Representative II, Peri Sales
Representative II, Peri Sales - N Pittsburgh, PA
Description Req ID: 41542 Job Title: Representative, Sr Sales Business Title: Representative II, Peri Sales Geographic Location: North Pittsburgh, PA Division: Cardiology, Rhythm and Vascular (CRV) - PI Sales This position is located in and supports the North Pittsburgh, PA area and is part of the CRV-PI Sales Organization. Purpose Statement Sells and promotes company products within a defined geographic territory by developing new accounts and expanding usage of company products by current accounts in an effort to meet a sales quota based on company sales goals and to directly increase sales revenue of the company. Key Responsibilities Industry Knowledge: Keeps current on BSC new products or services being offered and gives feedback to the corporate office on market receptivity, concerns or issues learned from the customers; Maintains an ongoing knowledge of competitive product innovations, sales promotions, catalogs and advertising for personal sales effectiveness and corporate market intelligence; Attends industry trade shows as assigned, responsible for show follow-up including a summary report to sales and marketing management, turning in orders, communicating problems for internal follow-up, getting leads to the appropriate salesperson, and sending appropriate follow-up correspondence; Has a thorough understanding of cath lab procedures; hospital policies and staff interactions. Business Management: Manages territory sales and marketing expense budget to maximize the effectiveness of expenditures; Prepares comprehensive territory plans by account that reflect overall Division strategy; Maintains accurate records of sales expenses, customer files and field sales reports required, communicating required information as needed; Conducts all sales activities according to the TE and PP manual; Has an in-depth knowledge of each account through a detailed account profiling methodology, to include areas like competitor activity, market share per product, key contacts/decision makers, etc. and develops accurate business forecasts on a quarterly basis; Integrates the buying and utilization patterns within each account into their selling strategies; Builds creative sales tactics for each account and prioritizes activities within the accounts. Selling Skills: Committed to travel as necessary for position and product line supporting; Provides updates to regional manager and marketing on an ongoing basis regarding business conditions, competitive activity, industry trends, etc.; Meets or exceeds sales targets on an ongoing basis and has the capability of selling targeted products to targeted accounts; Demonstrates ability to adhere to the division selling discipline/process, that includes: pre-call planning; setting prioritizing objectives; asking the right questions to establish customer?s needs; handling objections; closing the sale; Maintains the capability to sell the full product line; Educates and trains new sales representatives in the field; AM - Establishes with the sales representative, implements and monitors sales and marketing plan for territory/accounts based on BSC business objectives and customer needs. Clinical Excellence: Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiates each product line against the competitor?s products in front of the customer; Understands the lab staff contributions to the procedure and their impact on the buying decision; Conducts excellent product in-servicing and product evaluations that lead to customer conversions. Creating Economic and Value-Added Solutions: Knows the economic buying landscape within an account and engages economic buying influences in a constructive manner; Performs business analysis of current account state and frames customer?s concerns and requirements in a manner that leads to creative alternatives other than price concessions; Summarizes current program offerings and gains agreement on credit for current value brought to the customer; Constructs financially sound proposals. Building and Maintaining Relationships: Develops and enhance relationships with existing and new hospitals, labs and customers; Prospects and develops relationships with prospective customers and/or users of BSC products, converting them to BSC customers (primary customer is the physician and the purchasing, administration/CV administrator); Secures and/or renews existing orders by coordinating product availability, delivery dates, and inventory levels; Maintains open communication lines with current and prospective customers on programs, promotions, and pricing trends; Increases account penetration with orders for new and existing line of products and services; Develop and maintain relationships with key BSC functional areas including but not limited too - National Accounts, marketing, research and development and corporate programs; AM- responsible for the coordination of full-line deals; AM- formulates, develops and executes planning and review process of accounts within their territory; Assist the customers with the development and execution of divisional customer forums and courses; Determines the key buying influences within an account, especially as personnel and customer dynamics change. Quality System Requirements In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy and all other documented quality processes and procedures. For those individuals that supervise others, the following statements are applicable: Assures that appropriate resources (personnel, tools, etc.) are maintained in order to assure Quality System compliance and adherence to the BSC Quality Policy. Establishes and promotes a work environment that supports the Quality Policy and Quality System. Management Requirements Not applicable. Education and Experience, or Equivalent 6 - 9 Years with BA 4 - 7 Years with MBA The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.