Account Executive, Critical Care - Central Canada

Nova Biomedical is responsible for the sale of all Nova Biomedical Critical Care Analyzers within the Ontario territory. The products and customers include the Critical Care analyzers to hospitals and alternate markets. The Critical CareAccount Executive will be accountable for driving sales results, sales unit, penetration of key accounts, and the ownership of, responsibility for, and negotiation with shared service organizations (SSOs), purchasing authorities, and key accounts within the assigned territory. The role will require the continued support of existing Nova customers through personal relationships, ongoing support, and product/menu expansion and responsibility includes sourcing, managing, and responding to RFPs and public tenders specific to ABG.

As theCritical CareAccount Executive, the incumbent will share relevant knowledge and experience, provide support, and assist in the development of sales strategies to all Account Executives nationally as defined by the General Manager, and collaborate across geographies.

The territory of responsibility shall be: The primary geography of focus and responsibility shall be Central Canada (Ontario). As a developed Subject Matter Expert, the Critical Care Sales Specialist will aid on an as available and as needed basis in collaboration with the manager and the greater sales team. This position will require moderate travel within the assigned territory and occasionally travel outside the assigned territory.

Base Salary: $100,000 to $110,000 CAD plus commission. On Target Commissions $75,000 CAD.

Position Responsibilities:

• Sales of Nova clinical products to both new and existing customers within assigned territory.
• Establish and develop relationships with customers to promote customer satisfaction, expanding test menus, and drive consumable revenue.
• Understand, navigate, and leverage each “critical” department and call points to radiate NOVA product throughout the hospital (Lab, POC, RT, OR, ED, ICU, Nursing, Radiology, etc...)
• Generate leads and drive product interest through equipment demonstrations (demo’s), product evaluations, and committee presentations in each of these departments.
• Develop/manage short and long-term sales funnels.
• Establish and develop relationships with clinical decision makers through the presentation of superior clinical results, process improvements, and menu enhancements.
• Drive long, complex sales processes involving multiple technical, clinical, contracting, and purchasing contacts.
• Navigate and influence decision making within Health Networks, Shared Service Organizations (SSO), Group Purchasing Organizations (GPOs), and understand hospital affiliation with them.
• Attend “approved” national, regional, and local trade shows to help facilitate the promotion of Nova’s clinical products.
• Manage pricing, negotiations, and contracting throughout the sales life cycle.
• Comply with and complete all administrative responsibilities, including CRM (Salesforce) compliance, as directed by management including but not limited to weekly expense reports, monthly review of territory business plan(s), conference call attendance, correspondence with sales management data base, etc.

Requirements:

Required:

• BA/BS degree required; business, management, marketing; and/or sciences with relevant industry experience.
• 3+ years of “direct” sales experience with documented success is required.
• Strong communication skills with proven ability to self-manage complex sales cycles.
• Exceptional priority and time management.
• Dedication to live the Core Values of NOVA Biomedical: Mutual Respect, Honesty, and Integrity

Preferred:

• Preference for Diagnostic/POCT Sales
• Relevant clinical knowledge is an asset, including MLT, RT, Clinical Chemistry or past sales experience.
• 2+ years capital hospital sales experience is an asset.
• Strong B2B background with multi-level & committee sales history.
• Experience with the RFP/Tender process and responses.