ICU Medical

• This position supports and promotes ICU Medical products and services through pre-sales activities, product presentations, product education, in-service training, problem solving and post sales ongoing customer satisfaction. • Align with the Regional Sales Managers, Strategic Account Executives and integrate activities with the Infusion Systems team as well as peer-to-peer clinical relationships with ICU Medical customers. • Responsibilities in supporting the Enterprise Sales Team (EST) in working with the largest national opportunities. • Performance goals will be tied to annual ICU Medical device signing’s/revenue objective for the specific coverage this role is aligned with. • Liaise with Marketing, Quality, Operations and Manufacturing regarding complaints, problems, new products and revisions as well as special projects or issues.

• Meet territory sales quota and effectively manage CRM pipeline for ICU Medical Infusion Therapy, Devices, Oncology, Specialty products, and Services • Master presentation skills and share technical knowledge of the ICU family of products and how they relate to guidelines FDA, CDC, SHEA, INS, ONS, ASHP, etc. in order to communicate professionally with Hospital Clinicians • Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s offerings against them clinically. Be the clinical expert / consultative problem solver at the field level for clinical and supply chain contacts. • Know the assigned territory and customer base, contracts, pumps, solutions, distribution models, etc. • Be able to conduct product demos of all ICU products and conduct customer meetings • Communicate with sales teams and managers to align sales efforts with Company and regional targets • Support field sales in managing customer communications related to backorders, allocations, pricing, contracts, etc. • Work on special projects as assigned and attend all team, regional, and office hours calls • Travel outside of territory monthly to assist with educations, go-lives, implementations, assessments, etc.

• Lead all selling efforts for assigned strategic accounts including and not limited to driving sales growth through presenting clinical and financial value propositions aligned with the strategic accounts key initiatives and financial goals, developing, implementing and monitoring enterprise contracting solutions, driving business growth strategies, conducting quarterly business reviews and supporting and guiding executive-level decision-making processes. • Regularly interface and collaborate with ICU Medical senior leadership of the respective business units to align strategic accounts needs, market trends and desired outcomes. • Orchestrate internal teams while serving as the main point of contact for the customer’s buying team. • Participate in the account relationship and activity post-sale, in partnership with Alternate Site Account Manager. • Make key decisions with pricing strategy based on data analytics and competitive marketing strategies. • Maintain contract and pricing integrity across all business units in assigned strategic accounts. • Document and maintain accurate and timely strategic account plans. • Consistently maintain and apply knowledge of market, competitive and industry trends and apply to strategy within assigned accounts accordingly. • Proactively negotiate, influence and communicate Request for Proposals (RFP’s) and Request for Information (RFI’s) for all assigned strategic accounts. • Administration of contract documents, membership lists, extensions, amendments, and any special programs and communications to the assigned strategic accounts while positioning ICU Medical brands to win profitable contracts. • Maintain and track all executed agreements with the ability to define the positive sales growth versus the pricing concessions in return for the strategic accounts committed sales volume levels. • Provide value to the field sales organization by driving profitable revenue through successful project management of targeted key speed to impact initiatives within the assigned strategic accounts. • Promote and be viewed as a Trusted Advisor on all aspects of strategic account management by both internal and external stakeholders including the delivery of exceeding the annual sales target.

• Meet territory sales quota and effectively manage CRM pipeline for ICU Medical Infusion Therapy, Devices, Oncology, Specialty products, and Services • Master presentation skills and share technical knowledge of the ICU family of products and how they relate to guidelines FDA, CDC, SHEA, INS, ONS, ASHP, etc. in order to communicate professionally with Hospital Clinicians • Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s offerings against them clinically. Be the clinical expert / consultative problem solver at the field level for clinical and supply chain contacts. • Know the assigned territory and customer base, contracts, pumps, solutions, distribution models, etc. • Be able to conduct product demos of all ICU products and conduct customer meetings • Communicate with sales teams and managers to align sales efforts with Company and regional targets • Support field sales in managing customer communications related to backorders, allocations, pricing, contracts, etc. • Work on special projects as assigned and attend all team, regional, and office hours calls • Travel outside of territory monthly to assist with educations, go-lives, implementations, assessments, etc.

