Position Summary

The Key Accounts Executive, Oncology (KAE) secures, maintains, and expands relationships

with all healthcare customers/prospects. Assigned to a specific US territory and key accounts, the

KAE is responsible for achieving a sales quota and driving incremental revenue for the company.

The KAE leads the customer/prospect account planning cycle and ensures all customers, and

prospective customer’s needs and expectations are met by the company. The KAE must have a

proven track record of exceeding revenue targets, a history of prospecting, building new and

growing existing accounts, and developing and fostering business relationships in the Oncology medical community.

Primary Duties & Responsibilities

Builds new business and professional relationships in assigned territory and key accounts, including C-Suite and all key decision makers that result in new sales
Leads company’s strategic objectives and account planning process for accounts to include revenue targets and performance objectives regarding installation and clinical adoption of company product(s)
Applies best practices of selling Software as a Service (SaaS) for Oncology, disease prevention programs or related fields
Proactively assesses, clarifies, and validates customer/prospective customer needs on an ongoing basis
Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations
Provides customer feedback for product development representing the voice of the customer as needed
Uses market expertise to ask the right open-ended questions that foster targeted solutions and long-term relationship
High level of customer meeting preparation to achieve desired outcomes by creating a clear game plan and by applying facilitation techniques to manage time and stakeholders in a virtual and in-person environment
Manages the entire sales process, from lead to close using the ImpediMed CLIF process in CRM
Demonstrates excellence in the execution of the objection-handling tactics as established and reviewed together regularly with Sales management
Demonstrates true patient compassion
Attends state, regional, and national trade shows as needed
Performs other related duties as assigned

Performance Measurements

Meets monthly, quarterly, and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory and key accounts
Meets established targets for prospecting new leads, growing existing accounts, and implementation with appropriate documentation in CRM
Performs SOZO demonstrations for all new potential customers
Maintains established customer renewal rates and grows customer business by defined targets
Meets and maintains company expectations for average sales pricing and profitability
Provides quarterly business plan with weekly updates in CRM and populating account profile and Lymphedema Prevention Program fields throughout the ImpediMed CLIF sales process
Demonstrates CRM discipline in pipeline management by inputting account records and contact logs
Utilizes market data information in Power BI daily to support targeting additional stakeholders
Maintains high customer satisfaction ratings that meet company standards

Typical Knowledge, Skills, & Abilities:

Ability to establish and grow relationships with high level executives, physician leaders and practice administrators, positioning themselves as a trusted advisor
Demonstrated ability selling SaaS solutions into hospital systems, hospitals, clinics, or other medical settings
Outstanding project management skills to effectively move opportunities from initial meeting, through the CLIF sales process to a successful close
Strong aptitude for scientific learning
Strong sales experience and relationships with surgeons, medical directors, and C-Suite, bringing with them their own verifiable Book of Business
Outstanding consultative and networking capabilities, with all levels, including C-Suite
Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment
Advanced communication skills, both verbal and written
Solid understanding of SaaS (software as a service) including SaaS business modeling, and revenue streams
Ability to deliver impactful presentations that deliver solutions (SaaS) to customer problems
Knowledge of solution presenting vs. feature presenting
High level of preparation to manage and support the virtual and in person environment
Ability to project professionalism and credibility; build rapport quickly in a virtual environment
Proficient in virtual sales demonstrations/presentations with video camera turned on to build stronger customer relationships
Ability to use technology effectively. Can diagnose technically problems, while remaining professional. Instils calm and confidence so customer will stay engaged
Advanced negotiation and problem-solving skills
Accomplished in lead generation, prospecting activities, pipeline building and daily input into CRM
Strong organization and planning skills with an attention to detail and accuracy
Self-motivated to succeed and understand that every “no” brings you closer to the "yes"
Must understand, follow, and comply with regulatory requirements as applicable to various processes. An understanding of FDA Quality System Regulations and ISO Standards (ISO 13485) is required
Must possess a thorough understanding of work-related standards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international

