Account Development Specialist / Senior Account Development Specialist
The primary focus of the Account Development Specialist (ADS) is to work closely with the Sales Director, along with their sales and clinical peers in the execution of a strategic plan to achieve sales and revenue growth within the identified accounts.
Role
The Account Development Specialist is a sales role focused on increasing appropriate utilization at targeted accounts, as determined by the Sales Directors (SD). The incumbent will execute the plan as developed by their Sales Director, to include the triad of administration, the physician and the multi-disciplinary team, in order to leverage NICO’s clinical and economic outcomes to increase utilization as appropriate within the key account. The role requires sales acumen, clinical knowledge, clinical coverage of cases and the ability to educate others on new procedures, clinical data and economic outcomes. This role will also work cross functionally with other departments within NICO.
Reports to
Sales Director
Responsibilities
- Achieve Sales Quota at Priority Accounts
- Successfully Execute against the Plan utilizing the NICO On-boarding Cycle or NOC
- Three Key Revenue Goals at Priority Accounts: Disposable utilization, Capital Upgrades, and expired service contracts.
- Surgeon Conversions within the Priority Accounts.
- Achieve Sales Quota: Sales of the NICO technologies drive our revenue through the recurring sales of NICO handpieces, ancillary products, capital upgrades and expiring service contracts along with new product introductions. The ADS will be assigned a quota within their targeted accounts that need to be consistently achieved on a quarterly basis.
- Planning and Execution: The role requires completion of Account Specific plans that provide the detail on how the ADS will create, execute and deliver results based on assigned, targeted accounts. The business tools to be used will combine the Account profile, SWOT analysis, Business strategy by account and surgeon, and pre and post call notes.
- Account Specific Implementation/Utilization Plan Development: The ADS will create an Account Specific Implementation/Utilization Plan. The plan will be the main tool used by the sales and clinical teams to stay informed as to what is occurring at the key accounts. Proper and timely updating of the account plan is a requirement. Once a targeted Account Plan has been finalized, the ADS, working with their respective SD, will be responsible for instructing/influencing a targeted account / physician on proper BrainPath and/or Myriad cases.
- Priority Account Development: Focusing on Economics, Disease State/Case Selection & Patient Flow: This crucial initiative will be based on engaging the administrator, physician and multidisciplinary/oncology teams. It will be essential that the ADS deliver the right message related to clinical and economic outcomes, to the right person in the right frequency that will be measured through utilization within the account. The roles within the Triad should drive the messaging.
- Administrators will be focused on controlling variances within the department, economic outcomes and improving clinical outcomes. The ADS will need to engage them quarterly and be metric and process driven to achieve success.
- Physicians will be interested in clinical outcomes by disease state, improving patient outcomes through the reduction of deficits, appropriate case volume and economic impact within the department versus their peers. It will be paramount to lead with the data, check for appropriate surgical skills and to inform them of what their peers are doing and achieving in the way of outcomes.
- Multidisciplinary/Oncology teams will view patient care from a different viewpoint than the neurosurgeon, due to their orientation and training. Surgery will not be their initial answer especially if the clinical outcomes data is not the first point made by the ADS. Education is the primary tool in this channel and holds the key to patient flow or referral channel develop. Examples include but are limited to: Stroke team, ER physicians, radiation oncologist etc.
Success with this team will lead to the development of a targeted account within NICO and a partner in marketing activities such as: Becoming a Center of Excellence, BrainPath Center and/or patient stories with NICO’s life- saving technologies.
Additional Responsibilities
The ADS will be required to work cross-functionally with other departments to increase the appropriate utilization of NICO products, based on NICO’s growth goals. The incumbent will also be expected to have a thorough understanding of the NICO product line, the BrainPath Approach, disease states to which our technologies apply, as well as complementary technologies within our market. The ADS will need to be fully versed and utilize the Market Ready Documents (MRD), ACTO, Acutiy MD, and our Best Known Methods (BKM’s) to target, promote, and to sell by disease state the NICO product portfolio. Lastly, call notes will be required within our Priority accounts for customer facing events.
Growth
It is important to the company that we provide an atmosphere that fosters professional growth and advancement opportunities. In doing so, it is incumbent upon the ADS to continuously increase their capabilities and assist in leading the organization to new heights and new opportunities. Formal performance reviews will occur after the first 90 days and on annual basis thereafter. Additionally, we offer a pathway that may qualify you to be promoted to a Senior ADS position, based on the following criteria:
ADS Pathway to Senior ADS
- Eligible for promotion after 2 years in ADS role
- Consistently demonstrates competency in key areas of ADS role:
- Expanding # of users & disease states within accounts
- Utilizing business tools effectively
- Strong performance in all 3 revenue lines
- Consistently demonstrates leadership among peers as a respected resource
- Additional responsibilities include:
- Mentoring other ADSs
- Presenting best practices as a content expert at meetings
Providing input on key NICO initiatives
Performance Management System
Quarterly reports will be due the week following the end of each quarter outlining the performance of the employee with respect to our 4 Revenue lines. Additionally, the ADS will be required to participate with the SD on a quarterly basis allowing the SD to provide performance feedback through a FCR. The (4) quarterly FCR will be the basis for the year end Performance review.
Annual Budget
It is imperative that expenses and sales be accurately forecast. Part of the performance review will take into account the ability to consistently manage and improve in this critical area.
Travel
Extensive travel is associated with the role. Timing of the travel will coincide with key account meetings, education, training, cases, courses and tradeshows.
Hard Skills
- Minimum of a bachelor’s degree from a recognized educational institution.
- 3 – 5 years of experience in a clinical or sales role with revenue responsibility.
- Working knowledge of good manufacturing practices (GMP) and FDA regulations.
- Proficient in operating room procedures and safety requirements.
- Proven track record of successfully managing results.
- Demonstrated success in delivering results in a fast-paced, growing company
- Sets deadlines and other work objectives and works rigorously to meet them.
- Must be highly proficient in the use of a laptop computer and software programs such as Microsoft Word, Excel, PowerPoint, and Project etc. Must also be capable of learning new software programs as introduced by the company.
Soft Skills
- Must be a strategic thinker and analytical in approach to business.
- Must be well organized and process oriented yet be highly adaptable.
- Must be comfortable dealing with conflict and constructive confrontation.
- Must be eager and inquisitive, yet coachable.
- Must provide excellent attention to detail.
- Must be able to work with a variety of individuals and committee structures.
- Ability to interact with others effectively and build strong business relationships.
- Demonstrates trustworthiness, respect and integrity.
- Committed to success through effective teamwork and communication.
- Ability to maintain confidentiality, show respect for others, and work as an integral member of company.
- Effective and persuasive oral and written skills.
Apply Now
Please send resume and any request for information to:
Sarah Swanson
sarah.swanson@niconeuro.com
(317) 847-0974