Capital Sales Specialist - SoCal in Los Angeles, California at Mammotome

Date Posted: 10/10/2018

Job Snapshot

Job Description

Job ID: MAM000543

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.


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.
-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.

General Skills/Competencies/Specialized Knowledge
Note: The level of work/relationship complexity increases with each level.
-Results and performance driven.
-Demonstrated competitive spirit.
-Capital Selling – Demonstrated ability to build, and manage, a "funnel" of capital sales opportunities sufficient to insure that annual quotas are met or exceeded. Demonstrated ability to manage, and close capital sales cycles for products that sell for greater than $300,000. Comfortable and facile with the use of financing and leasing products to close business.
-Technical Skills – Knowledge of clinical surgical techniques and procedures and medical terminology. Demonstrates necessary eagerness to acquire necessary technical knowledge, skills and judgment to serve customer needs and accomplish goals. 
-Analytical – Ability to read, analyze, interpret and assist in the creation and refinement of company procedures. Ability to define problems, collect data, establish facts draw valid conclusions and report on findings.
-Leveraging Resources – Efficiently uses company resources such as time, money, materials and people. Demonstrates awareness of goals of other organizational units and makes requests or decisions in support of this awareness.
-Communication – Communicates effectively at all levels of the organization. Expresses ideas clearly and simply both verbally and in writing. Promotes timely, ongoing flow of information to others. Communicates and listens effectively in order to develop and maintain key business relationships.
-Interpersonal Skills – Demonstrated ability to interact intelligently, and with credibility, with surgeons and allied healthcare professionals. Ability to work with co-workers and customers, both internal and external, of all levels. Ability to professionally interact and build constructive and effective relationships with all levels and functions within the Company. Ability to effectively interface with others on behalf of the organization. Influences key business partners and customers to achieve mutually beneficial results.
-Presentation Skills – Demonstrated ability to present 1:1 or in group settings. Delivers a clear and compelling message tailored to the needs of the audience.  
-Initiative – Ability to work well independently and exercise appropriate judgment under general direction. Ability to prioritize workload, goals and tasks consistent with the department and corporate objectives. Ability to take direction from multiple sources and manage conflicting priorities in an effective and efficient manner. Ability to multi-task, completing concurrent projects within given time frames and managing interruptions and change requests. Takes initiative to establish new processes and methods to support a variety of coordination activities.
-Problem Solving – Uses rigorous logic to solve problems. Probes all sources for answers. Looks beyond the obvious. Enjoys solving tactical and process problems. Applies appropriate theory and principles, expert judgment, and cross-functional expertise to address a broad range of complex problems.
-Decision Making – Makes timely, sound decisions based on analysis, wisdom, experience and judgment. Utilizes a high degree of creativity and latitude. Relies on extensive experience and good judgment to ensure that expectations are met and that business objectives are achieved.
-Adaptability – Embraces and adapts to change and demonstrates a willingness to learn. Reactionary and adaptable to abrupt changes, arising issues, extreme time pressures, and other exigent circumstances. Ability to respond quickly to change, and to prioritize actions to meet customer needs.
-Trust and Integrity – Interacts with others in a way that gives them confidence in one’s intentions and those of the organization. Accepts responsibility for one’s own decisions and actions. Demonstrates honesty. Keeps commitments. Behaves in a consistent manner and is open, honest and trustworthy.
-Collaboration and Teamwork – Works collaboratively and cooperatively with many teams cross-functionally. Ability to work well with other people to solve problems and to find the best solution. Energetic and willingness to work closely with all team members to achieve success.
-Customer Orientation – Demonstrates a keen understanding of various customers’ (internal or external) needs and utilizes a variety of Devicor resources to provide solutions and a compelling value proposition.
-Business Acumen – Strong grasp of business concepts and related issues. Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends. Has and uses cross-functional knowledge. 
-Computer Skills – Proficient computer system based tools including Microsoft Office applications, presentation, e-mail, web browsers and spreadsheet software.

Additional General Skills/Competencies/Specialized Knowledge for Regional Trainer Specialists
-Clear understanding of corporate goals and strategy.
-Proven track record of maintaining strong sales performance.
-Behaves in a manner commensurate with a leadership role and is a positive influence among their peers at all times.
-Consultation Skills – Ability to think strategically and provide unique solutions to sales leaders and the internal organization.
-Motivating Others – Creates motivating environment. Empowers others. Brings out the best from peers while fostering teamwork and collaboration.

-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.
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. 
-May be required to perform lifting tasks of up to 60 lbs. for short durations.    
-Accommodations will be evaluated where needed.     

Job Requirements


  • 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.

  • BA/BS Required

  • 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.