Critical Care Sales Specialist - OR, sID, AK

ICU Medical; United States; Hybrid; USD 120,000 - 180,000; Full time

Job summary

Lobby Co. is seeking a Critical Care Specialist to build relationships with hospital decision makers and grow ICU Medical product sales in assigned territory.

The role focuses on invasive and noninvasive hemodynamic monitoring, temperature management, and pain management products; you will articulate clinical value to clinicians and coordinate with supply chain. Requires 5+ years medical device sales, a BS degree, willingness to travel, and credentialing including COVID vaccination.

Qualifications

• Must be 21+ years old.
• Bachelor’s degree from an accredited college or university is required.
• Minimum 5 years of medical device sales experience.
• Anesthesia or Critical Care products background preferred.
• Proven quota attainment and territory growth; current COVID-19 vaccination compliance.

Responsibilities

• Meet territory sales quota for ICU Medical Critical Care products.
• Communicate clinical benefits to hospital clinicians with mastery of physiology.
• Position ICU Medical offerings against competitors in the market.
• Know territory contracts, distribution models, and competitors.
• Conduct trials and implementation of ICU Medical Critical Care products.
• Engage with local clinical chapters (ASA, SCCM, AACN, AAMI).
• Coordinate with managers to align sales efforts with targets.
• Occasional weekend/night work as needed.

Skills

Critical Care sales

Strategic account planning

Clinical communication

Relationship building

Presentation skills

Data-driven selling

Time management

Team collaboration

Education

Bachelor's degree

Job description

Position Summary

The Critical Care Specialist is responsible for building and maintaining relationships with key decision makers that lead to future business opportunities. The position increases profitability and expands existing accounts by selling ICU Medical products and extending relationships into new areas with new accounts.

Essential Duties & Responsibilities

• Meet territory sales quota for ICU Medical, Inc. Critical Care product line, including invasive and minimally invasive hemodynamic monitoring technologies, devices, and systems; vascular and cardiac catheters and sensor systems; closed blood sampling systems; custom angiography and interventional radiology kits, Level 1 Temperature Management (Rapid Infuser - Fast Flow, Hotline - Low Flow, Irrigation Warmer, Convective Warmer, Snuggle Warm Blankets, Temperature Probes), Pain Management Products (Spinal/Epidural Trays, Lumbar Puncture, Peripheral Nerve Block, Echogenic), Portex Anesthesia Airway (Breathing Circuits and Masks, Endotracheal Tubes, Endobronchial Tubes, Laryngoscopes).
• Master presentation skills and command technical knowledge of the ICU family of products to be able to clearly and professionally communicate the clinical benefits to Hospital Clinicians. Requires mastery of the measurements and physiology related to hemodynamic patient monitoring, temperature management, and pain management.
• Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s offerings against them clinically. Be the clinical expert/consultative problem solver at the field level for clinical and supply chain contacts
• Know the assigned territory and customer base, contracts, competitive product, distribution models, etc.
• Be able to conduct trials and implementation of all ICU Medical Critical Care products
• Know your market and the clinicians in the market through local ASA, SCCM, AACN, and AAMI chapters.
• Communicate with managers and align sales efforts with company and regional targets.
• Work occasionally during weekends/nights, when necessary

Knowledge & Skills

• Prior Critical Care and Anesthesia medical device sales experience is a requirement
• Strategic mindset with the ability to develop and execute a business plan to increase market share at strategic accounts that have substantial influence on specification decisions within the clinical community
• Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)
• Self-motivated, energetic, professional, and able to perform job duties with minimal supervision
• Excellent verbal and written communication skills, and strong presentation skills with the ability to adapt and articulate ICU Medical Critical Care value proposition to a wide variety of decision makers
• Strong organization skills and able to multitask
• Computer literate and proficient in Excel, Word, and Outlook

Minimum Qualifications, Education, and Experience

• Must be at least 21 years of age
• Bachelor’s degree from an accredited college or university is required
• Minimum 5 years of medical device sales experience.
• Anesthesia or Critical Care products are preferred background.
• Proven track record of making quota/growth in territory, development of existing customer relationships with Supply Chain.
• 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.

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.
• 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 with 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
• Strategic mindset with the ability to develop and execute a business plan to increase market share at strategic accounts that have substantial influence on specification decisions within the clinical community
• Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)
• Excellent communication skills with the ability to adapt and articulate ICU Medical Critical Care value proposition to a wide variety of decision makers