Senior Account Manager, Capital Equipment - West

Responsibilities

Develop and execute sales strategies for capital equipment while managing key accounts and driving lead generation across the Western US territory. Collaborate with cross-functional teams including marketing, medical affairs, and field engineering to ensure successful product implementation and customer satisfaction.

Requirements

Requires a Bachelor's degree and at least 5 years of documented capital sales experience in a hospital or clinical environment. Candidates must be able to travel at least 70% of the time and possess strong relationship-building and analytical skills.

Skills

• Sales Strategy Development
• Capital Equipment Sales
• Lead Generation
• Product Demonstration
• Customer Relationship Management
• Account Management
• Sales Forecasting
• Market Analysis
• Contract Negotiation
• Cross-selling
• Upselling
• Salesforce
• Strategic Planning
• Communication
• Leadership
• Problem Solving

Benefits

• Paid Time Off
• Paid Holidays
• 401(k) with Employer Match
• Medical Insurance
• Dental Insurance
• Vision Insurance
• IVF Coverage
• GAP Insurance
• Basic Life Insurance
• AD&D Coverage
• Short-term Disability
• Long-term Disability
• AFLAC Supplemental Policies
• Employee Assistance Program
• Flexible Spending Account
• Health Savings Account

About this role

At the Vitrolife Group, we work every day to unlock the full potential of science and technology to reduce the barriers towards building a family. Together we help our customers and their patients to fulfill the dream of having a baby.
Do you want to be a part of the vision to fulfil the dream of having a baby?
Vitrolife Group has an immediate opening in our North American Sales Team for a Senior Account Manager in the West Area responsible for Capital Equipment/Technologies.
Preferred Location: Western US: CA, TX
Territory coverage: West Area - US
Key Responsibilities
Sales Strategy Development
Develop and execute a sales strategy for capital equipment through the North American direct sales and distribution channels that includes EmbryoScope+, eWitness, and New Technology.
Identify key market segments, potential customers, and competitive landscape to meet annual sales targets.
Identify gaps and resources needed to close for a commercial launch plan.
Implement selling strategies for EmbryoScope+ and eWitness alongside consumable devices.
Prospecting and Lead Cultivation
Work with Account Managers for segmenting opportunities within territories and prioritizing laboratories.
Centrally work with Chain/Key Accounts to create opportunities across territories and drive the process to win the business.
Leverage industry networks, trade shows, and digital platforms for lead generation.
Work closely with marketing teams to develop targeted campaigns for lead generation.
Product Knowledge and Demonstration
Develop a deep understanding of the features, benefits, and applications of the EmbryoScope+ and eWitness platforms.
Conduct product demonstrations for potential customers, highlighting key functionalities and value propositions.
Customer Relationship Management
Build and maintain strong relationships with key decision makers and influencers in target accounts.
Facilitate collaboration between KOLs and medical affairs.
Serve as the primary point of contact for headquarters of Chain & Key Accounts customer throughout the sales process, addressing inquiries and providing support.
Collaboration with Cross-functional Teams
Work closely with Account Managers to identify opportunities for cross-selling and upselling.
Work alongside field engineering team to ensure they are the custodian of record for contracts, EmbryoScope lifecycle is monitored for upgrades and provide feedback to SVP for timelines of additional field engineer headcount (6-9 months prior due to rigorous training for certification).
Collaborate with medical affairs and field engineers to ensure seamless post-sales support and customer satisfaction.
Collaborate with finance and legal teams to negotiate contracts and pricing agreements.
Market Analysis and Reporting
Monitor market trends, competitor activities, and regulatory changes affecting the sale of EmbryoScope+ and eWitness.
Provide regular reports and updates on sales performance, pipeline status, and market insights to SVP & AVPs.
Utilize Salesforce to track customer interactions, sales activities, and progress towards targets.
Actively participate in the QBR (Quarterly Business Review) process to ensure up-to-date forecasting.
Continuous Learning and Development
Stay updated on industry developments, technological advancements, and best practices in sales and marketing.
Participate in training programs, workshops, and conferences to enhance skills and knowledge.
Actively seek feedback from customers and colleagues to improve sales strategies and processes.
Communicate market intel, customer feedback, and emerging trends to R&D for laboratory needs, product improvements, and shifting trends to remain relevant and needed for our customers.
Requirements
Bachelor’s Degree from an accredited college or university.
5+ years of documented and verifiable capital sales experience within the hospital or clinically focused sales environment.
Women’s Health or IVF customer relations is preferred.
Must be able to travel at least 70%+ within territory.
Ability to analyze sales trends, effectively target and break into new business opportunities.
Documented ability to grow sales in earlier sales positions.
Satisfactory and positive responses from business and personal references.
Self-starter, team player, proven leadership qualities, high coachability.
Possess the ability to determine and set priorities.
Able to build and keep strong customer relationships.
Must be energetic, enthusiastic, determined and goal oriented.
Excels in fast-paced, competitive environment.

Benefits
Paid Time Off and 10 Paid Holidays
401(k) with Employer Match
Medical, Dental, Vision
IVF Coverage to support family building needs
GAP Insurance
Basic Life and AD&D Coverage
Short- and Long-Term Disability
Optional AFLAC Supplemental Policies
Employee Assistance Program (EAP)
Flexible Spending & Health Savings Account
An offer of employment is contingent on the successful passing of a background check. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.
Equal Opportunity Employer
Vitrolife Group is an equal opportunity employer committed to creating an inclusive workplace for all employees. We celebrate diversity and do not discriminate based on race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other protected characteristic in accordance with applicable laws.
Vitrolife Group is a global provider of medical devices and genetic services. Based on science and advanced research capabilities, we develop services and products for personalized genetic information and medical device products. We support our customers by improving their clinical practice for the patient's outcome of fertility treatment.
We are currently approximately 1 100 colleagues worldwide, ...

About Vitrolife Group

Biotechnology Research · 1,001-5,000 employees · founded 1994