrak… “who we are, what we do and how we do it” in a concise, articulate easily understood manner (elevator pitch).
      • Execute against a Territory Sales Plan developed, and agreed to by you and your Manager.
      • Operate the territory within a prescribed budge
    • Exhibit/practice organizational skills sufficient to maintain a sales territory, maintain selling tools, and report progress in the prescribed manner including, CRM / Sales funnel input, territory planning, performance action plans, opportunity management and limited ad hoc reporting as requested by management collecting, analyzing, and summarizing information
    • Know and understand all current/new products and promotions and be able to execute a successful sales plan on products and promotions assigned to the sales team by CenTrak management.
    • Source information regarding potential product improvements or new products by remaining current on industry trends, market activities, and competitors
    • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
    • Proficient in SPIN selling and other general selling skills (e.g. Strategic Selling; Communication Styles) as well as demonstrate continuous improvement in said skills.
    • Contributes to team effort by accomplishing goals and objectives set forth by the management team in regard to account coverage, call frequency, lead to opportunity conversation and total sales.
    • Maintain an accurate and robust funnel capable of meeting a minimum 30% strike rate on accuracy and the units needed to meet the assigned sales goals.
    • Must perform prescribed tasks duties as assigned by Management as part of routine job responsibilities (i.e. coverage, trade shows, applications when approved in advance etc.)This position requires the individual to be home office based, with a commitment to working out of the Newtown PA office on a scheduled basis.
    • Must be able to travel and stay overnight when necessary for business purposes (50-70%)

    Qualifications

    • Bachelor’s Degree in Business, Marketing, Commerce and Engineering.
    • Must have 1-3 years of domain experience (clinical and/or sales) in healthcare (defined as short term acute care) to include a basic understanding of hospital care delivery, operations and workflow.
    • Excellent communication skills.
    • An outgoing and persuasive manner and ability to deal with people who hold differing beliefs or values.
    • Confidence and persistence.
    • Patience and self-motivation.
    • A flexible approach in order to adapt to constant change.
    • Strong teamwork and networking skills.
    • Commercial and business awareness.
    • Computer literate and possessing the ability (to learn) to utilize communication, organization and sales tools such as email, MS Word, MS Excel, web based training modules, sales management software.
    • Possess advanced listening and communication skills of a level that enables detection and recognition of customer needs and the ability to convey the features, advantages and benefits CenTrak solutions.

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