Sales Specialists, Perioperative

Mindray North America

About The Position

Mindray, founded in 1991, is a leading global developer, manufacturer, and supplier of medical devices whose mission is to deliver high-quality, richly featured medical products making healthcare more accessible and affordable around the world. With North American headquarters located in Mahwah, NJ, and 42 international subsidiaries with branch offices in 32 countries, Mindray has approximately 14,000 employees worldwide. Eight global R&D centers and an industry-leading investment of 10% of annual revenue into research and development further demonstrate Mindray’s commitment to innovation and advancing technology in a global market. To drive continued success in this exciting Medical Device field, we are seeking a Sales Specialist, Perioperative to join our winning team. The Perioperative Sales Specialist is responsible for all sales activities of the A-Series anesthesia machine and Benevision N-series patient monitor product lines within an assigned geography at Acute Care Hospitals (L&D, OR, Preop, PACU and Endo departments) along with Ambulatory Surgery Centers. This will require a full commitment to collaborating with all parties within the EST (Enterprise Sales Team), to increase brand awareness while meeting/exceeding the individual’s territory annual sales revenue and growth expectations, along with meeting specific customer segment objectives. The position requires commitment to routine collaborative review and analysis of established metrics/KPIs on a regular basis with Regional and National leadership for proper focus and alignment. This is a hunting role with the primary objective of business development and market share growth through competitive conversions.

Requirements

BS/BA degree strongly preferred
Prior experience selling capital equipment or medical equipment required
Successful sales history and demonstrated ability to build a pipeline required
Cold Calling experience and strong presentation skills are required
Effective communication skills, both verbal and written
Excellent interpersonal and selling skills (listening, probing, closing)
Ability to comprehend technical product line
Ability to understand and develop strategies against the competition
High energy
Presentation skills (PowerPoint experience)
Effective relationship building skills
Organizational skills in territory development
Ability to work within a team in a strategic process
Must be able to drive for extended periods of time
Must be willing and able to travel by airplane
Must be able to lift at least 30 pounds of equipment
Must be able to function in a hospital environment for extended periods
Must be able to travel 50 to 75% weekly with 2-4 overnights expected per week.

Responsibilities

Work collaboratively within the EST model to maintain and increase Mindray North America’s (NA) market share by executing a territory business plan with primary focus on new business development for A-Series anesthesia machine and Benevision N-series products in all acute care hospitals and ambulatory surgery centers. This requires the development and maintenance of a robust pipeline of sales opportunities, as it relates to the assigned geography.
Work collaboratively within the EST model to demonstrate Mindray NA’s products after assessing customer needs; implement action plan to utilize equipment for evaluation purposes; secure business to meet revenue objectives.
Work collaboratively within the EST model to facilitate installation/in-services of acquired business by planning post sale activities and addressing any questions and concerns; maintain competitive edge while effectively completing sales cycle.
Work collaboratively within the EST model to maintain positive customer relations by problem-solving customer concerns on a timely basis; continue on-going customer support while maintaining positive references.
Work collaboratively within the EST model to Exceed annual and quarterly territory revenue goals within the assigned customer segments and establish book of business that assists with facilitating a National Key Opinion Leader program.
Work collaboratively within the EST model to facilitate meetings with all divisions (Patient Monitoring, Perioperative, Ultrasound) on a daily, weekly, and quarterly basis to develop synergistic strategy for converting competitive business to Mindray.
Serve as Field Trainer (optional function) - Position requires periodic assistance in field and classroom sessions with trainees, following prescribed program developed by sales training department. Follow-up includes providing a written report to Regional Sales Manager, National Sales Director, and Manager of Sales Training to ensure management of development of trainees and identification of deficiencies.