• Point of contact for assigned Sales Reps and Region Managers • Primary sales contact for Alternate Site customer base • Assist in the sales cycle from initial inquiry to close of business • Maintain and enhance relationship with existing customer base in collaboration with Sales team • Point of contact for inbound inquiries, providing prospect with product information, marketing materials and samples • Work directly with authorized Distributor’s Inside Sales Departments to provide product solutions and price quotes • Generate new sales opportunities from phone & email inquiries • Provide technical support and maintain a strong level of product & competitor knowledge • Direct communication with distributor, distributor reps and end users for maximum sales efficiency • Manage ICU Website inquiries related to sales opportunities • Assist Sales Reps with territory management (provide sales reports, research discrepancies, etc.) • Coordinate the gathering and dissemination of sales forecast/pipeline data, wins/losses for IKAP database • Generate and submit sales documentation for Sales Reps (Quotes, Relationship Forms, GPO lookup) • Weekly reporting for high priority or high visibility items • Manage vendor credentialing process with various credentialing companies • Support & perform special projects for corporate accounts IDN’s • Act as liaison for internal & external sales communication • Work on special projects as assigned

• Develop and implement category strategies globally, including identifying needs, project planning, collecting internal and external data, performing strategic analysis and identifying opportunities, formulating procurement strategies and developing implementation plans. • Form, lead, and facilitate cross-functional teams as applicable to execute the procurement process and plans; enable supplier selection and decision process; lead/facilitate contract development, negotiation and execution process, including complex commercial negotiations involving pricing, service levels, risk allocation, liability, and performance incentives. • Manage strategy alignment, long term security of supply, supplier performance, and establish preferred supply base. • Ensure optimal supplier pricing, supply responsiveness, quality, and contractual compliance. • Own the end-to-end contract lifecycle, including negotiation, execution, amendments, renewals, compliance monitoring, and terminations. • Partner with Legal to structure and negotiate contract terms and lead resolution of disputes, claims, and performance gaps. • Establish and maintain master agreements, long-term supply agreements, and SOW frameworks that support scalability, risk mitigation, and operational efficiency. • Develop appropriate risk management strategies which anticipate and address an extensive range of commercial, supply, and contractual risk scenarios to assure supply of ICU Medical’s requirements. • Maintain industry intelligence on technology trends, sourcing options, and competitive pricing. • Measure and report on commodity performance objectives, monitor supplier performance, conduct periodic business reviews, and initiate corrective action when necessary, including contract-based KPIs, SLAs, and scorecards. • Review, negotiate, and maintain Supplier Agreements and supporting documentation. • Benchmark prices and pricing information to ensure that the company is receiving the most cost-effective, highest quality products. • Develop and maintain relationships with key stakeholders to support the sourcing process. • Coordinate with other functions and impacted stakeholders to assure timely implementation and compliance with the agreed sourcing strategies. • Work on special assignments as they arise.

• Responsible for the development and execution of marketing strategy, including positioning, promotion, sales and marketing initiatives and launch planning to build awareness and generate demand of current and new products. • Create a strategic plan that aligns with sales goals to drive business growth. • Develop, execute and measure the key marketing initiatives, including campaign development and sales execution, to meet strategic business unit goals within budget, ensuring close attention to branding guidelines • Maintain regional dashboards that provide clarity with execution of key initiatives, and supporting assumptions • Serve as the primary product expert and function as a knowledge resource for customers, sales, R&D, product engineering, and service personnel. • Consult on product design, development and release process road map • Consult on requirements for current and future products by conducting market research, collecting and analyzing market data, trends, customer attitudes and behaviors as well as the competitive landscape. • Coordinate the collection, description, analysis and prioritization of requests for new product functionality from customers, with a strong emphasis on teamwork, collaboration and communication. • Support marketing, sales and clinical support teams through the development and maintenance of various technical marketing collateral including application notes, FAQs, product notes, user guides, field training presentations, online marketing content and demos. • Develop hands-on, in-depth knowledge of competitive products and maintain technical analysis of competitive strengths and weaknesses, feature sets, underlying technology, product workflow, usability, etc. to establish technical differentiation and feature/benefit statements. • Solicit customer, prospect and partner input (via customer calls, user groups, site visits, tradeshows, surveys, win/loss analyses, etc.) to understand market challenges and requirements. • Ensure clear understanding of product supply (including regional allocation) working with Global Supply Chain and Global Marketing, and ensure allocation within region, and ensure customer satisfaction with resolution of any supply challenges. • Ensure regional forecast accuracy for products in business units working closely with sales and demand planning.

