Capital Sales Specialist - Florida in Orlando, Florida at Mammotome

Date Posted: 9/7/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    9/7/2018

Job Description

Job ID: MAM000534

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

Capital Sales Specialists are responsible for selling, planning, organizing and implementing all activities related to the sale and distribution of Devicor Medical Products, Inc.’s portfolio of capital equipment in a geographic region.
In addition to performing the role of Capital Sales Specialists, Regional Trainer Specialists (RTSs) are responsible for the training, coaching and development of newly hired Capital Sales Specialists. 

Sales Territory Management 
⦁ Produces well-developed business plans. 
⦁ Utilizes SFDC to maintain up to date contacts, opportunities, targets, and outcomes. 
⦁ Maintains capital funnel for sustained opportunities. 
⦁ Collaborates with Breast Care Specialists to identify disposable opportunities. 
⦁ Maintains comprehensive and effective strategic call plans that drive positive sales results.
⦁ Schedules and prioritizes time for effective regional coverage.
⦁ Understands the trends in the industry and the Company’s position in the market.
⦁ Identifies, qualifies and cultivates new sales opportunities and effectively manages leads generated by the Company. 
⦁ Responsible for performing effective region penetration coverage and account identification to drive sales and increase the customer base for Devicor’s line of products.
⦁ Installs and provides effective in-service training on products as required or appropriate.
⦁ Pre-plans sales calls and maintains efficient time management skills to ensure maximum customer contact and high levels of customer service.

Technical Skills (Product and Procedure)
⦁ Uses white papers and clinical/product terminology and knowledge to support cases and convert competitive accounts.
⦁ Uses knowledge of products and procedures in clinical setting to train and inform customers and product users.
⦁ Applies knowledge of competitive products and procedures to draw comparisons and differentiate product features and benefits.
⦁ Independently supports cases in all modalities without assistance.

Customer Relationship
⦁ Develops and maintains outstanding relationships with the Company's prospective and installed base customers, and leverages relationships to drive recurrent sales cycles for the Company's products.
⦁ Maintains customer relationships such that it enables direct access for cases and meetings with local territory physicians.
⦁ Builds relationships with company identified physician experts.
⦁ Responds to customer needs and concerns to resolve issues quickly and professionally.

Competitive Selling
⦁ Proactively cultivates competitive opportunities that result in converted business.  
⦁ Defends competitive threats to minimize losses.
⦁ Identifies underlying problems affecting organizational or individual performance such as market conditions, competitor actions, or other external forces.
⦁ Translates clinical benefits of products to economic value to the health care provider and is comfortable with financial based selling tools.
⦁ Provides presentations and demonstrations to the customer on application and use of Devicor’s products using effective communication and sales techniques.
⦁ Educates the customer about the indications, contraindications and safety of Devicor’s products and how products drive revenue for the customer.

Leveraging Resources
⦁ Efficient use of company resources such as time, money, materials and people to produce desired results.
⦁ Uses Professional Education resources strategically.
⦁ Leverages the Marketing Department and materials available.

Administrative 
⦁ Completes monthly expense reports that comply with policy.
⦁ Completes surveys, business plans, regional reports, training records etc. as required.
⦁ Completes regularly scheduled Gain/Loss reports.
⦁ Provides timely and accurate sales forecasts and pipeline information. 
⦁ Keeps Company informed of trends in customer requirements, reactions to products and market developments.
⦁ Completes personal mileage reports, maintains proper vehicle maintenance records, and ensures upkeep of Company vehicle.

Regional Trainer Specialist Additional Duties
⦁ Provides field sales training to new Capital Sales Representatives and guidance/mentorship to experienced Capital Sales Representatives:
⦁ Trains new Capital Sales Representatives on processes to successfully expand the sales of Company products, convert competitive products, and drive customer loyalty within existing accounts.
⦁ Demonstrates to trainees the specialized product and procedure knowledge required to be successful as a Capital Sales Representative. 
⦁ Trains new Capital Sales Representatives to leverage the Company value-added services (Professional Education, Marketing Resources, etc.) in order to drive sales and achieve objectives. 
⦁ Teaches time and territory management.
⦁ Provides technical expertise and training on open surgical, core needle and competitive vacuum assisted biopsies.
⦁ Shares successes, failures and best practices will all of field sales to improve the overall competency of the organization.
⦁ Acts as a liaison for the internal organization to help determine and implement corporate goals within field sales.
Provides superior leadership and maintains consistent high performance and exemplary teamwork skills through positive peer influence and collaboration with the internal organization.

Job Requirements



Qualifications

Experience
  • Minimum of 2 years of medical device capital sales
    experience with a successful track record.


  • Strong preference for
    Operating Room and Radiology department experience, and direct customer
    experience with surgeons, radiologists, supervisors, and department heads.

Education
  • BA/BS Required

Travel
  • Frequent travel is required.
  • 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.



Medical Device Capital Sales Experience includes but
is not limited to: surgical instruments; orthopedic implants; dental
equipment; diagnostic and treatment equipment (i.e. infusion pumps); imaging
equipment; durable medical equipment such as beds; clinical/medical laboratory
capital equipment.


Medical Device Capital Sales Experience excludes: pharmaceuticals;
dental or cosmetic implants; durable medical equipment such as wheelchairs,
CPAP, stretchers; wound care; services and supplies; medical supplies such as
personal protective equipment (masks, gloves, syringes); computers/electronics/systems
or software.




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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