Strategic Account Executive

, CA, United States

Company Description

Intelliguard is the leading provider of Radio Frequency Identification (RFID) inventory management solutions for the pharmaceutical supply chain in hospitals. We use patented hardware and software technology to eliminate human error, improve cost control, reduce risk, and increase efficiency. Our Intelliguard Enterprise Solutions include modular and scalable inventory management products such as Intelliguard Pharmacy, Intelliguard Anesthesia, Intelliguard Smart Cabinets, and the analytics engine, Insights. We are a charter member of the RAIN RFID global alliance.

Role Description

The Strategic Account Executive is a full-time, on-site role based out of the San Francisco Bay Area, covering Northern California, OR, NV & AK . You will play a pivotal role in the growth and success of Intelliguard by identifying, targeting, and closing new business opportunities within the healthcare sector. You will be responsible for building strong relationships with key stakeholders, understanding their unique medication management workflow and challenges, and presenting tailored solutions that address their needs. Your success will contribute directly to improving patient outcomes and revolutionizing medication administration practices.

Essential Duties and Responsibilities

Business Development: Identify and qualify potential leads through research, provided data, networking, and prospecting within the healthcare industry. Develop a robust pipeline of opportunities to meet and exceed sales targets.

Consultative Selling: Understand the medication management challenges faced by acute care healthcare facilities. Conduct needs assessments and present the benefits of our RFID medication management systems in a clear and compelling manner.

Solution Customization: Collaborate with the product and technical teams to tailor solutions that align with the specific requirements of each prospect. Clearly communicate the value proposition and unique features of our systems.

Relationship Building: Cultivate strong, long-lasting relationships with key decision-makers, including hospital administrators, pharmacy directors, anesthesiologists, IT, and the C-suite. Understand their pain points and goals to position our solutions effectively.

Sales Presentations: Deliver persuasive presentations, demonstrations, and proposals that showcase the benefits of Intelliguard’s medication management system and data solutions. Address objections and concerns while highlighting the ROI of workflow, patient safety, and inventory management solution improvements.

Sales Negotiation: Lead negotiations, pricing discussions, and contract development to secure agreements.

Market Insights: Stay current on industry trends, competitive landscape, and emerging technologies related to medication management. Leverage this knowledge to position IntelliGuard as a thought leader and innovator.

· Collaboration: Work closely with cross-functional teams, including marketing, customer support, and product development, to ensure a seamless customer experience and effective post-sale implementation.

Qualifications

Knowledge and capabilities:

· Knowledge, experience, and track record of success in the medical device/technology and/or healthcare IT industries.

· Strong understanding of medication management processes and/or complex capital equipment within healthcare facilities, including familiarity with pharmacy operations, regulatory requirements, and medication safety protocols is ideal.

· Proven track record of consultative selling, solution-based selling, and the ability to understand and address customer needs effectively.

· Demonstrated ability to establish and maintain strong relationships with C-level executives, department heads, and other key decision-makers.

· Ability to thrive in a fast-paced startup environment.

· Ability to quickly learn and understand the technical aspects of our RFID medication management systems.

· Excellent verbal and written communication skills, with the ability to convey complex technical information to both technical and non-technical audiences.

· Willingness to travel (approximately 50%) to attend client meetings, industry conferences, and other events.

· Ability to remain organized and manage your time effectively.

· Strong attention to detail.

· Proficient in Microsoft Office, including Excel, Word, PowerPoint, and CRM software.

Education:

· BS/BA Degree in Business, Health Science, or related field, or equivalent combination of education and applicable job experience.

Experience:

· 7+ years sales experience in the medical device or med tech industries within the med device, med tech, or healthcare IT industries. Experience in the medication management industry segment is desirable.

· Experience in driving a paradigm shift sales process.

· Documented sales success.

· Must possess a valid and unrestricted driver’s license with a proven track record of a clean driving history, free from major traffic violations, or accidents.

· Be eligible or promptly become eligible to obtain all necessary vendor credentialing program clearances to promptly access all facilities.

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