Associate Sales Representative - Midwest in Columbus, Ohio at Mammotome

Date Posted: 9/16/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    9/16/2018

Job Description

Job ID: MAM000547

About Us

In December 2014, Devicor® Medical Products, Inc. was acquired by Leica Biosystems, part of the Danaher family of companies. Leica Biosystems is the global leader in anatomic pathology solutions and automation, striving to advance cancer diagnostics to improve patients’ lives. The combination of the two companies uniquely positions us to develop integrated patient-to-pathology solutions for the diagnosis of cancer.

Headquartered in Cincinnati, Ohio, the Mammotome brand is sold in over 50 different countries throughout the world. Mammotome remains committed to its heritage of advancing technology for early detection of breast cancer, providing support and education for clinicians worldwide, and offering breast care information for patients.

Devicor Medical Products, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.

All employment offers are contingent upon successful completion of our pre-employment drug screening and background/criminal check.


Description

POSITION SUMMARY: 
Associate Sales Representatives are responsible for expanding the sales in targeted accounts and converting competitive products in a manner commensurate with Devicor Medical Products, Inc.’s policy and sales direction. Associate Sales Representatives must have specialized knowledge of company products and procedures. This position will assist Regions and Territories to develop, expand and convert Radiologists/Surgeons from competitor products to Mammotome products.

Essential Functions (ACCOUNTABILITIES/RESPONSIBILITIES):

Learns and Applies Product, Procedure and Clinical Knowledge 
⦁ Demonstrates proper surgical application/use of all Breast Care/OR products.
⦁ Communicates entire Breast Care/OR product line and value proposition.
⦁ Acquires knowledge of all new products added to the line.
⦁ Knowledge of clinical literature to support use of vacuum assisted biopsy over core needle and open-surgical procedures.
⦁ Knowledge of clinical literature to support use of gamma guidance in performance of sentinel lymph node mapping for the breast, parathyroid, and melanoma.
⦁ Knowledge of all capital and disposable equipment technical specifications to perform accredited in-service and training.
⦁ Is aware of and reports on competitive activities and trends.

Conducts Sales Presentations
⦁ Proper use of current selling methods learned in sales training courses including use of sales tools, sales aids, and proper demonstration of product features and related benefits to patients.
⦁ Ability to handle customer product questions and objections consistent with sales training methodology.
⦁ Employment of a selling cycle that is concise, professional, ethical and persuasive that leads the customer to action.
⦁ Conducts state of the business reviews at key accounts to discuss Devicor’s value proposition alignment with account vision if appropriate.

Time and Territory Management
⦁ Analyzes data from sales reporting system.
⦁ Responsible for analyzing the market in which they work: optimizing territory plans by consistently tracking market information, using account Optimizers to run analyses on accounts, cost and impact decision making in accounts.
⦁ Sets priorities and makes sound business decisions based on understanding of the big picture in accounts.  
⦁ Uses knowledge of broader marketplace and medical device trends to interpret current patterns.
⦁ Maintains a list of specific products and potential sales by account.
⦁ Works with Regional Sales Manager (RSM) and Sales Representatives to allocate time efficiently across territory.
⦁ Responsible for knowing biopsy schedule at target accounts on a weekly basis as to maximize customer interaction.
⦁ Builds excellent customer relations with key Surgeons, Radiologists, hospital personnel and strategic partners (i.e. Siemens, GE, Invivo, etc).

Drive for Results
⦁ Completes all MBO Quarterly objectives.
⦁ Accountable for sales vs. MBO quota as determined by sales management.
⦁ Identifies of target accounts and development of an action plan in conjunction with the RSM.
⦁ Demonstrates proper allocation of time among target accounts. 
⦁ Responsible for reporting and tracking the following information at target accounts:
⦁ Number of surgical procedures performed annually, i.e. open surgical biopsies, core needle biopsies, etc.
⦁ Competitive dollar volume total and by key product groups.
⦁ Hospital/Private Practice information report (key decision makers, contract, etc.).
⦁ Designs and implements program plans needed to meet education goals in territory.
⦁ Knowledge of competitive activity by representative and hospital accounts.  
⦁ May assume territory responsibilities for Sales Representatives on leaves or absences.  

Conducts Customer Education Seminars
⦁ Demonstrates product, procedure and clinical knowledge and demonstrates proper surgical application of Company products.  
⦁ Teaches Surgeons, Radiologists, Nurses, Scrub Techs, Sonographers, and Mammographers and various staff members how to properly use and troubleshoot Company devices.
⦁ Facilitate Surgeons’/Radiologists’ participation in field based Professional Education and attendance at/support of events.

Demonstrates Contract Knowledge
⦁ Understanding of contract terms.  
⦁ Is proactive in reporting of recommendations for renewal to Regional Sales Manager in agreed upon time frame.  

⦁ Other duties as assigned.

Job Requirements



Qualifications

Qualifications:

Experience
⦁ Minimum of 2 years of relevant business experience required.
⦁ Junior Military Officers will be considered.
⦁ Minimum of 3 years of business experience and minimum of 2 years of sales experience is preferred.

Other
⦁ Must be able to relocate in the specified geography upon assignment to Sales Representative role.
⦁ Must be willing to remain in the ASR role for a minimum of one year.
⦁ Endorsement and approval of Regional Manager and Sales Director required to move to Sales Representative role.
⦁ Must have documented proof of vaccinations and immunization records to include TB tests, Hepatitis B vaccine, MRR (measles, mumps, rubella) and Varicella (chicken pox).

Education
⦁ Bachelor’s Degree required.


TRAVEL REQUIREMENTS/WORK ENVIRONMENT and PHYSICAL DEMANDS:

Travel
⦁ Frequent travel is required. 
⦁ May be required to travel for extended periods of time to provide coverage in open territories.
⦁ Typical work related travel assignments range 1-3 days per week, and as such overnight, out-of-town stays are required.
⦁ Requires air travel on occasional basis.
⦁ Considerable time spent traveling in company car to clients.

Work Environment And Physical Demands
⦁ Primarily home office and field based (i.e. OR, hospital, doctor’s office, etc.).
⦁ Office deskwork requiring sitting, walking, using phone and computer.     
⦁ Variable time spent standing during procedures.     
⦁ Physical demands – may lift up to 30 lbs. occasionally.
⦁ Accommodations will be evaluated where needed.     







Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.

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