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
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