Account Executive (MD/N. VA)

About Aspen

We love what we do! At Aspen Surgical we live our values of Customer Focus, Integrity, Accountability, Collaboration, and Innovative Spirit every day. This caring dedication creates and builds exceptional products that drive the industry standard making a real and lasting impact on people’s lives around the world. We strive to be the best, while providing the tools, resources, and support needed to set our team members up for success.

Summary

Join Aspen Surgical’ s Commercial Sales Team as an Account Executive in the Acute Sales segment of the business. With a comprehensive portfolio of industry-trusted surgical essentials and infection control products, Aspen Surgical helps support safety and efficiency in the operating room and beyond. In this role you will be the subject matter expert on Aspen’s entire product portfolio that is used in hospitals and surgery centers. This is a full-line sales opportunity responsible for growing existing accounts and driving increased usage.

In This Position, You Will Have the Opportunity To

• Identify new business and drive expansion of new products to grow Aspen’s sales within accounts in the United States.

• Pursue new accounts by identifying prospects, navigating key stakeholders, and qualifying interest.

• Function as the ‘quarterback’ in the expansion of new products at existing or underpenetrated accounts and coordinating with Account Manager and other roles to ensure clear ownership and accountabilities throughout pursuit.

• Key Emphasis on Corporate Contracting: Signing/Implementing/Tracking committed agreements at a corporate level.

• Negotiate and close initial deal and expansion deals, with a focus on creating long-term relationships.

• Pull through IDN / System strategy at the facility level and coordinate with Strategic Account Executive to plan path to growth.

• Conduct regular business reviews with key stakeholders; ability to produce and deliver clear value propositions at a corporate level.

• Collaborate and engage with Director Strategic Accounts, Region Director, Account Manager, Implementation Team, and other functions to drive efficient execution.

• use Salesforce.com to manage sales funnel opportunity development and at-risk business.

• Work with marketing team to identify industry insights from whitepapers and case studies to leverage in their selling efforts.

• Partner with Director of Strategic Accounts to create a game plan in accounts that are part of Director of Strategic Accounts GPO/IDN targets and to successfully implement contract wins.

• Cross-reference of products and develop cost analysis for key opportunities.

• Represent the company at local, regional and national trade shows to promote products and services.

• Develop relationships at the clinical level with Sourcing Contacts, Surgeons, Physicians, Nurses, Technicians, Materials Management as well as at the administration and GPO/IDN levels.

• Assist/Lead all in-service activities as needed to secure product adoption within accounts across all of Aspen’s portfolio.

• Be a primary resource for the training of customers on the proper use of Aspen products in the clinical setting.

What You Need to Succeed in This Position

• Bachelor’s degree or combination of education and experience

• 3-5 years medical device sales experience

• Minimum 2 years O.R. experience preferred

• Knowledgeable in Medical Device applications for specific surgery procedures and settings

• Valid Driver’s License with no prior suspensions or revocations

• Ability for 75% travel via car or plane; overnight travel as needed.

• Ability to become fully credentialed to enter hospitals and surgery centers

• Operate a computer effectively and efficiently, including MS Word, Excel, PowerPoint, and Outlook

• Familiar with surgery procedures and medical terminology

• Ability to speak in front of groups of people to deliver dynamic presentations

• Must have excellent communication skills to work with customers and internal team

• Creativity is necessary to help identify sales opportunities

• Must work well independently and take charge of situations
• Energetic, outgoing and excited about growing company and increasing market share

We're proud to be an equal opportunity employer- and celebrate our employees' differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Diversity makes us better.