Device Sales Specialist - Western Canada (AB) (MB) (SK)

ICU Medical; Canada; Remote; CAD 75,000 - 110,000; Full time

Job summary

An established industry player is seeking a dynamic Device Sales Specialist to drive sales and build relationships in Western Canada. This role involves achieving sales targets for a range of innovative medical products, developing strategic account plans, and collaborating with clinical teams to optimize patient care. If you thrive in a fast-paced environment and have a passion for medical sales, this is your chance to make a significant impact in the healthcare sector while enjoying a competitive salary and benefits package.

Qualifications

• 5+ years of medical sales experience in a hospital environment.
• Proven track record of achieving sales targets and developing customer relationships.

Responsibilities

• Achieve annual sales targets for Infusion Systems products.
• Develop and maintain territory opportunity pipelines.

Skills

Sales Skills

Negotiation Skills

Communication Skills

Presentation Skills

Analytical Skills

Technical Knowledge

Education

Bachelor's Degree in Nursing, Business, or Technology

MBA or MHA

Tools

Excel

PowerPoint

Outlook

Job description

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Job Description

The Device Sales Specialist is responsible for meeting and exceeding an annual sales quota through building and maintaining relationships with key decision makers and stakeholders (Hospital Administration / Executive, Clinical Management, Technical / Biomedical Management, Pharmacy, etc.) that lead to future business opportunities and growth. The position achieves annual sales targets, increases profitability and expands existing and competitive accounts by selling the ICU Medical Infusion Systems portfolio (Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management. As part of a regional ICU Medical sales and clinical team, Device Sales Specialists are responsible for identifying and closing opportunities for ICU Medical Infusion Systems.

• Achieve annual sales targets for all Infusion Systems products including Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management
• Using ICU Medical business unit and local Canadian growth strategies, develop a unique account sales strategy for Infusion Systems in each target account via an Account Plan (in conjunction with Area Manager)
• Develop annual territory business plan that outlines growth objectives, key accounts targets, customer call objectives, Educational/Speaker events and group selling activities. The plan will also include activities relating to key influencers within the territory and facilitate support required and targets of the Area Manager, Clinical Nurse Consultant, National Pharmacy Specialist, Marketing, and ICU Medical management; maintain alignment with Area Manager(s)
• Develop and maintain Infusion Systems short term and long-term territory opportunity pipelines that also guide unique Account Plans and territory growth strategies
• Monitor and maintain Infusion Systems territory RFP and Contracts; leverage ICU Medical resources as required to pro-actively strategize and influence existing and competitive business opportunities
• Monitor and track the usage of all of Infusion Systems products including Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management products and competitive products in key hospitals to optimize sales and identify business opportunities
• Ensure planned implementations are coordinated and executed accordingly
• Working closely with key territory stakeholders Hospital Administration / Executive, Clinical Management, Technical / Biomedical Management, Pharmacy, etc.in identifying sales opportunities
• Support sales efforts by creatively utilizing detail aids, scientific articles, case studies, and cost/value analysis cards as well as educational conference summaries
• Master presentation skills and command of technical knowledge of the ICU Medical Infusion Systems family of products and how they relate to industry guidelines and regulations
• Conduct executive level presentations on clinical concepts, current ICU Medical Infusion Systems products, and future product pipeline
• Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s Infusion Systems offerings against them clinically. Be the clinical expert / consultative problem solver at the field level for clinical and supply chain contacts.
• Maintain a high level of technical and commercial competence on relevant products, technologies, and services. Quickly demonstrate expertise and establish credibility with clinical and executive decision makers
• Be able to conduct product trials and implementation of all ICU Medical Infusion Systems products
• Other duties as assigned
  
  

Job Description

The Device Sales Specialist is responsible for meeting and exceeding an annual sales quota through building and maintaining relationships with key decision makers and stakeholders (Hospital Administration / Executive, Clinical Management, Technical / Biomedical Management, Pharmacy, etc.) that lead to future business opportunities and growth. The position achieves annual sales targets, increases profitability and expands existing and competitive accounts by selling the ICU Medical Infusion Systems portfolio (Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management. As part of a regional ICU Medical sales and clinical team, Device Sales Specialists are responsible for identifying and closing opportunities for ICU Medical Infusion Systems.

