Overview
At Spacelabs Healthcare, we are on a mission to provide continuous innovation in healthcare technology for better clinical and economic outcomes. Our scalable solutions deliver critical patient data across local and remote systems, enable better-informed decisions, increase efficiencies, and create a safer environment for patients.
Why work at Spacelabs? Because lives depend on you!
Job Summary
The role holder will develop and manage Acute Care sales opportunities and strategic reference sites within a defined territory. They will be responsible for achievement of all assigned revenue, margin and product mix targets within their defined territory, and will also be a team member of the UK sales team. With the ability to communicate at all levels of an organisation effectively, the individual will possess excellent project management skills, presentation, listening, written and verbal skills. A Clinical background, ideally in a Critical care or Theatre environment is essential along with a proven history of medical sales success in capital equipment.
Responsibilities
- Achieve annual sales quota by prioritising selling time to generate sales volume, achieve account penetration and complete territory coverage.
- Identify and develop strategic reference sites in your assigned territory
- Collaborate with the sales and marketing organizations to document best sales practices and develop the sales tools required to successfully penetrate the Acute Care markets
- Develop, implement, and update quarterly, an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.
- Maintain sufficient identified business to support a "balanced" sales funnel as defined by management.
- Team work with field service, Clinical Specialists and other company resources to maximise sales efficiency, account penetration and market share growth.
- Represent Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.
- Maintain a high level of customer relations enhancing company reputation
- Maintain a high level of product knowledge on Spacelabs’ products and competitive products.
- Participate in Professional Trade Shows and attend National meetings.
- Ability to adapt and follow new sales techniques driven by the senior leadership team and company aspirations
- Develop targeted account strategies using Strategic/Spin Selling skills and tools (Blue sheets etc.) to maximise account penetration. Proficiency in Strategic/Spin Selling should be at an expert level
- Develop and maintain consultative sales relationships with all key buying influences in each account.
- Maintain complete knowledge of each account’s current and long term purchase plans and objectives, reporting all changes in plans, objectives and key buying influences.
- Maintenance of account profiles, opportunity updates, forecasts etc. within CRM on a daily basis.
- Forecast as accurately as possible within set time frames
- Implement established sales and marketing strategies as requested by senior management. Develop information pertaining to sales situations and territorial sales strategies. Coordinate territory sales resources to ensure full implementation.
- Control territory sales expenditures. Monitor expense performance and ensure that territorial budget goals are obtained.
- Control, inspect, and maintain consignment inventory equipment at prescribed levels.
- Assist others with special sales projects and all other assignments as required.
- Observe all applicable company safety policies and practices.
- Use safe and defensive driving techniques and attend defensive driving training as required.
- Maintain demo inventory in sellable condition, including proper storage, movement and record keeping.
- Ensure that company vehicle is clean and regularly maintained at all times consistent with Fleet requirements.
- Submit accurate reports regarding expenses, activities, results, market position, and monthly forecasts.
- Maintain current and adequate supply of product literature, other sales tools for customer distribution.
- Utilise Sales Support staff to prepare all quotations. Prices quoted other than list, contract price, or sales representative level must have appropriate management approval.
- Uphold the Company’s core values of Integrity, Innovation, Accountability, and Teamwork.
- Demonstrate behavior consistent with the Company’s Code of Ethics and Conduct.
- It is the responsibility of every Spacelabs Healthcare employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.
- Duties may be modified or assigned at any time to meet the needs of the business.
Qualifications
- A degree/professional level education in either a clinical, bio medical, science or business discipline is essential along with/or a demonstrated history of medical sales success in capital equipment
- A relevant clinical background to the role, either Anaesthesia, Intensive care, theatre environment or Bio Medical Engineering is essential
- Must be able to demonstrate tenacity in long term sales opportunities
- Must be highly organised, demonstrate balancing multiple activities and processes
- Demonstrable ability to communicate at all levels of an organization effectively.
- Excellent communication and presentation skills: listening, written, verbal.
- Can demonstrate excellent project management skills
Other Work Requirements
- Successful completion of Spacelabs training required (including training done at Company location). Must become fully competent in the application and operation of all products in all care areas.
- Work various shifts as deemed necessary for successful installation and training.
Physical Requirements
- Travel: Extensive domestic travel is required, and can range from 70 to 90%. Maybe required to travel internationally and must be able to acquire all necessary travel documents.
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