The Device Sales Specialist is responsible for building and maintaining relationships with key decision makers that lead to future business opportunities. This position increases profitability and expands existing accounts by selling ICU Medical products and extending relationships into new areas with new accounts. As part of a regional device and technology team, Device Sales Specialists are responsible for identifying and closing opportunities for ICU infusion devices.
Essential Duties & Responsibilities
Meet territory sales quota for ICU IV Infusion Device product line: Plum 360, LifeCare PCA and complimentary dedicated pump infusion sets along with MedNet safety software and IV EMR connectivity.
Master presentation skills and command of technical knowledge of the ICU family of products and how they relate to guidelines (FDA, CDC, SHEA, INS, ONS, ASHP, etc.) in order to communicate professionally with Hospital Clinicians. Conduct executive level presentations on clinical concepts, current ICU products, and future product pipeline.
Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s offerings against them clinically. Be the clinical expert / consultative problem solver at the field level for clinical and supply chain contacts.
Maintain a high level of technical and commercial competence on relevant products, technologies, and services. Quickly demonstrate expertise and establish credibility with clinical and executive decision makers
Know the assigned territory and customer base, contracts, pumps, solutions, distribution models, etc.
Be able to conduct product trials and implementation of all ICU products
Know your market and the clinicians in the market through local AVA, INS, APIC, and ONS chapters
Develop strategic customer relationships throughout the hospital to drive the purchase of ICU’s infusion devices
Communicate with managers and align sales efforts with Company and regional targets
Develop and maintain a high level of customer satisfaction
Negotiate contracts with hospital supply chain and administrative organizations
Understand market dynamics and healthcare trends
Work on special projects as they arise
Work occasionally during weekends/nights, when necessary
Knowledge & Skills
Self-motivated, energetic, professional, and able to perform job duties with minimal supervision
Excellent verbal and written communication skills, and strong presentation skills
Ability to break down complex concepts and communicate them simply and effectively
Strong organizational skills and ability to multitask
Computer literate and proficient in Excel, Word, and Outlook
Strong critical thinking, analytical, and problem solving skills
A strong desire to see others around you succeed as well as drive toward individual achievement
Minimum Qualifications, Education & Experience
Must be at least 18 years of age
Bachelor’s degree from an accredited college or university is required
MBA or MHA a plus
Minimum 5 years of medical sales experience, selling capital equipment, medical devices, or software in a hospital environment.
Proven track record of making quota/growth in territory, development of existing customer relationships with Supply Chain. A proven track record of achieving and exceeding sales targets and a desire to grow new business
Experience working in a team environment
Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
Work Environment
This job is a field-based role.
Work may be performed in a home office using standard office equipment, as well as on-site at customer locations.
While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer
As part of the scope of employment, the employee must hold a valid driver’s license as well as comply with and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.