OR Integration Sales Specialist

5 - 7 years experience  •  Software

Salary depends on experience
Posted on 10/15/17
Minneapolis, MN
5 - 7 years experience
Software
Salary depends on experience
Posted on 10/15/17

Duties

• Drive ORI revenue to meet Customer needs within a geographic location.
• Take the leadership/ownership role in presenting Customer solutions and proposals while supporting the Account Manager in closing sales opportunities.
• Construct and implement a territory plan to meet the stated goals and objectives.  Review MBO goals quarterly with ORI Sales Leader and adjust plans to meet/exceed MBOs. 
• Consult with Account Manager to determine which is the best solution from the ORI portfolio.
• Support demonstrations within the territory.
• Coordinate communications and information exchange with hospital IT departments.
• Provide sales and technical support to field sales organization.
• Prepare RFP for submission including reviewing initial RFP, communicating deadlines to all involved, answering all questions, compiling RFP, sending completed RFP to appropriate person for approval per process.
• Ensure that the quote, PO, and all supporting processes/documentation reflect all Customer needs and requirements.
• Obtain hospital sign-off on final installation for billing of final invoice.
• Provide Customer training, including initial and on-going in-servicing, as needed.
• Organize and  participate in post-installation conferences with hospital staff and appropriate STERIS staff.  Conduct a follow-up walk-through for quality control.
• Identify and assesses competitive technology and sales tactics.  Provides training and information to the sales force regarding competition, trends, and successful sales tactics, and feedback to management and marketing on these topics.
• Provide input and recommendations on the field sales force training needs and curriculum.
• Provide information and feedback to management on sales opportunities, win/loss status and competitive tactics and trends.
• Monitor and identifies trends in Customer needs, provides input for new product development. programs, and tracks sales opportunities and advanced trends in clinical technology.
• Investigate, evaluate, and test new video integration technologies for opportunities.
• Provide sales and technical training on audio, video, control, and other integration technologies. 
• Achieve and  exceed established sales goals; maintain regular communication with supervisor regarding status on achieving goals & status on current projects.
• Maintain up-to-date Customer records and any other records as required by company policy/instruction.
• Obtain vendor certification and all other hospital certification sites, as necessary.
• Follow hospital protocol safety and quality standards.
• Follow-up with current install base for Customer feedback and satisfaction survey.
• Actively follow-through with bids, competitive pricing and superior Customer service.
• Recommend digital media solutions for Customers; understand the prospective needs of clients in territory.
• Complete expense reports monthly. 
• Provide forecasts for demand and revenue planning. 

Duties Continued

• Monitor and identifies trends in Customer needs, provides input for new product development. Programs and tracks sales opportunities and advanced trends in clinical technology.

• Investigate, evaluate, and test new video integration technologies for opportunities.

• Provide sales and technical training on audio, video, control, and other integration technologies. 

• Achieve and exceed established sales goals; maintain regular communication with supervisor regarding status on achieving goals & status on current projects.

• Maintain up-to-date Customer records and any other records as required by company policy/instruction.

• Obtain vendor certification and all other hospital certification sites, as necessary.

• Follow hospital protocol safety and quality standards.

• Follow-up with current install base for Customer feedback and satisfaction survey.

• Actively follow-through with bids, competitive pricing and superior Customer service.

• Recommend digital media solutions for Customers; understand the prospective needs of clients in territory.

• Complete expense reports monthly.

• Provide forecasts for demand and revenue planning.

• Proactively drive ORI revenue managing top line growth and bottom line results.

• Be creative and resourceful in meeting Customer requirements competitively.

• Set project priorities based on business objectives, priority and resources. 

• Answers and resolves technical questions for Customers and the Regional Sales teams.  

• Resolves delicate post installation Customer satisfaction issues. 

• Self-motivated and acts independently but in conjunction with each regional sales team. 

• Must be able to self direct work and set priorities. 

• Takes initiative to solve problems and follow through. 

• Takes initiative in gathering Customer trends, sales trends and competitive information.

Requirements

• Bachelor’s degree in Business, Engineering discipline required.
• 7 years’ experience selling capital equipment in the OR; a minimum of 3 years in selling surgical suite integration strongly preferred. 
• Knowledge and interest in audio visual technology.
• OR clinical knowledge and experience required.
• Demonstrated project management skills and ability to effectively manage multiple complex projects.
• Excellent presentation skills and ability to present to diverse group of hospital personnel.
• Knowledge of hospital IT systems and practices.
• Excellent communication skills (both verbal & written).
• High level of knowledge specific to operating room integration, audio/video technologies, EMR software, IT environments, surgical procedures, and basic knowledge of the Central Sterile Department.
• Develop a detailed understanding of Black Diamond Video products and be able to sell, train and trouble-shoot. Learn how to build demo racks. Be able to assemble and disassemble demo racks for presentations.
• Ability to work in a fast-paced environment.
• Comfortable working with ambiguity and multiple functions. 
• Comfortable with technology, mechanical, electronic and video products. 
• Computer skills: PowerPoint, Excel, Word, Adobe Acrobat.
• Travel will be required throughout territory; you will be required to attend industry trade shows and headquarters for training, corporate meetings, etc.
• Valid driver’s license.
• Maintain current health immunizations and have the ability obtain healthcare credentials.

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