Role Description The Associate Hospital Sales Representative is responsible for building and maintaining relationships with internal and external stakeholders and key decision makers that lead to future business opportunities. The position increases profitability and expands existing accounts by selling ICU Medical products and extending relationships into new areas with new accounts. This is an entry-level role designed to provide new representatives with comprehensive training, hands-on experience, and a well-rounded understanding of ICU Medical’s business operations, products, and sales strategy. The position serves as a foundational stepping stone for high-potential individuals seeking to build a long-term career in medical sales. Successful candidates will be considered for promotion to a field-based Sales Representative role within 12–18 months, contingent on performance, business needs, and the availability of open territories. Candidates must be willing and prepared to relocate for promotion opportunities as they arise. Qualifications - Self-motivated, energetic, professional, and able to perform job duties with minimal supervision - Excellent verbal and written communication skills - Strong presentation skills - Strong organization skills and able to multitask - Computer literate and proficient in Excel, Word, and Outlook Requirements - Must be at least 18 years of age - Bachelor’s degree from an accredited college or university is required - Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations. Benefits - This job is a field-based role. - Work may be performed in a home office using standard office equipment, as well as on-site at customer locations. - Typically requires travel more than 50% of the time. Company Description ICU Medical has consistently provided you with clinical innovations that help solve real-world challenges. With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings. - Dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization. - The industry’s broadest IV smart pump offering covering large volume, pain management, and ambulatory needs. - IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company. - Significant US IV solutions manufacturing and supply capabilities.

• Develop and implement category strategies for logistics, warehousing, and transportation services, including identifying needs, project planning, collecting internal and external data, performing strategic analysis and identifying opportunities, formulating procurement strategies, and developing implementation plans. • Form, lead, and facilitate cross-functional teams as applicable to execute the procurement process and plans; enable supplier selection and decision process; lead/facilitate contract development, negotiation and execution process. • Establish should-cost models and benchmark rates across carriers and logistics providers. • Manage strategy alignment, long term security of supply, supplier performance, and establish preferred supply base. • Ensure optimal supplier pricing, supply responsiveness, quality, and contractual compliance. • Develop appropriate risk management strategies which anticipate and address an extensive range of risk scenarios to assure supply of ICU Medical’s requirements. • Maintain industry intelligence on technology trends, sourcing options, and competitive pricing. • Measure and report on commodity performance objectives, monitor supplier performance, conduct periodic business reviews, and initiate corrective action when necessary. • Review, negotiate, and maintain Supplier Agreements and supporting documentation. • Benchmark prices and pricing information to ensure that the company is receiving the most cost-effective, highest quality products. • Develop and maintain relationships with key stakeholders to support the sourcing process. • Coordinate with other functions and impacted stakeholders to assure timely implementation and compliance with the agreed to sourcing strategies. • Work on special assignments as they arise.

• Reporting to the Director of Commercial Operations & Strategy, the Manager, Associate Hospital Sales is responsible for leading and developing a team of Associate Hospital Sales Representatives. • The primary responsibilities include the hiring, coaching, and development of Associate Hospital Sales Representatives to “field sales readiness,” while directing sales activities through a complex medical device sales process associated with driving growth in the respective region. • This position increases revenue and profitability by expanding utilization of ICU Medical products throughout existing accounts. • In addition, the Manager, Associate Hospital Sales must direct representatives to extend relationships into new accounts to increase year over year growth while working cross functionally with Field Sales, Marketing, Contract Marketing, Finance, Customer Care, and Services; and seek ways to inform the business.