Capital Sales Specialist in Miami, Florida at Mammotome

Date Posted: 2/8/2018

Job Snapshot

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Job Description

Job ID: SAL001330

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.


Candidates for this position should be located in the Tampa, Orlando or Miami area.

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.


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.
General Skills/Competencies/Specialized Knowledge
  • 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 
  • Interpersonal Skills 
  • Presentation Skills 
  • Initiative 
  • Problem Solving 
  • Decision Making 
  • Adaptability 
  • Trust and Integrity 
  • Collaboration and Teamwork 
  • Customer Orientation 
  • Business Acumen 
  • Computer Skills – Proficient computer system based tools including Microsoft Office applications, presentation, e-mail, web browsers and spreadsheet software.
  • 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.

  • Bachelor's Degree required.
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.

As a rapidly growing company, Devicor Medical Products, Inc. is always interested in talented people. We are currently accepting resumes from qualified candidates expressing interest in the openings listed. Due to the large number of inquiries we are not able to accept unsolicited resumes for unspecified or non-posted positions. Our postings change regularly, please check back again.

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

To Apply:
Devicor Medical Products, Inc. is committed to attracting and retaining the most highly qualified candidates available. We firmly believe that our employees drive the success of the company. With success in mind as the ultimate goal, we strive to create and provide an environment that offers challenging, stimulating and financially rewarding opportunities. As an employee of our organization, you will be consistently challenged to deliver your best.

If you are ready for this challenge, complete the on-line application and submit your resume for consideration. If your background and skills are suitable for consideration for this position, you will be contacted for further information.

Devicor Medical Products, Inc. pays salaries commensurate with market value, and provides exceptional benefits.

Devicor Medical Products, Inc. is an Affirmative Action and Equal Opportunity Employer: Race, Color, National Origin, Religion, Sex, Disability, Vet, Sexual Orientation, and Gender Identity.

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 62,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.9B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,300% 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.