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Job Details

JOB SUMMARY

Function as Territory Sales Manager to hospital customers and prospects within the assigned geography. Effectively sell equipment, disposables, software, and service within our Cell Saver and Haemostasis product lines through a strategic sales process. Influence standard of care of our technologies within multidisciplinary specialities and call points including Cardiovascular, Trauma, Orthopaedics, OB/GYN, Neurology, Laboratory Medicine, Information Technology, and Supply Chain while focusing on growing existing business as well as prospecting new business. Location is Germany, in Rhine westphalia area.

ESSENTIAL DUTIES

TERRITORY MANAGEMENT:

• Accountable for overall territory management, achievement of sales goals, profitability and account management within the assigned product lines

• Develop and execute comprehensive territory plans by account to increase revenue and secure new business

• Partner with cross-functional counterparts (especially Clinical Specialists) as appropriate to effectively deliver and drive the adoption of our technologies

• Prospect and develop multi-level relationships (including c-level) with prospective customers within assigned geography

• Maintain existing business including ensuring accounts remain compliant and incremental business is achieved

PRODUCT SALES:

• Effectively target new business through the use of analytical tools

• Conduct product evaluations, collect detailed data points, and in-service to drive customer conversions

• Prospect, qualify, close, develop and cultivate major accounts and product sales

• Educate customers on products, concepts & industry trends

• Increase product usage at existing accounts and expand customer base

• Visit top direct hospital accounts and service providers to establish relationships with all call points and decision makers

• Provide product feedback to Sales, Marketing and R&D including customer feedback on product enhancements, service and policies through direct feedback as well as evaluation and trial assessments and competitive developments

• Resolve customer concerns through accurate and timely investigation, developing solutions, implementing and executing solutions

• Provide data to Sales, Marketing & R&D for specific recommendations that require input from key stakeholders

• Increase professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies. Includes tradeshows and industry events.

COMPETENCIES & EXPERIENCE

• 5 years demonstrated sales achievement in medical device sales            

• Experience with highly consultative, capital equipment and clinical sales               

• Experience in cardiology, Haemostasis management

• Effective leadership skills            

• Effective interpersonal skills, Comfortable in interacting with a very varied audience including clinicians at an advanced clinical application level            

• Develops and delivers effective presentations  

• Demonstrates effective Strategic Selling skills and excellent organizational ability             

• Demonstrates Project Management skills           

• Excellent collaboration and team building skills

• Proven sales success in acute care hospital environment (O.R.  experience preferred but not necessary)/Experience in managing capital sales and driving pipelines   

• Clinical and technical aptitude to understand, train customers and sales staff on product use

• Demonstrated ability to manage a territory and develop strategic and tactical sales plan with keen ability to execute

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