Surgical Services Sales Specialist - Norfolk

Baltimore, MD
Richmond,VA
Norfolk,VA

Can also choose to work remote

Must be a US Citizen or Green Card holder.

Territory covered: 

Baltimore- MD, Richmond- VA or Norfolk- VA.

The Surgical Services Specialist is responsible for driving strategic sales initiatives in an assigned territory – to include identifying, qualifying, and closing new business bookings opportunities. The SS Specialist is accountable for designing and executing a territory plan centered around Agiliti Surgical Services as part of the Equipment Value Management framework.

PRIMARY OBJECTIVES AND RESPONSIBILITIES

Time and Territory Management

• Understands strategic position in industry and territory.
• Establishes long term goals in territory and can develop annual and quarterly goals that create a clear pathway to achieving the long-term goals.
• Manages time and resources to ensure that work is completed efficiently and on schedule.
• Embraces Customer Relationship Management tools to effectively manage sales territory and execute sales objectives.
• Demonstrates a working knowledge of the specific markets (Including Acute Care, Long-term Care etc.)
• Effectively leverages local Territory Executives and cross functional subject area experts to execute on growth strategies within assigned territory

Customer Aligned Sales Process

• Adapts to customer needs and buying process; adjusts messaging and sales process accordingly.
• Conveys information to customers in a clear, compelling way that will positively affect their thoughts and actions.
• Identifies, qualifies, and closes business opportunities in assigned territory and demonstrates an ability to strategically assess and approach a territory to optimize and execute a sales plan.
• Keeps customer commitments, resolves customer problems, and exceeds customer expectations.
• Effectively manages internal sales process by leveraging appropriate resources (Territory Executives, Operations Counterparts, and Corporate Resources.)
• Conducts business reviews with customers.
• Manages external customer relationships (doctors, hospitals, and surgery center personnel) through regularly calling on client locations.

Insight Selling Methodology

• Translates the benefits of solutions, products, and services to customers involved in the decision-making process based on understanding of their individual needs and/or business problems to solve.
• Possesses an in-depth understanding of customer needs and challenges to effectively deliver insights during each customer interaction.

Equipment Value Management

• Articulates how the EVM framework drives meaningful improvements to equipment workflows within hospitals while simultaneously improving quality, reducing costs, and elevating patient experiences.
• Stays current on all Agiliti’s service offerings and sales trainings.

QUALIFICATIONS

• BS/BA degree in business, sales, or marketing.
• Operating Room knowledge and medical device sales experience.
• 2+ years healthcare sales or related experience required.
• Experience working in a team-based selling environment preferred.
• Previous experience selling services is preferred.
• Must be available to travel up to 50%.
• Must hold a current, valid, and unrestricted driver’s license. Must have a safe driving record based on Agiliti policies.

KNOWLEDGE, SKILLS, AND ABILITIES

• Operating Room and Surgical Workflow knowledge
• Has the focus, persistence, positive outlook, and discipline to meet the personal demands of a sales role.
• Anticipates problems or opportunities and takes immediate action to address them.
• Follows through on commitments and agreements.
• Sets challenging personal and business goals and demonstrates tenacity toward achieving those goals.
• Communicates effectively, both written and verbally, to internal and external partners.
• Sets high standards of performance, quality, and accountability for self and others.?Guides by example.
• Professionally presents and conveys our services using the Challenger Sales methodology, utilizing available tools such as whiteboarding and virtual meetings when applicable.
• Builds strong cross-functional internal relationships.
• Comprehends and understands Sales Incentive Plan, budget, and District Profits & Losses.
• Speaks competently about all clinical equipment found in hospital environments as well as solid comprehension of hospital finance, reimbursement, regulatory, and safety practices.

Required Knowledge, Skills, and Abilities: (Submission Summary):

1. BS/BA degree in business, sales, or marketing.
2. Operating Room knowledge and medical device sales experience.
3. 2+ years healthcare sales or related experience required.
4. Experience working in a team-based selling environment preferred.
5. Previous experience selling services is preferred.
6. Must be available to travel up to 50%.
7. Must hold a current, valid, and unrestricted driver’s license. Must have a safe driving record based on Agiliti policies.
8. Operating Room and Surgical Workflow knowledge