Account Manager - Ontario East Toronto & Durham

Savaria Patient Care
Built from a heritage of brands including Span, Handicare and Silvalea, Savaria Patient Care provides products designed for safe patient handling and positive outcomes. Our research and clinically based product portfolio include therapeutic surfaces for pressure management and positioning, a complete range of innovative ceiling and floor lifts and slings. Savaria Patient Care is a division of Savaria Corporation, a global leader in accessibility.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

New Business Development

• Identify potential clients, and the decision makers within the LTC and Acute Care

• market to drive product demand and sales in all categories.

• Set up meetings with decision makers and influencers at LTC and acute care facilities

• to drive sales

• Increase sales and product mix of current applicable distributors in the region
• Meet with architects, government officials or others to influence specifications on

• upcoming government contract tenders.

• Attend various industry trade shows to drive product demand.
• Provide product presentations to healthcare facilities in all product categories.
• Participate in RFP submissions

Client Retention

• Handle existing client objections/challenges by clarifying, and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.

• Present and demonstrate new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client business debriefs and reviews.
• Join distributor partners on sales calls to enhance sales effectiveness for both parties.
• Business Development Planning and Research
• Present to and consult with senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, trade shows and distribution channels that will lead to an increase in sales.
• Using knowledge of the SPH market and the competitors, identify and develop the company’s unique selling propositions and differentiators.
• Forecast sales targets and ensure they are met.
• Track and record activity on accounts and help to close deals to meet these targets.
• Develop and execute clinical and technical educational programs/materials (in person
• and on-line) for key contacts and organizations
• Work closely with Savaria Patient Care internal Customer Service and Technical Service teams to obtain required information to satisfy end user and distributor needs/requests.
• Develop a thorough understanding of the customers, people and capabilities, and recommend training for effectiveness.
• Understand the company’s Strategic Plan and Personal Territory Plan to ensure goals are being met.
• Present and operate in a manner that reflects integrity, trustworthiness and business principles of Savaria Patient Care

REQUIREMENTS

• Travel to customer locations within assigned territory. Limited overnight travel required.

• Ability to help deliver and assemble beds, mattresses and other products as required.
• Valid driver’s license in good standing. Driver’s abstract required
• Ability for heavy lifting (75-200 lbs) is required
• Commitment to providing superior customer service
• Previous experience in the health care industry an asset
• Bilingual (French and English) an asset
• SUPERVISORY RESPONSIBILITIES:
• No direct supervisory reports

COMPETENCIES:

• Ability to organize selling activities in a productive way over a broad geographical area to a variety of decision-makers.

• Ability to self-motivate and be engaged in growing the business every day.
• Team player, able to work closely and effectively with key internal resources.
• Exceptional communication skills and presents information clearly, concisely and professionally.
• Builds collaborative relationships.
• Projects a positive image at all times.
• Adapts to changing needs, priorities and opportunities.
• Demonstrates attention to detail.
• Demonstrates accuracy and thoroughness.
• Meets commitments.
• Maintains confidentiality.
• Upholds organizational values.
• Follows policies and procedures.
• Observes safety and security procedures
• Proven ability to motivate and lead others.

COMPUTER SKILLS:

• Proficiency in Microsoft Word, Excel, PowerPoint and Outlook is required.

COMMUNICATION SKILLS:

• Ability to read, analyze and interpret documents such as safety rules, operating and maintenance instructions and procedural manuals.
• Ability to write reports and correspondence clearly and concisely.
• Ability to speak effectively before groups or employees of the organization.

EDUCATION, EXPERIENCE & TRAINING:

• Bachelor’s Degree preferred
• Strategic Selling and Strategic Account Management skills
• Strong interpersonal skills and effective communication techniques.
• Excellent presentation skills for small and larger groups.

PHYSICAL DEMANDS:

• The employee may occasionally stand, walk, stoop, kneel or crouch during shift.
• Employee will be required to regularly sit, use hand to finger, handle, feel and reach with hands and arms. Employee must be able to occasionally lift and or move up to 200 lbs.
• The employee will occasionally be required to transport, deliver and assemble beds, mattresses and other Savaria Patient Care products.