Account Executive, Neurology (New England / Upstate NY)

The Account Executive calls predominantly on Neurologists, Neurology Technicians and IT across a specified territory promoting Nihon Kohden’s Neuro-diagnostics and monitoring products.

Essential Functions and Main Duties

• Achieve annual quota in Neuro-diagnostics and -monitoring products by prioritising selling time to generate sales volume, achieve account penetration and complete territory coverage.
• NKA evaluates New Hire AE performance primarily on the achievement of MBOs, as set forth in the New Hire Sales Compensation Plan. These MBOs focus the New Hire on foundational activities needed to build and grow the assigned territory.
• The quota set forth in the New Hire Plan is primarily for purposes of calculating potential commissions and any related bonus under the Plan.
• NKA evaluates Account Executive performance primarily on the achievement of the assigned quota, and the ability to identify and establish new business growth opportunities in the assigned territory.
• Develop, implement, and update quarterly, an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.
• Maintain sufficient identified business to support a "balanced" sales funnel as defined by management.
• Utilise sales counterparts, corporate account managers, telemarketing, and other company resources to maximise sales, account penetration and market-share growth.
• Represent Nihon Kohden as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.
• Maintain a high level of product knowledge on Nihon Kohden and competitive products.
• Participate in Professional Trade Shows and attend Regional Sales meetings.
• Proficiency in Strategic Selling.
• Develop and maintain consultative sales relationships with all key-buying influences in each account.
• Maintain complete knowledge of each account's current and long-term purchase plans and objectives; keep management informed of all changes in plans, objectives, and key buying influences.
• Accept and adhere to high ethical, morale and personal values in decisions, communication, action and when dealing with others.
• Be reliable, responsible, dedicated, committed, and fulfil obligations.
• Regularly communicate significant customer status changes in writing to appropriate resources, managers, support, and customer service as appropriate.
• Adhere to all company policies, procedures, and business ethics codes.
• Duties may be modified or assigned at any time based on business need.

Qualifications

• Bachelor’s degree in business, science, or related discipline; relevant clinical education and experience accepted in lieu of degree.
• 4+ years of experience in hospital sales, with multiple call points; capital equipment sales experience, ideally in the field of neurology or PSG.
• Consultative of conceptual sales and negotiating experiences.
• Proficient with Microsoft Office suite, and other relevant programs pertaining to products and sales.
• Must be able to communicate verbally and in writing, and to receive and understand verbal and written instructions in English.
• Able to work effectively both independently and in a collaborative team environment.

Compensation

Your compensation is composed of a $110,000 base salary and quarterly MBO’s. There is also an opportunity to earn a Variable Incentive via Commissions earned above value of earned MBO’s.

Working Conditions

• Schedule: The regular hours for this full-time position are 8:00 a.m. to 5:00 p.m., Monday–Friday, unless otherwise stated by the department manager. Holiday, weekend, and evening work hours may be required.
• Physical: Generally may require some reaching, bending, stooping, squatting, crawling, kneeling, pushing, pulling, lifting, carrying up to 20 pounds, finger dexterity, repetitive motions, standing, walking, sitting, hearing, visual acuity, color vision.
• Location: Must reside in assigned territory (Connecticut; Maine; New Hampshire; Rhode Island; Vermont; Massachusetts; Upstate New York East of and including Syracuse).
• Travel: Approximately 80%.
• Access to Customer Sites: It is an essential function of this position to perform duties in healthcare facilities, and to achieve the necessary vendor credentialing.

Nihon Kohden America is committed to maintaining a professional and respectful workplace free from discrimination, harassment, and retaliation and welcomes all qualified candidates to apply. Employment decisions are based on qualifications, experience, and business needs, without regard to legally protected characteristics. This policy applies to all employment actions, including recruitment, hiring, promotion, compensation, training, and other workplace practices. Nihon Kohden America complies with all applicable federal, state, and local laws regarding equal employment opportunity. Employees and applicants will not be subject to harassment or retaliation for asserting their legal rights.