POSITION SUMMARY
QUALIFICATION REQUIREMENTS
- Bachelor's degree or equivalent with 5 years relevant medical sales experience
- Minimum of four years of effective related sales experience selling medical products in a hospital or alternate care environment.
- Ability to sell utilizing clinical knowledge to differentiate AirLife products.
- Demonstrated track record of meeting and exceeding sales objectives using disciplined value-based selling.
- Experience calling on multi-departmental functional leaders at a hospital, surgery center, or at the IDN level. Expertise in presenting to both individuals and committees.
- Understands the Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) landscape.
- Demonstrated business acumen and knowledge of sales processes, as well as strong decision-making and negotiating abilities.
- Ability to travel within designated geography with up to 60% travel.
- Aggressively create awareness, trial, and usage for AirLife products (respiratory and airway consumables), while assisting distributor partners in properly positioning and growing the product line.
- Expand existing business through direct call on current customer base and target accounts to include GPO, IDN, individual hospital and alternate care accounts.
- Target Purchasing and Sourcing Managers to move forward current GPO and IDN contract positions.
- Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded within the system.
- Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees.
- Responsible for forecasting, monitoring, and posting sales activities for the respective territory.
- Onsite direct call and clinical selling with the appropriate call points within the hospital and surgery centers in the territory.
- Provide product introduction, education, and training to customers where appropriate.
- Work directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available.
- Focus and support of GPO Private Label products for Regard, S2S and NovaPlus.
- Value Based and clinical IDN focused sales for smaller IDNs within the territory.
- Collaborate with the Health Systems team to support initiatives with the larger IDNs within the territory.
- Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain.
- Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting.
- Stay up to date with all training including Corp SOPs, WI’s, product training and corporate credentialing.
- Excellent communication skills.
- Strong organization, presentation, and strategic planning skills
- Track record of building and maintaining long-terms customer relationships.
- Ability to problem solve and make effective decisions.
- Proven product knowledge in business area with understanding of sales process.
- Strong business acumen and excellent negotiation, communication, influencing, business planning and sales strategy development traits are paramount. Solid process orientation and the ability to perform multiple tasks in a fast-paced environment.
- Outstanding time management and organizational expertise.
- Ability to work in a fast-paced, deadline driven environment.
- Proficiency with Salesforce.com.
- Proficiency with MS Office software (Word, Excel, PowerPoint, Outlook), contact management software, and the Internet.
- Individual must be able to spend at least 60% of time traveling.
- Individual must be able to drive extensively in the territory.
- Job requires occasional weekend travel (tradeshows, meetings, etc.).
- Job requires individual to spend significant amount of time working on a personal computer.
- Working environment is dynamic.
- Work is normally performed in a client-based environment.
- Client based environment include hospitals, surgery centers, operating rooms, and homecare businesses.