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Associate Position Description

Discussion in 'KCI' started by Anonymous, Dec 12, 2010 at 10:32 PM.

  1. Anonymous

    Anonymous Guest

    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
     
  2. Anonymous

    Anonymous Guest

    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.
     
  3. Anonymous

    Anonymous Guest

    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.
     
  4. Anonymous

    Anonymous Guest

    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.
     
  5. Anonymous

    Anonymous Guest

    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.
     
  6. Anonymous

    Anonymous Guest

    8 years?? you're gone.
     
  7. Anonymous

    Anonymous Guest

    Sounds like I'll be managing you, copier boy. Good luck.
     
  8. Anonymous

    Anonymous Guest

    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?
     
  9. Anonymous

    Anonymous Guest

    Fuck ya'...............I mean it, Really.
     
  10. Anonymous

    Anonymous Guest

    If KCI is going hyper aggressive, most of the reps I know won't cut it.
     
  11. Anonymous

    Anonymous Guest

    We'll provide you a padded room as you need it, copier boy.
     
  12. Anonymous

    Anonymous Guest

    They won't "cut it" because hyperaggressive turns customers OFF! Some aggressive pricing will be the only successful sales model. Talk about 101
     
  13. Anonymous

    Anonymous Guest

    Its obvious YOU can't provide any value to justify margins. Nice work commoditizing the product line.

    You need to go.
     
  14. Anonymous

    Anonymous Guest

    Are associate reps promoted or assigned a territory within the same region which they trained, or do they expect you to move.
     
  15. Anonymous

    Anonymous Guest

    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.
     
  16. anonymous

    anonymous Guest