Account Executive, Surgery Ultrasound - Fujifilm

FUJIFILM Healthcare Americas Corporation is a comprehensive healthcare company that has an extensive range of technology and expertise in the detection, diagnosis, and treatment of diseases. Fujifilm’s innovative portfolio includes solutions spanning diagnostic imaging, enterprise imaging, endoscopic imaging, surgical imaging, and in-vitro diagnostics. The company is headquartered in Lexington, Massachusetts. 

FUJIFILM Holdings Corporation, headquartered in Tokyo, leverages its depth of knowledge and proprietary core technologies to deliver innovative products and services across the globe through the four key business segments of healthcare, electronics, business innovation, and imaging with over 70,000 employees. Guided and united by our Group Purpose of “giving our world more smiles,” we address social challenges and create a positive impact on society through our products, services, and business operations. Under its medium-term management plan, VISION2030, which ends in FY2030, we aspire to continue our evolution into a company that creates value and smiles for various stakeholders as a collection of global leading businesses and achieve a global revenue of 4 trillion yen (29 billion USD at an exchange rate of 140 JPY/USD). 

Duties and responsibilities

• Work with Regional Managers to develop a calling strategy in order to maximize territory coverage and sales.

• Prospect new customers and relationships in the hospital and private outpatient market to sell equipment and service contracts.

• Develop and maintain a close working relationship with existing customers to ensure satisfaction with products and services, and to cross sell additional products and options.

• Work Hospital Relations Manager, National and Government Accounts to develop relationships and implement hospital selling strategies/tactics with individual hospitals within hospital chains, IDNs, GPOs, and the VA and Military Centers.

• Work with Sales Administration to generate quotes for new equipment and option sales.

• Work with Product Managers to conduct product demonstrations and clinical presentations to prospective and existing customers.

• Work with Ultrasound Marketing to develop business plans and market assessments for presentation to prospective and existing customers.

• Continuous development of product knowledge and technical skills pertaining to Fujifilm ultrasound products and services.

• Timely and accurate feedback on competitive products and pricing and changing market trends.

• Timely and accurate reporting of all account contacts of all active accounts and prospects on the CRM tracking system.

• Assist as required in the collection of accounts receivable, the renewal of service contracts and the resolution of product performance issues.

• Remain current on industry trends and developments.

• Attend RSNA and other local industry trade shows and conventions to develop sales leads and new relationships.

• Comply with all applicable U.S. Food and Drug Administration (U.S. FDA) medical device regulatory requirements, applicable ISO 13485 standard requirements and all other applicable laws, regulations, and standards.

• Comply with and pass all requirements for vendor credentialing as part of gaining access to hospitals and facilities to perform assigned job duties.

Experience

• 4+ years previous sales experience in the hospital market, preferably selling diagnostic imaging equipment or related peripheral devices into the surgical space.

Educational Requirements

• BA/BS required. 

Special Skills or Other Job Requirements:

• Strong ability to sell products based upon customer need; excellent sales presentation skills; strong ability to overcome customer objections and concerns; ability to quickly learn new products and services.

• Strong ability to communicate at all levels including C-Level, Radiology Managers, Radiologists and Technicians; excellent verbal and written communication skills.

• Strong ability to develop long-term business relationships; strong listening skills; ability to interact with other departments to support the servicing of the customer.

• Strong ability to structure sales that meet customer requirements including product specifications and price; and to resolve problems in a timely, efficient and complete manner.

• Strong ability to manage and execute multiple projects at the same time; organize work, self and support staff as necessary.

• Strong desire to succeed; ability to work with support staff to encourage maximum teamwork and customer service.

• Ability to monitor and maintain required reports, including, but not limited to, call tracking, order tracking and reporting on business related expenses.

• Good knowledge of Microsoft Office Suite, including PowerPoint.

• Ability to travel extensively within an assigned geographic territory.

• Access to a late model automobile for business use.

• Valid drivers’ license with a safe a driving record is required.

Physical requirements

The position requires the ability to perform the following physical demands and/or have the listed capabilities:

• Usual office and clinical working conditions.

• Ability to safely drive a full-size commercial van.

• Ability to lift up to 35 pounds unassisted into Ultrasound van.

• Ability to push/pull ultrasound systems weighing up to 350 pounds and set on casters (wheels).

• Frequently required to sit; talk; or hear.

• Manual dexterity needed to operate iPad/PC systems.

• Frequently use fingers to type and do other fine motor tasks.

• Occasionally required to stand; walk, handle, or feel; reach with hands and arms; and stoop; kneel; or crouch.

• Specific vision abilities required by this job include close vision, distance vision and depth perception.

• Ability to use personal, public, and air transportation as needed.

Travel

• Frequent (up to 75%) travel may be required based on business need.