• Account Executive - Sales

    Job Locations US-Any City | US-CA-San Francisco
    Posted Date 2 months ago(1/11/2019 9:56 AM)
    Requisition ID
    Company (Portal Searching)
    FUJIFILM Medical Systems
  • Overview

    The Account Executive promotes the sale of FMSU Solutions products and services within their assigned geography and account targets in order to maximize sales bookings, revenue and company profitability. He/she should have intimate detail regarding their customers’ business, buying patterns, overall needs and should put a primary focus on managing the core relationships within the account. The AE will be the initial or primary coordinator and driver of bookings within Medical Informatics and Modality Solutions product portfolio.

    External US

    Primary Responsibilities


    Bookings and Revenue

    Meets and exceeds sales goals in assigned sales geography by calling on hospitals, radiologists, or hospital owned/managed imaging centers, radiology groups, MQSA sites, and the installed base within the assigned geography and account targets. Responsible for:

    driving core products of FMSU portfolio

    driving installed base conversion to new sales

    operating in new customers accounts

    spending 80% of his/her time managing equipment and IT sales in hospitals based on individual geography plan

    Produces accurate monthly and quarterly forecasting

    Closes all portfolio products within assigned geography and account targets

    Sells all Solutions offered by FMSU portfolio whereby expanding existing business within the Company’s installed base, while prospecting for new opportunities within new accounts

    Develops and drives effective sales strategies enabling FMSU to win strategic business

    Participates in strategic customer meetings and strategy sessions to drive booking and sales results

    Leverages Specialists for advanced technical and clinical sales needs


    Customer Intimacy

    Coordinates and supports effective customer communication from FMSU's resources

    Communicates market intelligence and makes recommendation to key stakeholders aimed at optimizing FMSU’s ability to meet the needs of the customer and enhance the FMSU portfolio offering

    Maintains effective communications between the customer and cross-functional departments within the organization to ensure maximum sales success and a positive customer experience


    Sales Operations

    Prepares quotes, contracts, and site configurations to ensure accurate terms, conditions, pricing and configuration in accordance with established policies and guidelines

    Complies with the Quote to Order/Booking processes, adheres to the Grants of Authority (GOA), and follows any and all established policies and procedures

    Provides accurate booking documents enabling the Sales and Marketing Operations and Order To Remittance processes to work effectively

    Demonstrates proficient and effective use of the Company’s CRM tool, as directed by management. Ensures that opportunity pipelines, account activity, quote activity, contact management, assets and result reporting are accurately populated in system


    Maintains accurate and detailed records and work strategically to collaborate with all members of the selling team based on data collected

    Prospects, qualifies, and has lead responsibility for closing MI and MS sales opportunities within the assigned geography and account targets


    Cross Functional Collaboration

    Maintains effective communications within and between various cross-functional department within the organization to ensure maximum sales success, improved business processes and a positive customer experience

    Shares responsibility for successful installations and implementations with all departments within FMSU

    Participates in meetings and conferences via a travel schedule that is consistent with the requirements of the position

    Performs special projects, tasks and studies, as needed

    Drives all efforts aimed at providing superior customer experience


    Key Performance Indicators


    Achieve sales quota within assigned geography

    Collaborate with Service and other departmental groups to achieve a positive customer experience with assigned target accounts

    Comply with business processes, as defined by FMSU

    Contribute to a collaborative team environment

    Ensure ongoing and transparent communication- internally and externally

    Align behavior with corporate strategy, along with vision, mission and vales

    Adhere to the competencies, as defined for the position


    Minimum Requirements

    BA/BS or equivalent, with 3+ years of successful medical sales experience, with an emphasis on Medical Imaging and/or IT

    Proven track record of strategic selling and closing sales

    Ability to travel 70% of time- includes time spent in the field and at Corporate offices

    Demonstrated ability to obtain sales and achieve or exceed sales goals

    Ability to work cross-functionally and create business impact

    Strong customer orientation

    Strong communication skills- presentation, written, and oral

    Must have strong impersonal skills and a demonstrated ability to communicate with a diverse range of individuals

    Exercises good judgment

    Proficient in Microsoft PowerPoint, Excel, and Word

    Effective time management skills


    This position description contains the general duties considered necessary to outline the principal functions of the job and shall not be construed as inclusive of all work requirements which may be inherent to successful performance. FMSU management reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.


    FMSU is an Equal Opportunity Employer M/F/D/V.


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