Essential Duties & Responsibilities

• Achieve annual sales targets for all Infusion Systems products including Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management
• Using ICU Medical business unit and local Canadian growth strategies, develop a unique account sales strategy for Infusion Systems in each target account via an Account Plan (in conjunction with Area Manager)
• Develop annual territory business plan that outlines growth objectives, key accounts targets, customer call objectives, Educational/Speaker events and group selling activities. The plan will also include activities relating to key influencers within the territory and facilitate support required and targets of the Area Manager, Clinical Nurse Consultant, National Pharmacy Specialist, Marketing, and ICU Medical management; maintain alignment with Area Manager(s)
• Develop and maintain Infusion Systems short term and long-term territory opportunity pipelines that also guide unique Account Plans and territory growth strategies
• Monitor and maintain Infusion Systems territory RFP and Contracts; leverage ICU Medical resources as required to pro-actively strategize and influence existing and competitive business opportunities
• Monitor and track the usage of all of Infusion Systems products including Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management products and competitive products in key hospitals to optimize sales and identify business opportunities
• Ensure planned implementations are coordinated and executed accordingly
• Working closely with key territory stakeholders Hospital Administration / Executive, Clinical Management, Technical / Biomedical Management, Pharmacy, etc.in identifying sales opportunities
• Support sales efforts by creatively utilizing detail aids, scientific articles, case studies, and cost/value analysis cards as well as educational conference summaries
• Master presentation skills and command of technical knowledge of the ICU Medical Infusion Systems family of products and how they relate to industry guidelines and regulations
• Conduct executive level presentations on clinical concepts, current ICU Medical Infusion Systems products, and future product pipeline
• Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s Infusion Systems offerings against them clinically. Be the clinical expert / consultative problem solver at the field level for clinical and supply chain contacts.
• Maintain a high level of technical and commercial competence on relevant products, technologies, and services. Quickly demonstrate expertise and establish credibility with clinical and executive decision makers
• Be able to conduct product trials and implementation of all ICU Medical Infusion Systems products
• Other duties as assigned
  
  

Knowledge, Skills & Qualifications

• Self-motivated, energetic, professional, and able to perform job duties with minimal supervision
• Excellent verbal and written communication skills, and strong presentation skills
• Ability to break down complex concepts and communicate them simply and effectively
• Strong negotiation skills
• Strong organizational skills and ability to multitask
• Strong business and financial acumen
• Computer literate and proficient in Excel, Word, Power Point, and Outlook
• Strong critical thinking, analytical, and problem solving skills
• A strong desire to see others around you succeed as well as drive toward individual achievement
  
  

Education And Experience

• Bachelor’s degree from an accredited college or university required, preferably in nursing, business, or technology
• MBA or MHA a plus
• Minimum 5 years of medical sales experience, selling capital equipment, medical devices, or software in a hospital environment.
• Proven track record of making quota/growth in territory, development of existing customer relationships with Supply Chain. A proven track record of achieving and exceeding sales targets and a desire to grow new business
• Experience working in a team environment
  
  

Minimum Qualifications

• Must be at least 18 years of age
  
  

Work Environment

• This job is a field-based role.
• Work may be performed in a home office using standard office equipment, as well as on-site at customer locations
• Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
• While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer.
• As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.
• Typically requires travel more than 50% of the time
  
  

About Us

ICU Medical has consistently provided you with clinical innovations that help solve real-world challenges.

With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings.

We're Ready To Bring You Consistent Quality, Innovation, And Value In More Areas Than Ever. Our Focus Allows Us To Bring You

• Dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization.
• The industry’s broadest IV smart pump offering covering large volume, pain management, and ambulatory needs.
• IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company.
• Significant US IV solutions manufacturing and supply capabilities.
  
  

This role is based remotely; the incumbent may be remote in any state other than Colorado; California; Connecticut; Montana, Maine or New York.

ICU Medical EEO Statement

ICU Medical is committed to fostering a diverse, inclusive, and equitable work environment. As an Affirmative Action and Equal Opportunity Employer, we ensure that all qualified applicants receive fair consideration for employment regardless of race, color, nationality or national origin, ethnicity, sex, gender identity, gender expression, gender reassignment, religion or belief, marital or civil partnership status, sexual orientation, pregnancy or maternity, age, disability, or protected veteran status.

If you are an individual with a disability and need reasonable accommodation to participate in the employment selection process, please contact us at [e-mail]. We are committed to providing equal access and opportunities for all candidates.

ICU Medical EEO Policy Statement

OFCCP Equal Opportunity Posters

• “Know Your Rights” Poster
• Pay Transparency Nondiscrimination Provision
  
  

ICU Medical CCPA Notice to Job Applicants

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Design, Art/Creative, and Information Technology

• Industries

  Medical Equipment Manufacturing

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