Capital Sales Specialist - Dallas

Cepheid Dallas , TX 75201

Posted 2 weeks ago

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.

Major Responsibilities

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.

Education:

  • BA/BS required.

Experience/Skills:

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

  • 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.

Experience/Skills:

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

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.

Language: English

Competencies/Behaviors

  • Results and performance driven.

  • Demonstrated competitive spirit.

Internal Relationships:

  • Marketing

  • Sales

  • Clinical Applications Specialist and Technical Support

External Relationships:

  • Operating Room and Radiology departments

  • Direct customer experience with surgeons, radiologists, supervisors, and department heads.

Physical Demands & Working Environment

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical demands: While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, tools, or controls; reach with hands and arms; balance, stoop, bend, talk and hear.

  • The employee must occasionally lift and/or move up to 60 pounds.

  • Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

  • This position will require heavy travel by car and flying in and out of airports with possible long wait times.

  • Variable time spent standing during procedures.

Work environment: While performing the duties of this job, most work is in a home office environment setting, in a hospital setting, or in a vehicle. Lighting and temperature are adequate. The noise level in the work environment is usually quiet to moderate.

  • Primarily home office and field based (i.e. OR, hospital, doctor's office, etc.).

At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page

Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.


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Capital Sales Specialist - Dallas

Cepheid