Sr. Market Sales Rep, OR Safety (Pacific NW Region)
Company: Medtronic
Location: Portland
Posted on: January 27, 2023
Job Description:
Careers that Change LivesWritten in 1960, our Mission dictates
that our first and foremost priority is to contribute to human
welfare. Over a half-century later, the Mission continues to serve
as our ethical framework and inspirational goal for our employees
around the world.Joining the Medtronic Situate team means joining a
team dedicated to using technology to benefit patients by
eliminating retained surgical items and improving surgical
efficiencies, with patient safety as our highest priority. RF
Assure Detection Technology employs detection devices to transmit
reliable, non-ionizing, low frequency radio waves to detect tagged
cotton disposables.A Day in the LifeA Senior Market Sales
Specialist is responsible for selling Situate to hospitals within
the Sales Specialists assigned territory. This requires a number of
capabilities including knowledge of the operating room, the ability
to build a team of clinical champions within each hospital, strong
solution selling skills, and enough tenacity to insure sales
objectives are met on a consistent basis. Senior Market Sales
Specialist s are expected to provide an extraordinary degree of
information gathering and presenting to buying teams throughout the
capital equipment purchasing process.Roles and Responsibilities
- Manage the complex sales process of Situate into new hospitals
and upgrades into existing hospitals. Product: initial capital
sale, then reoccurring cotton sales
- Build support from surgeons and administration for the Situate
System . Identify key institutions, generate market awareness, and
drive sales of the Situate System in an assigned sales
territory.
- Main call-points are Chief Medical Officer, VP of Quality,
Director of Risk, Chief of Surgery
- Ability to manage 6-10 prospects, while focusing on a smaller
subset that can move forward to close in the current quarter
- Ability to develop an account strategy based upon their own
research; key personnels background, quality issues, what they care
about, etc.
- Effectively manage transition of initial sale and installation
to the clinical team to drive procedural volume and growth.
- Promotes and sells Medtronic's Medical/Scientific Equipment
products and services including non-implantable medical or
scientific equipment products and/or services (e.g., diagnostic
medical equipment, medical imaging machines, medical laboratory
equipment, and non-implantable medical devices) within an assigned
geographic area and /or specific customer accounts to meet or
exceed sales targets.
- Responsible for developing, building, and strengthening
long-term relationships with stakeholders including hospitals,
physicians, and Radiology and Surgical personnel.
- Responsible for pursuing leads, assessing needs and providing
product services to maximize the benefits derived from Medtronic's
Medical/Scientific Equipment products and/or services.
- Conducts and/or evaluates market research including customers
and competitors activities.
- Develops and/or implements market development plans/strategies
and changes as needed.
- Assesses customer needs and feedback regarding new products
and/or modifications to existing products and communicates to
internal stakeholders including R&D, Operations and
Marketing.Performance Objectives
- Achieve quarterly sales targets.
- Work with the Situate Regional Sales Director to develop a
sales plan for the Area Sales Managers local territory.
- Build high level clinical support at each hospital.
- Develop initial contact and relationship with hospital
executive leadership team.
- Organize and manage the sales process.
- Develop knowledge of the OR and efficiency gained through
Situate implementation.
- Make business case for system purchase and ask for the
business.
- Condense timelines
- Resolve contractual issues and coordinate system installation
upon purchase approval.
- Handle all communications and administrative follow-up.Joining
the Medtronic Situate team means joining a team dedicated to using
technology to benefit patients by eliminating retained surgical
items and improving surgical efficiencies, with patient safety as
our highest priority. RF Assure Detection Technology employs
detection devices to transmit reliable, non-ionizing, low frequency
radio waves to detect tagged cotton disposables.Must have: Minimum
Requirements
- Bachelors degree required
- Minimum of 5 years of sales experience and expert level
knowledge of company products and servicesNice to Have
- Medical sales experience, Knowledge of the operating room
environment
- Solution Sales experience capital preferred. Hunter mentality,
comfortable with a longer sales cycle
- Strong presentation skills; orally and with power point. Need
to be comfortable using Excel to create product comparison spending
analysis
- Familiarity with The Challenger Sale model is a plus.
- General understanding of healthcare economics; how best
practices aligned with corporate quality initiatives to generate a
positive ROI
- Excellent communication and interpersonal skills
- Extensive travel- ability to travel 50-75%About
MedtronicTogether, we can change healthcare worldwide. At
Medtronic, we push the limits of what technology, therapies and
services can do to help alleviate pain, restore health and extend
life. We challenge ourselves and each other to make tomorrow better
than yesterday. It is what makes this an exciting and rewarding
place to be.We want to accelerate and advance our ability to create
meaningful innovations - but we will only succeed with the right
people on our team. Lets work together to address universal
healthcare needs and improve patients lives. Help us shape the
future.Physical Job RequirementsThe physical demands described
within the Responsibilities section of this job description 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. For Office Roles:
While performing the duties of this job, the employee is regularly
required to be independently mobile. The employee is also required
to interact with a computer, and communicate with peers and
co-workers. Contact your manager or local HR to understand the Work
Conditions and Physical requirements that may be specific to each
role. (ADA-United States of America)A commitment to our employees
lives at the core of our values. We recognize their contributions.
They share in the success they help to create. We offer a wide
range of benefits, resources, and competitive compensation plans
designed to support you at every career and life stage. Learn more
about our benefits here
(https://www3.benefitsolver.com/benefits/BenefitSolverView?page_name=signon&co_num=30601&co_affid=medtronic)
.In addition to Base Salary, this position is eligible for a Sales
Incentive Plan (SIP), which provides the opportunity to earn
significant incentive compensation for achieving or exceeding your
goals. Learn more about total rewards on page 6 here .The provided
base salary range is used nationally (except in certain CA
locations).The rate offered is compliant with federal/local
regulations and may vary by experience,certification/education,
market conditions, location, etc.It is the policy of Medtronic to
provide equal employment opportunity (EEO) to all persons
regardless of age, color, national origin, citizenship status,
physical or mental disability, race, religion, creed, gender, sex,
sexual orientation, gender identity and/or expression, genetic
information, marital status, status with regard to public
assistance, veteran status, or any other characteristic protected
by federal, state or local law. In addition, Medtronic will provide
reasonable accommodations for qualified individuals with
disabilities.
Keywords: Medtronic, Portland , Sr. Market Sales Rep, OR Safety (Pacific NW Region), Sales , Portland, Oregon
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