Education And Experience Requirements

A Bachelor’s degree in Business or related field is preferred
Minimum of five years of proven successful work experience in B2B healthcare sales (device, connected device, biotech)
Proven track record of success, demonstrating and presenting and closing subscription sales
Demonstrated proficiency with MS Office Suite (Excel, Word, Outlook, PowerPoint) and CRM applications
Understanding of Oncology and disease prevention or related disciplines preferred

Work Environment & Physical Requirements

Travel: This position requires extensive travel up to 75%. This KAE's territory will encompass Florida and Georgia
Remote: This position is a remote home-based position. Position requires a dedicated home office work space and stable internet connection
Physical Demand: Moderate physical effort. For example, standing, bending, or stooping for extended periods, operating light office equipment, e.g., personal computer, copier etc. The employee must be able to occasionally lift and/or move up to 50 pounds of equipment
Mental Demand: Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work

This position may require access to patient Protected Health Information (PHI) and may also involve access to electronic Protected Health Information (ePHI). Those in this position are required to comply with all final regulations including the Health Insurance Portability and Accountability Act of 1996 (HIPAA).

What We Offer:

Life at ImpediMed - It is fast, it is fun, it is evolving, it is growing, and it is filled with smart, passionate, diverse, friendly people who want to make a difference in healthcare. We are 4 miles from the beach and are located within the Carlsbad Research Park with numerous paths and trails great for walking meetings or enjoying the outdoors during your workday by biking, running, or walking
Total Rewards - At ImpediMed, we are strongly committed to our employees--their well-being, development, rewards, and recognition opportunities. One way we demonstrate this commitment is by offering a compensation package that benchmarks base pay to the 50th percentile to other companies in our industry to ensure our Total Rewards package is competitive and valuable to employees. Individual total compensation will vary based on factors such as qualifications, level, competencies, and work location. In addition to a base salary, this position is eligible for commission, equity, and benefits
Benefits - We offer full healthcare benefits including Medical PPO/HMO Plan Choices, Dental Plan, Vision Plan; 401(k) with employer match. Basic Life, AD&D, STD/LTD, Employee Assistance Program (EAP) and employee discount programs

About ImpediMed

Founded and headquartered in Brisbane, Australia with US and European operations, ImpediMed is a medical technology company that uses bioimpedance spectroscopy (BIS) technology to generate powerful data to maximize patient health. ImpediMed produces the SOZO® Digital Health Platform, which is FDA-cleared, CE-marked, and ARTG-listed for multiple indications, including lymphoedema, heart failure, and protein calorie malnutrition and sold in select markets globally.

In March 2023, the NCCN Clinical Practice Guidelines In Oncology (NCCN Guidelines®) for Survivorship were updated and reference bioimpedance spectroscopy as the recommended objective tool to screen at-risk cancer patients for early signs of lymphoedema. With the SOZO Digital Health Platform and L-Dex®, ImpediMed is the only company to offer FDA-cleared technology that uses bioimpedance spectroscopy for the clinical assessment of lymphoedema. The connected digital health platform and large, attractive cancer-related lymphoedema market present an opportunity for continued strong growth through ImpediMed’s SaaS subscription-based business. For more information, visit

Diversity & Inclusion

It is our diverse teams who drive our innovation, creativity, and success. We value the unique backgrounds and experience of all our employees and share a set of core values of ethical behavior for conducting our business. We continuously strive to provide an environment where employees not only feel they can succeed, but also where they can thrive.

Equal Opportunity Employment

As part of our commitment to providing equal employment opportunities, we take steps to ensure that all qualified applicants are treated fairly. To that end, our decisions around recruitment, hiring, assignment, promotion, compensation, and other personnel factors are made and administered without regard to race, color, religion, genetic information, national origin, sexual orientation, gender identity, gender expression, pregnancy, childbirth or related medical conditions, age, disability, citizenship status, uniform service member status, or any other protected class under federal, state or local law.

If you have a disability that requires accommodations in order to complete the application process, please contact us at employment@impedimed.com or (760) 585-2100.

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Key Account Executive- Oncology (FL/GA)