Healthcare Sales Representative, Mid-Atlantic
- Posted: over a month ago
TERRITORY: DC, MD, VA
Achieve growth and hit regional sales targets by successfully managing the sales team. Design and implement a strategic business plan that expands our customer base and ensure it's strong presence. Identify emerging markets and market shifts while being fully aware of new products and competition status. Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; project expected sales volume and profit for existing and new products.
You will be the CEO of your territory. You will build out a business plan and strategy to execute that will maximize the impact you have in your territory. You will meet with customers, and your extended selling team consisting of product specialists and manufacturer representatives on a daily basis. You will work to understand the individual value proposition that you can drive for each of your customers and then you will work to put that plan into action. Responsibilities include: negotiation, installation or delivery, and post-sale services. Responsible for securing and maintaining distribution of products and/or services and maintaining effective agreements.
Provide our solutions to customers across assigned market segments.
Manage a territory consisting of many customers across various markets.
Prospect and establish new customers by managing a sales pipeline and developing and delivering proposals to customers by illustrating our value proposition.
Sell consultatively, detailing products, determine customer needs and requirements, and make recommendations to both prospects and customers of the various solutions their business can be offered.
Work with sales management to develop strategic territory business plans for achievement of sales growth and quota attainment.
Work in conjunction with sales management team providing proposals and implementing sales strategies to achieve sales growth.
Build and sustain relationships with customers and ensure customer satisfaction and loyalty.
Manage our vast product portfolio and execute and implement company defined sales and marketing strategies.
Expand our role with existing customers by developing retention strategies illustrating our value proposition in conjunction with evolving customer requirements.
Leverage available resources to effectively implement company marketing plan, strategies and sales processes.
Represent and develop strong relationships with manufacturers.
Work directly with local manufacturer representatives to develop and continually improve product knowledge, arrive at most favored pricing, and improve account profitability.
Performs other duties as assigned.
Typically works in a home office environment with extensive regional travel to customer locations.
We are looking for a disciplined, self-starter, who does what you say you are going to do, when you say you are going to do it. We are looking for team members that can operate by our ICARE values to drive faster than market results. Team members must be able to understand the individual customer drivers and execute on a plan to maximize the value that we can drive for our customers.
College degree or equivalent/applicable experience
3-5 years of experience working in a complex sales environment, where multiple people are involved in the purchasing decision and there is a solution based selling approach
A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach
Business-to-business sales experience, with preference given to those with distribution experience and a scientific background and/or having work in a laboratory or research environment
Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN, Challenger, Miller Heiman) and technology platforms including Salesforce.com and Qlikview
Science or manufacturing research background preferred
Excellent communication and team interaction skills, routinely interacting with customers, manufacturers, and staff
Excellent analytical skills and ability to sell strategically within an account
Ability to understand individual customer operations
Willingness to travel to customer locations
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