National Account Manager, Acute in Charlotte, North Carolina at Securitas Electronic Security Inc.
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Job Description
About the company:
Securitas Healthcare empowers caregivers to deliver connected, productive, and safe care. Our innovative portfolio of solutions helps hospitals, clinics, and senior living organizations protect people, use their assets efficiently, and understand their operations for a caring and healing environment. With deep roots in healthcare and a commitment to our customers’ long-term success, we are proud to work with over 15,000 providers worldwide across the care continuum. For more information, visit us at securitashealthcare.com. We need the best people to help us deliver on that mission. People who are inspired by our vision. People with individual imaginations, perspectives, and experiences. People who don’t just join us but add to us.
Position Summary:
Responsible for growing a pre-assigned book of business as well as prospecting for new accounts, presenting Securitas Healthcare solutions, closing the business, and managing the account after the initial sale to ensure continued revenue growth. The customers for this role are nationwide but heavily based in the Midwest and South.
- This role includes both base salary and variable compensation. The compensation range provided represents total target compensation.
- This role requires approximately 50% to 60% travel and is fully remote when not traveling.
Essential Job Functions
- Grow sales and establish, manage, and maintain relationships with named IDN’s while effectively communicating information regarding these accounts to all applicable parties internally and externally
- Responsible for sales to assigned accounts including, but not limited to, inbound/outbound telephone calls to and from clients and prospects, on-site meetings with targeted corporate/national accounts, and ongoing account maintenance for established accounts
- Recommend which use cases should be targeted, based on earning potential, estimating the time and resources necessary to obtain material sales from the account
- Hold (at minimum) annual business reviews with clients to gauge level of satisfaction and to align with client goals for the future
- Effectively manage support and maintenance renewals to receive PO’s on time
- Establish and maintain key relationships at the corporate level with all assigned accounts
- Attend trade shows and network with potential national accounts as required
- Assure quality in the company’s response to needs and expectations with respect to order processing, reporting, and other matters
- Work with all departments in the company concerning government accounts and help move orders through the company smoothly.
- Work together with Client Executives and their RBD’s to build a strategy to effectively create and uncover opportunities in named accounts from a top down/bottom-up perspective
- Effectively work with our Authorized Service Providers (ASP’s) where applicable to plan and manage deployments and assure proper support is provided.
- Keep all pertinent people informed of any problems or important issues concerning the accounts
- Develop action plans and successfully obtain contracts and sales from the accounts targeted in the plans
- Update and analyze information on each current account; be knowledgeable of client solutions in place that aligns with our solutions
- Track and create meaningful information on current accounts by developing a strategic plan to promote growth and execute
- Assist in mentoring Client Executives and Account Mangers to hone sales skills
- Develop and execute a strategic plan to promote growth within territory
- Engage in problem solving and make decisions and recommendations as appropriate
- Travel as necessary to meet the goals of the company through attendance at trade shows, client sites, national account visits, etc.
- Other duties as assigned
Required Qualifications:
- College degree in Business or Marketing or equivalent combination education and work experience in these areas required.
- 5-7 years of sales experience required; business to business
- 2 plus years of experience of managing corporate sales accounts
- Sales experience in healthcare required
- Successful track record managing a growing account portfolio & sales territory
- The right individual will be self-motivated, with a high energy level what will take the initiative to research, make decisions, follow through on and accomplish multiple tasks with a sense of vision, detail, commitment, priority and urgency
- Must be a leader with demonstrated selling and relationship building capabilities that enjoys a challenge
- Must possess above-average oral and written communication abilities, and strong interpersonal skills
- The ability to present products and information to key high-level people required
- Knowledge of Microsoft Excel, PowerPoint and Word is essential
- Physically capable of setting up and tearing down trade show booths and demo kits, may require lifting up to 50 lbs.
- Valid Driver’s license and a good driving record is required
- Must have the ability to travel at 50%-60% of the time.
To Excel:
- Experience managing and partnering with Group Purchasing Organizations (GPOs).
- Background in building and scaling Real-Time Location Services (RTLS) pipelines and solutions.
- Proven success working with Integrated Delivery Networks (IDNs) and hospital systems, navigating complex healthcare procurement and stakeholder environments.
Position Title: National Account Manager, Acute
Supervisor’s Title: Sr Director, National Accounts
Department Name: Sales
FLSA Status: Exempt, Full-time, M-F
EEO Statement: We are a nationwide provider of security solutions, and an equal opportunity employer committed to a diverse workforce. Our core values of Integrity, Vigilance and Helpfulness are proudly demonstrated daily by our employees to our customers and the communities we service.