Capital Specialist, ENT (Chicago)

Integra LifeSciences • Chicago, IL

6d

About The Position

The Specialty Surgery Capital Specialist oversees and drives regional sales for Integra’s Ear, Nose & Throat (ENT) capital product lines. The role focuses on increasing sales win rates, shortening purchase timelines, and closing opportunities. The specialist provides extensive product knowledge and exceptional customer service, works across multiple customer call points and specializations, and spends 50–70% of their time in the Operating Room. They collaborate with Integra functional teams and regional colleagues to support customer satisfaction and achieve regional and corporate financial goals.

Requirements

• Bachelor’s degree in business, Healthcare Administration, or a related field, or an equivalent combination of education and experience.
• Two to five years of successful capital surgical-device or other medical-device sales experience.
• Clear understanding of complex, high-dollar capital sales.
• Expertise in using sales guides and tools for large capital sales.
• Excellent analytical, written, and verbal communication skills.
• Confidence communicating with established physicians and other surgical personnel.
• Strong negotiation and selling skills, with a track record of success.
• Interpersonal and political savvy within the hospital setting.

Responsibilities

• Oversee and drive regional sales for Integra’s ENT capital product lines, with a focus on increasing win rates, shortening purchase timelines, and closing opportunities.
• Support the ASD in promoting and selling ENT hardware, software, and service solutions, and develop and execute sales strategies aligned with company objectives.
• Partner with the Regional Business Manager to coach and develop Account Managers’ capital selling skills and improve their sales effectiveness.
• Provide consistent capital support in open territories, managing resources to maintain capital continuity and drive sales and market penetration.
• Expand market share for Bien Air drills by developing and implementing strategies to increase adoption and market presence.
• Contribute to the capital navigation and drill pipeline by providing support and insights while ensuring Account Managers and RBMs take ownership.
• Develop and manage a formal business plan at the start of each fiscal year, followed by monthly and quarterly reports aimed at achieving territory sales goals.
• Collaborate on strategies to convert large IDNs and key customers, including developing and executing plans to drive engagement and growth with major accounts.
• Maintain technical, product, and disease-state knowledge and provide consultative support in the OR in accordance with product indications.
• Build relationships with existing customers and target new accounts; identify business and product-improvement opportunities for sales, marketing, and product-development teams.
• Operate within defined budgets and comply with corporate policies and procedures, including the AdvaMed Code of Conduct and Sunshine Act.
• Complete sales administrative duties in a timely manner as defined by management.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Short- and long-term disability insurance
• Business accident insurance
• Group legal insurance
• 401(k) savings plan
• Employees may be eligible for bonus, commission, equity, or other variable compensation.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level