I'm actually impressed that it takes about 3 stages to become a full on AE. Associate AEI, AEII then AEIII, then the POTENTIAL to become an AE!! Is this structure new? If so, is it different, rigorous and your chances to failing higher? Training actually sounds pretty good and might carry some weight if it becomes recognized. It they are reinventing the sales force, it could explaining the weeding of the herd. Associate Account Executive Description Summary: The Associate Account Executive is designed as a pipeline of candidates to fill VAC Account Executive positions in either Acute or Post Acute markets. The training/career path has been developed for this position so that individuals who can independently complete all the assigned tasks through all phases of training will be promoted to a "Associate Account Executive III" with potential for an Account Executive position within the same territory. Position will require travel and relocation within the assigned region. Responsibility: · Responsible for learning KCI business practices, IT systems and the role of different KCI departments during new hire on-boarding phase of training. · Responsible for focusing on sales execution, customer segment details and clinical knowledge during the classroom phase of training. · During the preceptor program, responsible for executing/performing sales activities normally done by AEs under the guidance of the Field Sales Trainer such as: prepare territory and account growth plans; conduct business reviews; VAC placements in Operating room, etc. · After completion of the Preceptor program, Associate Account Executive I will be evaluated by a panel of RVPs and Sales VPs in order for the Associate AE to demonstrate their skills to succeed in AE role and understanding of business issues including: territory development plans; Account Growth Plan etc. · Successful candidates will then progress to "Associate Account Executive II" role with responsibility to independently manage an open territory, with the territory performance goals defined by the DM/RVP. Duties will include, but not limited to: Driving V.A.C. Therapy usage/adoption in assigned facilities/care-setting, preparing territory management and strategic account development plans, driving transitions, presenting KCI products and services ; managing high level account administration issues, and seeking new revenue opportunities. Position will require travel and relocation within the assigned region. · Successful candidates in the "Associate Account Executive II" role will move to "Associate Account Executive III" role and continue to manage the same territory. Qualifications Qualifications: Basic Qualifications: · Bachelors Degree in Business or related field · At least 1 yr of previous Sales experience with capital sales or in large manufacturing Other Qualifications: · High energy/competitive/driven to succeed · Position requires travel and potential relocation within the region Preferred Qualifications: · B2B selling experience
Experience in capital sales? Looks like they're beginning the selling model. For the tenured AE's, look like we need to start getting our resumes ready.
Thats what happens when you need to sell a product in a competitive market place; you need sales people, not order takers. They recognize S&N and are positioning the sales force. I wonder if they'll start paying a little better. If you've been taking orders, not pursuing them... you're done. Here come the copier guys.
That's why we are investing into 80% associate sales force, good one copier boy. I've never seen a weaker sales force in my eight years.
The new business model revolves around an AE covering a much larger territory. Think, two or three current territories. It will involve overnights. Leave Monday and return on Friday. The jr ae's will take the orders and the abuse. The AE will hob nob in the OR and on the floor. The AE will also have the obligatory Dr calls too. As KCI sells more and more VACs into Acute and SNF markets, the model REQUIRES that these changes be made. Look at CB's last stop on the CEO train. Same model. Product in a profitable niche. Expands use out of the niche. Cuts sales force, SGA and COGS. Puts a handsome profit in the shareholders hands and cashes out. Tigers do not change their stripes.
Where's this copier boy? I mentioned copier guys because a poster mentioned the sales process. Isn't that 101 when you sell office equipment?
They won't "cut it" because hyperaggressive turns customers OFF! Some aggressive pricing will be the only successful sales model. Talk about 101
Its obvious YOU can't provide any value to justify margins. Nice work commoditizing the product line. You need to go.
Are associate reps promoted or assigned a territory within the same region which they trained, or do they expect you to move.
Aggressive pricing? Business 101, get yourself into a price war and your destined to fail. KCI still holds a massive market share! The competition needs to prove themselves first before ever looking at prices.
