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