Medical Sales Specialist

Job Summary

Responsible for selling a Capnography Portfolio with an emphasis on procedural sedation and hospital-wide conversions by being collaborative, clinically curious, solution focused, and passionate about improving patient outcomes and driving value for customers. Serves as a proactive member of the sales team that collaborates with the Acute Team and facilitates securing new business and growing existing business in their assigned territory. Assists Account Managers in assigned tasks in order to obtain new sales and renew existing contracts.

Duties & Responsibilities

• Utilize an established sales process to convert competitive accounts to company technology.
• Utilize Salesforce.com to track all opportunities and provide weekly updates at a minimum.
• Conduct and assist clinical specialists with Capnography Assessments as part of the sales process.
• Conduct presentations that discuss the company’s value proposition.
• Drive to conclusion Capnography (Procedural Sedation) incremental agreements for both new conversions and renewals of existing contracts.
• Drive capital product sales in assigned territory for Capnography solutions.
• Actively articulate information in clinical studies regarding company technologies.
• Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patient outcomes of Capnography solutions.
• Collaborate with team members including Corporate Accounts, IDN, and Clinical Specialists where team selling is appropriate, and provide critical information to marketing and upper management regarding market trends and competitive activity.
• Maintain and refine high-level strategic and tactical selling skills and seek continuous self-improvement and implementation of selling best practices.
• Organize and conduct user seminars on the compelling needs and benefits of the company’s solutions.
• Create and maintain CRM database of key account information including account profiles, updates on current status and next steps, and a list of sales opportunities with realistic sales forecast data.
• Coordinate clinical evaluations of Capnography technologies to establish vocal, credible clinical champions (VCCCs).
• Conduct annual business reviews with current customers and internal stakeholders.
• Perform other duties and projects as requested.

Minimum & Preferred Qualifications and Experience

Minimum Qualifications

• 2 years of successful hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
• Documented success in selling medical devices or emerging technology to multiple call points (e.g., Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision makers within the hospital setting.
• Successful history managing customer interactions, with excellent organizational and time management skills.
• Superior written and verbal communication skills and exceptional ability to lead group presentations.
• Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes based upon clinical evidence and innovative technologies.
• Ability to perform clinical evaluations of technology solutions including research and focus groups.
• Ability to communicate value-based solutions.
• Travel and overnight stays are required, as well as a valid driver’s license.

Preferred Qualifications

• Successful history of selling innovative, paradigm-shifting patient care solutions strongly preferred.
• Successful track record selling breakthrough concepts.
• Demonstrated ability in building clinical champions.
• Background knowledge in critical care/respiratory therapy credentials is a plus.
• Background knowledge of selling into hospital environments including Cath Lab, Interventional Radiology Lab, GI Endoscopy Lab, and Emergency Department.

Education

Bachelor’s degree, or equivalent combination of education and experience.

Compensation

The anticipated salary range for this position is $75,000–$90,000 plus benefits. Actual placement within the range is dependent on multiple factors, including but not limited to skills, education, and experience. This position also qualifies for variable compensation up to $115,000 at 100% of annual objectives. (OTE: $205k)