Sales Executive, Surgical

JOB OVERVIEW

Our Sales Executive, Surgical, is responsible for the solicitation of orders for specific KSEA products, specialties, and services; the representation of the company in an appropriately professional manner in accordance with company policies in the assigned geographic area; and for maintaining an awareness of local competitive conditions and promptly reporting them to management.

This position will support the greater Portland, Maine area. The selected candidate should live in the vicinity of Portland, Maine. 

KEY RESPONSIBILITIES

• Consultative sell all KSEA products for the "Surgical" specialties (Laparoscopy, Gastroenterology, Arthroscopy, and CV/Thoracoscopy) and "Project Business" specialties (Video Imaging and OR1 Integration) to every hospital account, and, where appropriate, to surgery centers, clinics, and physician offices.


• Achieve or exceed the assigned annual quota for all designated product specialties.


• Maintain and grow market share of all designated product specialties.


• Establish and maintain strong working relationships with Key Opinion Leaders: nurses, physicians, sterile processing, supply chain, materials management, procurement, and other key influencers/decision makers in every account.


• Resolve customer complaints in a timely manner and in accordance with established company policy.


• Promptly advise management of any situation beyond his/her scope of authority.


• Provide dependable service and training after the sale to ensure customer satisfaction and long-term reliability of all KSEA products purchased.


• Be capable of effective presentation of product features, benefits, and procedural application.


• Continually pursue new customers.


• Proactively support all promotional activities initiated by KSEA that are related to designated product specialties and product focuses.


• Responsible for the achievement of assigned annual quota.


• Prepare and maintain an annual working sales plan to include analysis and forecasting specifying activities/efforts that contribute to company goals/quota attainment.


• Assist in the field training of another salesperson, as requested.


• Maintain sales samples in the best possible working condition; thorough cleaning and polishing, providing them with a "like new" appearance.


• Accountability for all samples provided by KSEA; when, and as often as possible, turn over samples through sales to customers.


• Be alert to all competitive products - design, pricing, promotions - and keep management informed in a timely manner. When appropriate, recommend the addition of new products and/or modification or new application of existing products to management.


• Comply with all company policies, instructions, and directives for the fulfillment of company objectives.


• Submit complete and informative meeting/convention reports, as requested by the manager or executive, in a timely manner.


• Complete and submit expense reports in a timely manner and in accordance with company policy.


• Maintain up-to-date customer records and any other records, as required, by company policy/instruction. Submit any special reports related to the operation of the territory, as required.


• Attend and participate in sales meetings, training programs, and conventions, as directed.


• Maintain an awareness of likely candidates for the Sales Force and call any such individual(s) to the attention of the Region Manager.

QUALIFICATIONS

• A minimum education level of a Bachelor’s Degree or 4 to 6 years of B2B Sales experience.


• Demonstrated consultative sales track record of over achievement 


• Possess exceptional interpersonal and organizational skills as well as the ability to multi-task.


• Excellent sales and presentation skills.


• Demonstrated ability to understand technical aspects of complex products and services.


• The ability to lift up to 35 lbs. of equipment. At an employee’s discretion, the employee may ask for human or mechanical assistance whenever asked to move or handle equipment.


• Travel: Up to 100% during the year.


• Experience within the KARL STORZ organization is helpful.

Travel: 

• Minimum 30 hours per week on the road visiting local customer medical sites (hospitals, surgery centers, emergency rooms, doctors’ offices, etc.)


• This position requires daily driving to geographically dispersed accounts. If the candidate intends to drive a privately-owned vehicle, candidates must have a valid driver’s license in the state where the vehicle will be operated or in the state of residence.   


• May require domestic travel to corporate offices or other similar locations up to 10% of the year