Federal Government Agency Key Account Manager - Northern, VA / Western, MD

Position Summary

The Federal Government Agency Key Account Manager is part of the Teleflex Anesthesia and Emergency Medicine business unit, and specifically the Military team, which is responible for the sale of hemostatis and intraosseous medical devices and future expansion products that sustain and save lives everday. This role, s responsible for overall Federal Agency tactical and medical revenue as it relates to Federal Agency Sales activities. In addition, the role will be responsible for positioning assigned Teleflex portfolio of products to key decision makers at influencers throughout Federal Agencies. Focused on growth of overall market share through increaseding utilization of current accounts while prospecting new business opportunities to meet and exceed revenue targets, his key account manager acts as a valuable resource to those involved in federal tactical and medical resources, including distributors and end-user account key influencers and decision makers.

Principal Responsibilities

•    Demonstrates results orientation by transforming activities into sales results. Sets, pursues, and attains achievable goals, overcoming obstacles or contrarian circumstances to meet and exceed territory sales quota.
•    Establishes sales goals for each Agency/distributor in conjunction with appropriate business / marketing / product managers.
•    Displays customer advocacy through a consistent ability to create strong, productive relationships based on trust with a commitment to customer satisfaction.  Demonstrates a proven ability to influence cross-functional teams without formal authority.
•    Generate and achieve overall federal government agency revenue through management of each agency and their related activities.
•    Provide education/training/product support to field medic, field agent, and training team as well as higher level supervisory assets.
•    Manage relationships with key personnel each agency and their associated training resources
•    Key opinion leader development.  Ability to build champions and influencers within the Federal Government Agencies Acquisition/Program offices.  Ability in taking disruptive technology from no share to significant share within each agencies kit specifications.
•    Travels frequently to distributor for business review, training, and customer visits to assure adequate emphasis is directed toward TFX product lines. Demonstrates excellent interpersonal communication skills including superb presentation skills.
•    Demonstrates superior product, clinical and market understanding with the ability to develop and maintain a knowledge base to drive sales results.  Fluent in all company product indications and applications with strong clinical and technical acumen.  Maintains competency level in all assessments.
 

Principal Responsibilities Cont..

•    Teaches the safe and efficacious use of all assigned products via customer training, product in services, skills day, or trade shows.
•    Creates and maintains a favorable image for the company with Federal Government Agencies and distributor partners in the marketplace.
•    Understands competitors’ technology and strategy and successfully navigate competitive conversations with customers.
•    Actively uses Saleforce.com platform of tools and pivots to develop and maintain in-depth account profiles, build, and manage robust pipeline and forecast accurately. Analytically assesses the business and makes informed decisions to effectively manage and grow territory sales.
•    Demonstrates flexibility and adaptability – the ability to adjust, respond to and integrate change with minimal personal resistance.  Exhibits strong teamwork, change management, emotional intelligence, and resiliency.
•    Ensures compliance with Teleflex’s Code of Ethics, all company policies, rules, procedures, and housekeeping standards.
•    Provides Sales and Marketing management with insight and feedback gained through distributor and customer interaction to maximize efforts and efficiency, productivity impact, and decision- making.
•    Advise management of quality problems, ensuring that corrective action is taken and that customers are properly notified.
•    Keep management informed of competitors' activities through review of information from internal and external sources.
•    Submits all expense reports and required reporting in a timely manner.
•    Performs other professional duties as may be required or identified.

This position requires direct contact with an implantable device.      ☐ Yes     ☒ No 

Education / Experience Requirements

•    Bachelor’s degree is required, MBA preferred
•    At least four (4) years of prior demonstrated Federal Government  / commercial sales performance at or above sales plan
•    At least three (3) years or more of large/key account and/or distribution sales management experience required with a demonstrated track record of success
•    Prior Federal Law Enforcement experience is preferred

Specialized Skills / Other Requirements

•    Sense of urgency for goal achievement with ability to successfully manage multiple activities simultaneously in a fast-paced environment 
•    Successful candidates will possess strong communication skills with a proven track record of building successful business partnerships and growing their book business by developing strategic solutions that create value and support the clients’ organizational objectives. Proven track record of success in reaching sales goals in multiple environments
•    Strong public speaking, written communication skills, and organization/project management skills required
•    Self-directed, able to work independently and ability to handle multiple projects concurrently & function in a fast paced, high growth environment. Strong problem solving/analytical skills and effective presentation and interpersonal skills.
•    Proficiency with computer technology and Microsoft Office suite (Word, Excel, PowerPoint), including iPhone and iPad platforms
•    Full clean driving license
•    Carry a detail bag weighing up to 20 lbs. and lift equipment weighing up to 30 lbs.
•    Stand or walk for 6 - 10 hours per day, up to five (5) days per week
•    Aligns to Teleflex Core Values.
•    The following competencies would be expected to be demonstrable as a Key Account Manager:

        o    Seeks to understand the organizational vision
        o    Creating and closing opportunities
        o    Stretches beyond comfort zone
        o    Establishes trust
        o    Establises common ground and interests
        o    Manages multiple priorities and tasks
        o    Successful customer and account management
        o    Change management and resiliency
        o    Demonstrate emotional intelligence
        o    Demonstrate personal commitment to development
        o    Understand and leverage stated concerns
        o    Expand own business and industry perspective

TRAVEL REQUIRED: 70% 
 

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