Respiratory Sales Specialist - ND, SD, MN, & nWI

ICU Medical; United States; Remote; USD 90,000 - 120,000; Full time

Job summary

ICU Medical is seeking a Respiratory Sales Specialist to grow and maintain our Respiratory Care business across a defined US territory. You will build and nurture relationships with ICU clinicians, respond to clinical needs, and drive adoption of Tracheostomy, Bronchial Hygiene, and other ICU Medical respiratory products.

You will serve as the clinical expert at the field level, communicate product value, and execute territory plans to meet revenue targets, with travel and occasional weekend

Qualifications

• Bachelor’s degree required.
• Minimum 3 years of sales experience with quota attainment.

Responsibilities

• Meet territory revenue objectives for ICU Medical Respiratory Care products.
• Communicate clinical benefits to hospital and non-acute clinicians.
• Position ICU Medical products against competitors.
• Develop and execute territory business plans and manage customer relationships.
• Travel as required (over 50%).

Skills

Territory sales strategy

Clinical communication

Data-driven selling

Organization & multi-tasking

Strong presentation skills

Technical product knowledge

Excel, Word, Outlook

Education

Bachelor’s degree

Tools

Excel

Word

Outlook

Job description

Position Summary

The Respiratory Sales Specialist is responsible for building and maintaining ICU Medical’s Respiratory Care business in a given territory. The Respiratory Sales Specialist is responsible for building and maintaining relationships with key decision makers that lead to the stabilization of current business and development of 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 in both the acute and non-acute customer segments. The Respiratory Sales specialist is also responsible for providing post sales implementation support on an ongoing basis to ensure ICU Medical customers are maintaining an overall positive experience.

Essential Duties & Responsibilities

• Meet territory sales revenue objectives for ICU Medical, Inc. Respiratory Care product line, including Tracheostomy Products (Bivona, Portex Anesthesia Airway, BLUselect Trach Tubes, BLUperc Percutaneous, Kits/Trays, Custom Tracheostomy); Bronchial Hygiene Products (Acapella, TheraPEP, EZPAP, Coach 2); Respiratory Products (Resuscitation, Closed Suction, Pressure Easy Cuff, Secure Easy); Pneupac Ventilation (paraPAC Plus, babyPAC); and BCI Patient Monitoring (Pulse Oximeters, Handheld Capnography).
• 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 and Non-Acute Care Setting Clinicians.
• Master presentation skills and command technical knowledge of the ICU family of products and how they relate to industry guidelines.
• 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 product trials and implementation of all ICU products in the Respiratory Care product portfolio.
• Know your market and the clinicians in the market through local SCCM, AARC, and ATS.
• Communicate with managers and align sales efforts with company and regional targets.
• Work on special projects as they arise and are assigned.
• Work occasionally during weekends/nights, when necessary

Knowledge & Skills

• Prior Respiratory and/or 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 Respiratory Care value proposition to a wide variety of decision makers.
• Strong organizational skills and able to multitask.
• Computer literate and proficient in Excel, Word, and Outlook

Minimum Qualifications, Education & Experience

• Must be at least 21 years of age.
• Bachelor’s degree from an accredited college or university is required.
• Minimum 3 years of sales experience with a proven track record of success. Preferably in medical device sales with relationships in key regional health systems, as well as experience in Respiratory therapy products and services.
• Tracheostomy or Respiratory therapy 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 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.