at Medtronic in Chicago, Illinois, United States
Job Description
Careers That Change Lives
Bring your talents to an innovative medical technology and healthcare solutions leader. We deliver with the training, mentorship, and guidance to build your future success.
Territory covers Illinois, Wisconsin, Minneapolis and Iowa.
A Day in the Life:
This Surgical Safety & Closure Specialist position, reporting directly to the District Manager, is responsible for meeting and exceeding sales goals by advancing high quality medical supplies, utilizing a solution based concept sale to the hospital marketplace within the assigned territory. You will be responsible for selling Situate to hospitals within the assigned territory. This requires a number of capabilities including knowledge of the operating room, the ability to build a team of clinical champions within each hospital, strong solution selling skills, and enough tenacity to insure sales objectives are met on a consistent basis.
Key Responsibilities:
+ Discover customer priorities through current state assessment to determine pain points, economics, quality of care issues, staff morale and beyond.
+ Effectively build an account plan which incorporates consolidated account-level data on sales, short term and medium term goals and customer mapping with VAC members and other stakeholders.
+ Demonstrate ability to go broad with a value analysis committee (VAC) or similar personnel by sharing a mix of both economic and clinical messaging with key decision makers.
+ Use Salesforce.com to research account data, capture key finding about VAC members and input pertinent business data to allow for accurate forecasting.
+ Convert product’s technical features and benefits into financial/safety related messages per relevant audience.
+ Identify, prioritize, and recruit potential clinical and economic champions according to relevant criteria. Prepare champions for VAC meetings.
+ Build rationale for a clinical evaluation with key decision-makers so that the evaluations are expected to succeed an intended primarily to demonstrate clinical acceptability.
+ Identify opportunities to efficiently deliver hands-on training outside of the OR and selectively prioritize opportunities to be physically present during product use.
+ Develop pre-call plans for quarterly reviews with customers: defining data to share, issues to discuss and agreements/action plans to pursue.
+ Collaborate and invite colleagues from other COT’s to join at appropriate discussion points with customer to drive cross-portfolio sales.
+ Meet and exceed assigned quota and sales objectives including assigned quota uplift.
+ Utilize technology and data to analyze territory, effectively target accounts and pre-call planning.
+ Organize and maintain storage locker, samples and other sales material.
+ Maintain knowledge of the current industry / competitive landscape including, GPO’s, healthcare economics, reimbursement, competitors and competitive products etc.
+ Interact with Marketing, Customer Service, and other internal departments.
+ Resolve customer complaints in accordance with Company policy, and advises sales management promptly of any situation beyond the Sales Representative’s
Responsibilities may include the following and other duties may be assigned.
+ Promotes and sells Medtronic’s Medical/Scientific Equipment products and services including non-implantable medical or scientific equipment products and/or services (e.g., diagnostic medical equipment, medical imaging machines, medical laboratory equipment, and non-implantable medical devices) within an assigned geographic area and /or specific customer accounts to meet or exceed sales targets.
+ Responsible for developing, building, and strengthening long-term relationships with stakeholders including hospitals, physicians, and Radiology and Surgical personnel.
+ Responsible for pursuing leads, assessing needs and providing product services to maximize the benefits derived from Medtronic’s Medical/Scientific Equipment products and/or services.
+ Conducts and/or evaluates market research including customers and competitors activities.
+ Develops and/or implements market development plans/strategies and changes as needed.
+ Assesses customer needs and feedback regarding new products and/or modifications to existing products and communicates to internal stakeholders including R&D, Operations and Marketing.
Must Have: Minimum Requirements
+ Bachelors degree required
+ Minimum of 5 years of relevant experience and complete knowledge of company products and services
Nice to Have
+ 5 years of Medical sales experience, capital sales experience or knowledge of the operating room environment
+ Solution Sales experience – capital preferred. Hunter mentality, comfortable with a longer sales cycle
+ Strong presentation skills; orally and with power point. Need to be comfortable using Excel to create product comparison spending analysis
+ General understanding of healthcare economics; how best practices aligned with corporate quality initiatives to generate a positive ROI
+ Excellent communication and interpersonal skills
+ Extensive travel- ability to travel 50-75%
About Medtronic
Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.
We want to accelerate and advance our ability to create meaningful innovations – but we will only succeed with the right people on our team. Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future.
Physical Job Requirements
The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role. (ADA-United States of America)
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create.? We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage. Learn more about our benefits here (https://www3.benefitsolver.com/benefits/BenefitSolverView?page\name=signon&co\_num=30601&co\affid=medtronic) .
+ In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals. Learn more about total rewards on page 6 here .
+ The provided base salary range is used nationally (except in certain CA locations).?The rate offered is compliant with federal/local regulations and may vary by experience,?certification/education, market conditions, location, etc.?
Min Salary
80000
Max Salary
101500
It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other
