The Sales Representative is an integral part of the Field Sales Team, both as an individual contributor and as a team member.
The Sales Representative has key responsibilities to generate revenue through the collection of used medical devices and the sales of approved reprocessed medical devices. This position defines solutions and makes recommendations at the appropriate level of customers’ organization to meet the customer’s goals and objectives while ensuring a high level of compliance to meet the Company’s sales and service objectives. Under the supervision of the Regional Manager, the sales representative ensures the continual revenue stream through participation in the preparation and execution of sales plans and campaign, business plans and product developments plans. The position also builds relationships and initiates customer contact to create opportunities to sustain existing business and grow new business.
Coordinates the routine collection and shipment of recyclable single-use medical devices from assignedaccounts to the production facilities to ensure sufficient influx of product to reprocess.
Reviews daily calendar, plans scheduled route to cover accounts, prepares reports/documents and inventories supplies to ship products.
Collects and packages products for shipment based on established schedule; shipper to one of
two productions facilities from the customer’s shipping dock or UPS shipping center.
Monitors usage during product pickup to ensure product recycling and account servicing is maximized.
Speaks routinely with various healthcare facility staff to review usage, addresses concerns and educated on SSS’s recycling program and associated environment and financial benefits. Manages assignedaccount effectively, utilizing the Managed Schedule, to achieve targeted sales and service goals.
Plans sales and service activities to ensure that accounts are actively and routinely covered.
Follows up on daily and weekly activities, and reviews the sales pipeline and forecast to track results and achievement of individual and team objectives. Establishes and maintains Customer Preferences Charts (CPSs) for each account to define how to handle the reprocessing and return of reprocessed single-use medical devices.
Identifies and qualifies customer product needs and reprocessing specification to establish a Customer Preference Chart for each account.
Monitors product availability to obtain and close purchase orders consistently throughout the month.
Reviews and updates changes in customer product requirements to make adjustments in levels of sales and service provided to the account.
Builds and maintains strong customer relationships to sustain and grow revenue.
Applies consultative and strategic selling skills, as well as technical expertise, to develop and manage the assigned customer base.
Fosters key relationships throughout the departments in assigned healthcare facilities to create and respond to new business opportunities with existing customers.
Participates in, or initiates business reviews and in-service meetings using well-developed and effective presentation skills to educate and influence customers to a higher participation level.
Builds upon customer relationships and a strong understanding of customer business issues and aligns SSS’s business solution for cost savings.
Disseminates value-added and differentiation messages within customer’s technical environment to demonstrate how the implementation of SSS’s recycling and reprocessing programs will help meet the customers' goals and objectives.
Conducts quarterly education in-service meetings on new programs, changes, updates, or customer concerns with groups of cross-departmental healthcare facility staff across 24x7 shifts.
Demonstrates strategic thinking through the development of Account Specific Action Plans (ASAPs) toproactively address high-risk concerns with Key and Growth Accounts.
Acts as the primary local customer interface to provide feedback to the customer through a meeting or program summary.
Documents actions and steps needed to complete a business strategy, creating a thumbnail picture of key and growth accounts that is viewable by corporate leadership.
Establish a defensible barrier to competitors working with the Account Executive or Regional Service Manager to diffuse escalating issues (i.e. collection process, misconceptions, FDA guidelines, 510(K)s, and formal complaints.)
Implements new accounts and programs with customers to ensure business opportunities are fully captured resulting in high customer satisfaction and increased revenue.
Develops, tracks, and closes sales to continually build the book of business.
Measures the effectiveness of implemented programs and identifies opportunities for further cost savings.
Augments sales and service activities with savings audits to show volume collected, and type of product received, to penetrate the account and seize dormant opportunities.
Demonstrates current cost savings and projected cost savings from further integration of recycling and reprocessing within the healthcare facility.
Adheres to hospital protocols and company policies and procedures to protect self and others
from exposure to safety and health hazards.
- Bachelor's Degree in Business or Medical Technology, or closely related field
- 3-5 years experience in a healthcare setting demonstrating a positive attitude and solid work ethic
- Clinical background (nursing, surgical technician, etc.) beneficial
- Valid and unrestricted driver’s license and appropriate insurance to travel by car as required.
- Ability to establish customer rapport, build business relationships and close sales
- Excellent analytical, interpersonal, organization, communication and negotiation skills
- High level of self-motivation and ability to work independently with minimal supervision
- Service-oriented personality with strong customer service skills and ability to develop and deliver effective presentations
- Excellent listening skills and an ability to quickly assess and analyze the customer's issues and offer them an appropriate solution
- Computer skills: Microsoft Office Suite (Word, Excel, PowerPoint, Outlook), Internet and Intranet, and Database (i.e., JD Edwards One World, or similar Enterprise Resource Planning system);
- Demonstrated ability to build upon customer relationships