Key Account Manager - Massimo

Major Duties & Responsibilities:

• Work with Area Manager in developing business plans to achieve company revenue goals.
• Analyze competitive marketplace and industry trends to accordingly develop business strategies for revenue generation.
• Developing a solid and trusting relationship between major key clients and company
• Resolving key client issues and complaints
• Developing a complete understanding of key account needs
• Anticipating key account changes and improvements
• Managing communications between key clients and internal teams
• Managing account team assigned to each client
• Negotiating contracts with the client and establishing a timeline of performance
• Analyzing client data to provide customer relationship management
• Expanding relationships and bringing in new clients
• Responsible for clinical and sales goals of all Masimo products in assigned territory, including achieved assigned quotas for sales and contracts and growing the installed based inside the assigned territory.

• Engage in selling of accounts including qualification, demonstration, clinical evaluation and closure through planning, executing, and directing overall focus accounts, including development of account strategies, implementation of strategies, and coordination of resources necessary to optimize strategies with the Area Business Manager and/or Country Manager

• Be seen as an expert in pulse oximetry and pulse CO-Oximetry as well as an authority on the clinical impact of various patient monitoring solutions, such as brain function monitoring and regional oximetry, as well as capnography.

• Position Masimo SET as the new standard for pulse oximetry, position Masimo Rainbow as the ‘’only choice’’ for pulse Co-Oximetry, position the ROOT innovation platform and all related parameters and solutions as an essential bedside solution in the OR, ICU and throughout the hospital

• Partner with appropriate OEM sales staffs in providing key clinical education and support for key account whole-house conversions 

• Convince customers using Multiparametric Monitors (Such as GE, Philips, Dräger, Spacelabs) to upgrade/convert their installed base from non Masimo SpO₂ technology to Masimo, while securing long-term contracts.

• Develop and maintain strong relationships with key opinion leaders and clinical bodies in the territory (eg. Anesthesia, ICU, Neonatology and ER) to ensure, in coordination with Marketing, that Masimo’s technologies are present in the academic programs of all major congresses and symposiums and in local protocols.

• Participate in programs to build and maintain end-user awareness (e.g., trade show, regional symposium, competitive analysis, advertising, etc.), 

• Provide sales and marketing input to Region and Distribution Manager, including clinical market trends, competitive activity, product design needs, regulatory, and production requirements. 

• Participate in administrative, tender, and clinical education efforts for Group Purchasing and Ministry initiatives as well as for all public, private, hospital and non-hospital opportunities
• Utilize Salesforce.com for documentation of all field and customer interaction and activity
• Exceed goals within the expense budgets for all required activities

Education, Experience and Skill Requirements:

• Bachelor’s or Master’s Degree in Business with Medical/Clinical background. 
• Minimum of 5 years’ experience in direct critical care, NICU, PICU, O.R. and emergency medical systems (EMS) experience (Neo-natal and Pediatrics highly advantageous) 
• Proven sales track record, with five or more years of medical devices sales and clinical experience with Patient Monitoring systems is highly advantageous
• The ability to communicate value-based solutions, including when educating/training in competitive, strategy-intensive markets within hospital and/or other healthcare markets. 
• Demonstrated conceptual, analytical, problem-solving, and organizational skills. 
• English verbal and written fluent communication skills (required) with superior communication skills including an exceptional ability to lead group presentations 
• Results-oriented with a positive "can do" attitude and a sense of urgency to get things done. 
• Experience working with OEM and distributors' sales forces. 
• Experience calling on C-level customers 
• Comfortable in high-visibility situations and exhibits strong self-confidence 
• Demonstrated self-starter; a "hands-on" individual who enjoys challenge and is dedicated to getting the job done with minimal support and direction.   
• Advanced software, presentation, and project management skills

• Experience working in both large structured and small entrepreneurial organizations.  Must be sensitive to the constraints of a "start-up" operation and capable of working effectively in such an environment and possess the flexibility in reacting to new situations and adaptability for working in a new environment.

• Direct selling experience in competitive, strategy-intensive markets. 

• Ability and willingness to travel throughout Sub-Saharan Africa (~60%)

The role can be based in either Ghana, Nigeria, Kenya or Ethiopia.

The candidate can be based in any of those countries as the role is a regional role.

Known languages:

• English (Mandatory)

• French (Plus)

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