The Capnography Sales Specialist is responsible for selling Masimo's Capnography Portfolio with an emphasis on Procedural Sedation and, hospital-wide conversions being collaborative, clinically curious, and solution focused and having a passion for improving patient outcomes and driving value for our customers. Serves as a proactive member of the sales team that collaborates with the Acute Team and facilitates securing new business and growing existing business in their assigned territory. Assists Account Managers in assigned tasks in order to obtain new sales and renew existing contracts.
This position reports to the Regional Vice President, Sales and is part of the New England Sales team working remotely to cover New England.
In this role, you will have the opportunity to: - Utilize Masimo's established sales process to convert competitive accounts to Masimo technology.
- Utilize Salesforce.com to track all opportunities and update on a weekly basis at a minimum.
- Conduct and assist clinical specialists with -Capnography Assessments as part of the sales process.
- Conduct Presentations that discuss Masimo's value proposition.
- Drive to conclusion Masimo Capnography (Procedural Sedation) True Incremental agreements for both new conversions and renewing existing contracts.
- Drive capital products sales in assigned Masimo territory for Capnography
- Actively articulate information in clinical studies regarding Masimo technologies.
- Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients' outcomes of Masimo's Capnography solutions.
- Collaborate with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provide critical information to marketing and upper management including market trends and competitive activity.
- Maintain and hone high level strategic and tactical selling skills and seek to self-improve and implement selling best practices.
- Organize and conduct user seminars on the compelling needs and benefits of Masimo's solutions.
- Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, and list of sales opportunities with a realistic sales forecast data.
- Coordinate clinical evaluations of Masimo's Capnography technologies to establish vocal, credible clinical champions (VCCCs).
- Responsible for conducting annual business reviews with current customers and internal stakeholders.
- Perform other duties and projects as requested.
The essential requirements of the job include: - 2+ years of successful Hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
- Documented success in selling medical devices, or emerging technology to multiple call points (ex. Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision makers within the hospital setting.
- Successful history managing customer interactions, with excellent organizational and time management skills.
- Superior written and verbal communication skills and exceptional ability to lead group presentations.
- Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes, based upon clinical evidence and new, innovative technologies.
- Ability to perform clinical evaluations of Masimo technology to include research and focus groups.
- Ability to communicate value-based solutions.
Travel, Motor Vehicle Record & Physical/Environment Requirements: - Travel and overnight stays are required (minimum 50%).
Driver's License/MVR Guidance:
- Must have a valid driver's license and an acceptable Motor Vehicle Record (MVR).
Masimo, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.
The annual salary range for this role is $90,000/year. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.
This job is also eligible for bonus/incentive pay.
We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.
Bonus / Incentive Pay This position also qualifies for variable compensation up to $115,000 at 100% of annual sales objectives.
