Government Sales Account Manager (Remote - Southwest)

Position Overview

The Government Account Manager will be responsible for sales of the Fujifilm Healthcare Americas Corporation’s (HCUS) full portfolio (Endoscopy, Modality Solutions, and Medical Informatics) to key Federal Government medical treatment facilities with key focus upon the Department of Defense (DOD), Veterans Health Administration (VHA) and Indian health Services (IHS) as well as select State agencies within a defined territory. Primary responsibility will be to achieve or exceed defined annual budgets through strategic planning, relationship building, new account targeting, extensive product knowledge, and exceptional customer service. Primary department focus will be decision makers and influencers within Radiology, Biomedical, Women’s Healthcare and Surgery and key call points to include Radiologist, Radiology and/or Women’s Healthcare Director, Biomed Chief, and Surgeons and Surgery Administrators. The Government Account Manager will work across HCUS cross functional business areas in support of existing and new initiatives to ensure customer satisfaction. The Government Account Manager will work with various team members to ensure that territory coverage and financial goals are met.

Our ideal candiate will be located in the Southwest market.

Company Overview

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. For more information, please visit healthcaresolutions-us.fujifilm.com.

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). For more information, please visit: www.fujifilmholdings.com.

For further details about our commitment to sustainability and Fujifilm’s Sustainable Value Plan 2030, click here.

Job Description

Duties and responsibilities

Bookings and Revenue

• Meets and exceeds sales goals in assigned sales geography by calling on Government hospitals and associated facilities and the installed base within the assigned geography and account targets. Responsible for:
  • driving core products of HCUS portfolio.
  • driving installed base conversion to new sales.
  • operating in new customers accounts.
  • spending 80% of his/her time managing equipment sales in hospitals based on individual geography plan.
• Builds and updates a written strategic business plan for targeting key government accounts.
• Produces accurate monthly and quarterly forecasting.
• Closes all portfolio products within assigned geography and account targets.
• Sells all Solutions offered by HCUS portfolio whereby expanding existing business within the Company’s installed base, while prospecting for new opportunities within new accounts.
• Develops and drives effective sales strategies enabling HCUS to win strategic business.
• Participates in strategic customer meetings and strategy sessions to drive booking and sales results.
• Leverages Specialists and HCUS sales team members for advanced technical and clinical sales needs to focus on Government sales opportunities.

Customer Intimacy

• Coordinates and supports effective customer communication from HCUS's resources.
• Communicates market intelligence and makes recommendation to key stakeholders aimed at optimizing HCUS’s ability to meet the needs of the customer and enhance the HCUS portfolio offering.
• Maintains effective communications between the customer and cross-functional departments within the organization to ensure maximum sales success and a positive customer experience.

Sales Operations

• Prepares quotes, contracts, and site configurations to ensure accurate terms, conditions, pricing, and configuration in accordance with established policies and guidelines.
• Complies with the Quote to Order/Booking processes and follows any and all established policies and procedures.
• Provides accurate booking documents enabling the Order Fulfillment team to book and enter orders effectively.
• Demonstrates proficient and effective use of the Company’s CRM tool, as directed by management. Ensures that opportunity pipelines, account activity, quote activity, contact management, assets and result reporting are accurately populated in system.
• Maintains accurate and detailed records and work strategically to collaborate with all members of the selling team based on data collected.
• Prospects, qualifies, and has lead responsibility for closing MS sales opportunities within the assigned geography and Government account targets.

Cross Functional Collaboration

• Maintains effective communications within and between various cross-functional department within the organization to ensure maximum sales success, improved business processes and a positive customer experience.
• Shares responsibility for successful installations and implementations with all departments within HCUS.
• Participates in meetings and conferences via a travel schedule that is consistent with the requirements of the position.
• Performs special projects, tasks and studies, as needed.
• Drives all efforts aimed at providing superior customer experience.

Key Performance Indicators

• Achieve sales quota within assigned geography.
• Collaborate with Service and other departmental groups to achieve a positive customer experience with assigned target accounts.
• Comply with business processes, as defined by HCUS.
• Contribute to a collaborative team environment.
• Ensure ongoing and transparent communication- internally and externally.
• Align behavior with corporate strategy, along with vision, mission, and values.
• Adhere to the competencies, as defined for the position.

Other

• 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.

Qualifications

Experience

• 4+ years selling to Federal Government accounts Preferred.
• 4+ years of successful medical sales experience, with an emphasis on Medical Imaging Preferred.
• Proven track record of strategic selling and closing sales.
• Demonstrated successful sales results in Federal Government accounts Preferred.

Educational Requirements

• BA/BS Preferred.

Special Skills or Other Job Requirements:

• Demonstrated ability to obtain sales and achieve or exceed sales goals.
• Ability to work cross-functionally and create business impact.
• Strong customer orientation.
• Strong communication skills- presentation, written, and oral.
• Must have strong impersonal skills and a demonstrated ability to communicate with a diverse range of individuals.
• Exercises good judgment.
• Proficient in Microsoft PowerPoint, Excel, and Word, and Salesforce (preferred) or other CRM.
• Effective time management skills.

Physical requirements

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

• The ability to sit up 75-100% of applicable work time.
• The ability to use your hands and fingers to feel and manipulate items, including keyboards, up to 100% of applicable work time.
• The ability to stand, talk, and hear for 75% of applicable work time.
• The ability to lift and carry up to ten pounds up to 20% of applicable work time.
• Close Vision: The ability to see clearly at twenty inches or less.

Travel

• Travel required up to 80% of the time may be required based on business need.

*

In the event that COVID-19 vaccine mandates issued by the federal government, or by state or local government become effective and enforceable, the Company will require that the successful candidate hired for positions covered under relevant government vaccine mandate(s) be fully vaccinated against COVID-19, absent being granted an accommodation due to medical or sincerely held religious belief or other legally required exemption.

Applicants to positions where vendor credentialing or other similar requirements exist to enter facilities will be required to comply with the credentialing requirements of the facilities, including complying with vaccine requirements.

For all positions, the Company encourages vaccination against COVID-19 and requires that the successful candidate hired be willing to test for the COVID-19 virus periodically and wear a face covering indoors as required, absent being granted an accommodation due to medical or sincerely held religious belief or other legally required exemption.

EEO Information

Fujifilm is committed to providing equal opportunities in hiring, promotion and advancement, compensation, benefits, and training regardless of nationality, age, gender, sexual orientation or gender identity, race, ethnicity, religion, political creed, ideology, national, or social origin, disability, veteran status, etc.

ADA Information

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our HR Department ([email protected] or (330) 425-1313).