The Sale Consultant drives the generation of capital products within all Hill-Rom Surgical Solutions' product categories: lights, booms, surgical tables, and partnership sales within their given territories. In collaboration with clinical and specialty sales partners, develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base. Establish and maintain strong business relationships and high levels of satisfaction with prospective and existing customers. Ensure that required information is accessible within the customer relationship management system.
ESSENTIAL DUTIES AND RESPONSIBILITIES: - Other duties may be assigned
Drive overall revenue attainment across assigned accounts: Develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base to capture new accounts and enhance performance in existing accounts. Conduct negotiations with customers to finalize sales. Demonstrate an effective understanding of competitive action in the assigned territory and develop plans to address problem areas and customer needs. Achieve sales goals across all product categories.
Demonstrate year-over-year backlog growth: Uncover green field opportunities and high-dollar renovations within your assigned territory. Ensure that Hill-Rom Surgical Solutions' product portfolio is specified at all early stages to drive sales orders.
Collaborate with internal sales and service partners to seamlessly serve shared accounts: Lead the efforts of sales specialists and services personnel to drive new sales as well as on-going customer satisfaction. Maintain highly effective communications with specialty partners. Coordinate specialist and service resources involvement within assigned accounts. Provide local support for strategic Partnership Team initiatives across major IDNs.
Coordinate customer sales support activities across assigned accounts: Lead customer business reviews, architectural drawing discussions, and equipment surveys. Coordinate Customer Experience Center and service Center visits, as appropriate.
Ensure post-sales customer satisfaction and maximize perceived ROI: Maintain customer profiles as a matter of routine. Proactively conduct customer business reviews. Oversee the installation of new products after they are delivered to the customers. ensure the products have been installed properly, provide basic training and follow-up to ensure customers are satisfied and realizing the intended benefits of the partnership with all Hill-Rom. follow-up on customer complaints and out-of-box failures. Participate in service Center rental meetings.
Maintain industry and product knowledge: stay abreast of current health care trends and technology.
Be able to clearly articulate the economic benefit for the hospital, detailed functionality and benefit offering of each product line, how each product is best applied to meet emergent customer needs and the benefits products will provide to both the patient and caregivers.
Information management: Accurately forecast accounts. Record activities and contacts within salesforce.com and ensure that all information remains current and provides enough detail to be useful.
Travel as required to manage assigned territory and to attend regional/national meetings.
EDUCATION, EXPERIENCE, QUALIFICATIONS AND SKILLS:
BS, BA degree from a 4-year accredited university required
3 - 5 years of experience selling in the health care field, OR experience preferred; durable medical equipment solutions selling preferred
Effective influencing skills -ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers
Strong analytical skills - able to effectively track sales activity, develop sales plans, understand local market and competitive trends and complete the analysis of sales deals
Strong business acumen - able to understand customer economic drivers, structure sales deals, reach pivotal agreements within the sales cycle
Effective planning/organizational skills
Excellent formal presentation skills
Strong collaboration and communication skills
Strong strategic thinker
Adaptable and flexible
Variable travel up to 40% - 75%