VA Account Manager

The VA Account Manager position is responsible for the relationship development and growth of our sales to the VA medical facilities across the country. This is accomplished through traditional sales approaches (i.e. hands on product trainings, semi-traditional pipeline structure), the ability to navigate the intricacies of the VA healthcare system, and the interpersonal, communication skills needed to facilitate strong relationships with contacts at every facility. The ideal candidate can multi-task, is comfortable in a collaborative environment while working independently (primarily while travelling). This is not a traditional (commission based) sales position.  

Facilitate Trainings, Outreach and Relationship Development:

• Coordinate and independently attend/execute on-site trainings and meetings with applicable departments within the VA Hospitals/Medical Centers/Outpatient Clinics
  • This includes, but is not limited to, strategic outreach for both existing accounts and new business development needs in collaboration with our Government Business Development Manager
• Coordinate and independently attend/execute VA Small Business Industry Days
• Attend all applicable VA (and overlapping) trade shows, conferences and events to help expand our reach, build stronger customer relationships, and identify opportunities

This position requires significant travel, the ability to manage travel budgeting/expense reports, and both a willingness and adeptness to work independently while maintaining collaboration with the team.

• All VA facilities must be properly managed in CRM (Hubspot), including up to date contact records for every point of contact (to include hierarchy and/or decision-making trees when applicable).
• Maintaining accurate account information in our ERP (Netsuite) to ensure streamlined and consistent estimate à sales order processing and fulfillment.
• Proficiency in both generating reports and using critical thinking to identify points of risk/weakness, as well as the ability to identify growth opportunities.
• Collaborate on, and assist with, marketing activities that overlap the VAHCS business strategy when necessary.
  • This includes providing timely on-site photos for all activities conducted outside of the office, consistent with our government marketing strategy

Handle Estimates, Order Processing and Transactional Needs for VA Customers:

• Enter all VA orders (phone/fax/email)
• Be the primary point of contact for inbound government calls
• Handle any quote requests from VA facilities

Learn and Maintain a Strong Understanding of our Product Selection:

At the forefront of our foundation is ADCO’s prioritization of customer support. We are best able to assist ALL forms of customers from every segment of our business through our vast and expansive product knowledge. By being able to navigate the various scenarios, questions, and selections we offer, we’re able to pride ourselves on being a resource for the impressive series of customer needs. This position will additionally need to:

• Prioritize products (with team assistance) based on opportunity, with the intent of learning the full catalog within a reasonable period of time.
• Maintain a strong understanding of the products being presented, to include the ability to speak competently and answer questions accurately.
• Understand the different methods that various products can be ordered to best guide each individual facility based on their specific situation, the opportunity presented to ADCO, and the requirements that may apply based on specific contracts.
• Work to understand our three strongest market segments and navigate the various situations with the customer’s needs with a personalized focus when applicable.

Position Objectives:

• Increase direct-to-VA sales, tracked by VISN and by individual facilities
• Identify key contacts at every facility, and ensure this information is up-to-date as personnel changes occur.
• Identify growth opportunities at every facility – the ultimate goal is having every facility ordering clinical supplies (primary care and audiology departments) AND assistive technology (prosthetics/audiology) from us.
• Educate every facility on the products we offer, increase awareness of our online resources in order to drive traffic online (to supplement/support efforts being made with on-site support), and work to increase the number of products they are procuring directly from ADCO. We want to be their primary supplier for everything where Audiology/ENT (and applicable primary care) needs are concerned.

 

Required Skills:

• Proven experience in account management
• Ability to provide on-site support and trainings to professional medical facilities
• Excellent communication and interpersonal skills
• Strong organization and multitasking skills
• The ability to work in a collaborative environment and independently
• The ability to travel up to 75% of the time is required
• Proficiency using CRM software

Salary and Benefits:

This position pays $65,000 annually. The ability to earn up to $15,000 by achieving annual sales targets is included with this position. This is not a commissioned position.

 

• Health insurance
• Dental insurance
• Vision insurance
• Paid vacation
• Paid sick/personal time
• Paid holidays (including your birthday)