About Ergotron:
Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health and happiness. Using the Technology of Movement™, Ergotron builds products and custom solutions that help people feel a new sense of energy in healthcare, industrial and office settings, both at home and on-site.
Through its 40-year history, Ergotron has led the industry with innovative, professional-grade products and customer-focused service. The company has earned more than 200 patents and established a growing portfolio of award-winning brands including WorkFit® and CareFit™, and patented Constant Force™ and LiFeKinnex™ technologies. Ergotron is headquartered in St. Paul, Minnesota, with a presence in North America, EMEA and Asia Pacific. For more information, please visit www.ergotron.com.
Requirements
SUMMARY
The Major Account Executive (MAE) is primarily responsible for managing and selling to specific major accounts within assigned territories. The role is accountable for achieving the defined sales objectives for the region and account assignments. Uses knowledge of products and systems to acquire new accounts, build account penetration, and grow existing customer base The MAE must successfully and simultaneously serve the needs of our partners, customers, and the company.
MINIMUM REQUIREMENTS
Education
BS/BA degree in Business, Marketing or other related field preferred
Experience
- 3-5+ years selling in the Healthcare Market with responsibility for account management, demand generation, prospecting, and territory/account management
- Strong knowledge and experience in healthcare industry required, with ability to understand intricacies of client needs
- Demonstrated strong knowledge of IT equipment and their utilization in the healthcare industry
- Prospecting at multiple levels within an organization, identifying the decision makers, displacing an incumbent or competitor, and servicing the territory’s installed base
- High business acumen relative to healthcare business operations in addition to channel/distribution operations
Knowledge and Skills
- MS Office Suite proficiency with ability to develop client-ready presentations in PowerPoint and conduct basic database tasks in Excel
- Salesforce.com experience preferred
Responsibility / Accountability Categories
Account Planning / Selling
- Develops and manages the sales strategy for assigned accounts
- Researches existing accounts, identifying opportunities for expanding revenue, product offerings
- Researches and qualifies prospective customers, including the identification of purchasers and key buying behaviors
- Build expertise in Ergotron value proposition and products to implement a seamless purchasing experience
- Actively liaise with local resellers to build rapport and provide expertise on Ergotron products; enabling collaboration on opportunities
- Coordinate with leadership and marketing to create relevant marketing materials/content for effective sales facilitation
- Engage other sellers on accounts/opportunities within and across Ergotron verticals, enhancing overall team performance
Non-Selling Time
- Salesforce.com opportunity management, aligned with Company process and policies
- Reporting requirements as needed
- Expenses, trainings, documentation aligned with Company policy
Travel
- Time traveling to customers, participating in healthcare events, presenting and demonstrating Ergotron value to customers
PERFORMANCE CRITERIA
Account Planning
- Develop & execute strategic plans to further penetrate and cultivate new business
- Develop & execute plans to maintain and grow current account sales
Sales Targets
- Achieve sales growth targets
- Achieve specific Key Performance Indicators (KPIs) as delivered quarterly and annually
CORE COMPETENCIES
Ensures Accountability
- Holding self and others accountable to meet commitments.
Decision Quality
- Making good and timely decisions that keep the organization moving forward.
Plans & Aligns
- Planning and prioritizing work to meet commitments aligned with organizational goals
Collaborates
- Building partnerships and working collaboratively with others to meet shared objectives.
Communicates Effectively
- Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Drives Engagement
- Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
Manages Ambiguity
- Operating effectively, even when things are not certain, or the way forward is not clear.
Develops Talent
- Developing people and self both to meet career goals and the organization’s goals.
Customer Focus
- Building strong customer relationships and delivering customer-centric solutions.
ERGOTRON CORE VALUES
- Innovation - Unearth insights to think anew.
- Continuous Improvement - Always design a better experience.
- Customer Obsessed - Our reputation rests with our customer’s experience.
- Integrity - Do the right thing. Treat others with respect.
- Openness - Open to ideas and feedback. Act with transparency. Trust one another.
- Ownership - Own your role and act when ownership is needed.
