Summary
Primary duties include managing and organizing the sales functions for specific healthcare target accounts within a geographical region. There is established business within the region and strategic accounts. The product portfolio includes both capital equipment and consumable products.
Responsibilities include developing sales strategies, creating and maintaining a sales plan, generating leads and qualifying prospects, coordinating activities with all sales resources, and managing and negotiating with clients to close sales. The main job focus is to attain and exceed all sales forecasts and financial objectives across all key product categories and at the territory level. Strategic focus on influential target customers, facilities, and IDNs is essential. Ability to follow and enhance the sales process is essential. Frequent travel and trade show attendance is required.
The boundaries for this territory are Cincinnati (OH), Dayton, OH; Indianapolis (IN), Lexington (KY), and Charleston (WV). This position will work out of a home office located within 30 miles of the Cincinnati metro area.
Essential Duties and Responsibilities include the following (other duties may be assigned):
- Generate sales revenue in specified territory by executing an effective sales plan in line with personal and team sales targets and sales forecasts across all major product lines.
- Continuously create, update, and close a strong capital sales funnel. Create enough opportunities to deliver on capital sales quotas.
- Approach, interview, demonstrate, negotiate and close sales at the department, facility, and corporate levels.
- Close department level, facility level, and IDN level sales contracts and agreements.
- Comply with CIVCO pricing and contracting strategies to close sales.
- Research accounts and generate or follow through on sales leads effectively.
- Maintain and grow existing and new customer relationships through proactive selling and quote follow-up
- Evaluate customer needs and build productive long-lasting relationships.
- Demonstrate products, conduct trainings, and present continuing education (CE) programs.
- Maintain and expand client contact database through utilization of CRM
- Stay current on competitive products, being well versed in their strengths and weaknesses while reporting on competitive activity to Management.
- Continue on-going informal training on the Multi-Modality Imaging products and Industry.
- Assist in implementation of marketing plans in assigned territory.
- Report weekly and monthly on sales opportunity pipeline in assigned territory and provide feedback to management using financial statistical data
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
- Minimum of a Bachelor's Degree from a four-year college or university
- Minimum of 3 years of experience in healthcare sales, with at least 2 years spent as a sales representative running your own territory
- Medical device experience is preferred
Other Skills and Abilities
- Ability to meet vendor credentialing requirements for all healthcare systems
- Consistent history of success in selling capital and consumable medical products to health care facilities, and Integrated Delivery Networks (IDNS)
- Existing relationships with major medical customers within assigned geography highly preferred.
- Exceptional interpersonal relationship skills.
- Exceptional ability to sell clinically in the hospital and health care facility environment essential.
- Excellent business acumen, ability to present financial analysis to economic health care customers.
- Ability to build and maintain strong networks of resources, professionals, and clients.
- Strong written and oral communication skills
- Desire and ability to learn our products and those of our competition as well as understand the needs of our customers.
- Computer skills to include; proficiency in Microsoft Office Suite and Salesforce.com or similar CRM.
- Highly organized with a strong self structure to utilize time effectively.
- Ability to effectively address varied audiences for training, product demonstrations, negotiations, and CE programs.
- Ability to travel in the USA at least 90% of the time.
- Understands and complies to Health Care Compliance guidelines and follows health care facilities’ protocol in the process of their activities.
- Fulfill all company policies, trainings, and comply with all CIVCO expense reporting guidelines. Operate within allotted budget.
Travel
This role requires the ability to travel daily within a defined territory. Travel nationally to attend company and customer-related meetings is also required.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is also required to stand and walk. The employee is required to travel by automobile and other means. Specific vision abilities required by this job include close vision. The employee must occasionally lift and/or move up to 50 pounds.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position will be mobile and may encounter a variety of work environments including noise levels.