Sales & Product Specialist – Centre Italy

Overview

JOB SUMMARY:

The development and management of Cardiology focused sales opportunities and strategic reference sites within a defined territory. Management of Patient Monitoring opportunities. Promotion of Service offering – Lazio (Rome area), Umbria, Toscana regions of Italy (part of “Centre Italy” area)

Achievement of all assigned revenue, margin and product mix targets

Responsibilities

RESPONSIBILITIES and GOALS:

• Achieve annual sales quota by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage.
• Identify and develop strategic reference sites in your assigned territory
• Collaborate with the sales and marketing organisations to document best sales practices and develop the sales tools required to successfully penetrate theCardiology markets
• Develop, implement, and update quarterly, an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.
• Maintain sufficient identified business to support a “balanced” sales funnel as defined by management.
• Team work with field service and other company resources to maximize sales efficiency, account penetration and market share growth.
• Represent Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.
• Maintain a high level of product knowledge on Spacelabs products and competitive products. Constantly monitor competition and any changes on the market. Promote new solutions offering developed by Spacelabs.
• Participate in Professional Trade Shows, attend National and Corporate meetings that may be held outside of Italy and occasionally during the weekend.
• Be able to actively promote the Spacelabs product line, after completion of specific training courses. Understand the technical aspects and be able to handle demonstrations, presentations and clinical trials.
• Basic installation and acceptance test of the solutions can be required.
• Develop targeted account strategies using Strategic/Spin Selling skills and tools (Blue sheets etc.) to maximize account penetration. Proficiency in Strategic/Spin Selling should be at an expert level
• Develop and maintain consultative sales relationships with all key buying influences in each account.
• Maintain complete knowledge of each account’s current and long term purchase plans and objectives, reporting all changes in plans, objectives and key buying influences.
• Maintenance of account profiles, forecasts etc. within tools and CRM provided on a daily basis.
• Implement established sales and marketing strategies as requested by senior management. Develop information pertaining to sales situations and territorial sales strategies. Coordinate territory sales resources to ensure full implementation.
• Control territory sales expenditures. Monitor expense performance and ensure that territorial budget goals are obtained.
• Control, inspect, and maintain consignment inventory equipment at prescribed levels.
• Assist others with special sales projects and all other assignments as required.
• Observe all applicable company safety policies and practices.
• Use safe and defensive driving techniques and attend defensive driving training as required.
• Submit accurate reports regarding expenses, activities, results, market position, and monthly forecasts.
• Maintain current and adequate supply of product literature, other sales tools for customer distribution.
• Prepare quotations on the online quotation system. Prices quoted other than list, contract price, or sales representative level must have appropriate management approval.
• Uphold Spacelabs core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrate behavior consistent with the Company’s Code of Ethics and Conduct.
• It is the responsibility of every Spacelabs Healthcare employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.
• Duties may be modified or assigned at any time to meet the needs of the business.

Qualifications

REQUIREMENTS:

• Degree/professional qualification in a technical science or business discipline and/or proven Sales track record in capital equipment sales
• A relevant Clinical background to the role within a cardiac setting would be ideal
• A demonstrated history of medical sales success in capital equipment is essential.
• Proficiency in Strategic/Spin Selling skills should be at an expert level
• Proven Project management skills are essential
• Ability to communicate at all levels of an organization and stakeholders effectively is essential , along with excellent presentation skills
• Domestic travel required >70%
• Must travel internationally. Passport possession is essential

OTHER WORK REQUIREMENTS:

• Successful completion of Spacelabs training required (including training done at Company location). Must become fully competent in the application and operation of all assigned products and systems.
• Work various shifts as deemed necessary for successful installation and training.
• Must have valid driving license (“class B”) and maintain a good driving record, in compliance with Italian law, and be insurable per company policy.
• Maintain demo inventory in salable condition, including proper storage, movement and record keeping.