Medical Capital Equipment/Device Sales Representative
About The Position
The Territory Portfolio Manager drives revenue through a sophisticated sales process across a defined target market. The role identifies customer performance gaps, presents insights, and positions Midmark’s value through clinical workflow solutions, including equipment, devices, software, cabinetry, and delivery services. The position works with aligned sales professionals and channel partners to grow revenue across the territory, optimize product mix, and meet expense targets. The Territory Portfolio Manager represents Midmark’s complete equipment and device portfolio, serves as the primary contact for facilities and distributors in the territory, and develops customer and channel relationships. The role uses Midmark’s business-to-business sales methodology and CEB/Gartner Challenger Sale ideology, sales tools, and Salesforce CRM to develop opportunities, build proposals, close business, and support a strong customer experience.
Requirements
- Bachelor’s degree from a college or university, or an equivalent combination of education and experience.
- 2–4 years of business-to-business sales experience, or an equivalent combination of education and experience.
- Effective presentation skills.
- Strong analytical skills.
- Expert problem-solving ability.
- Excellent listening and communication skills.
- Ability to train, teach, and empower others, including channel partners.
- Proficiency with Microsoft Office Suite, Internet Explorer, iPhone/apps, Salesforce, and other computer-based tools and software.
Responsibilities
- Represent Midmark’s complete equipment and device portfolio through in-person consultations, workshops, presentations, and demonstrations.
- Serve as the primary point of contact for facilities and distributors within the defined territory.
- Prospect for new contacts and sales opportunities within the defined market.
- Conduct peer-to-peer distribution of strategic account opportunities and projects.
- Develop relationships with distribution representatives and provide training to increase sales and loyalty.
- Work with the regionally aligned sales team to penetrate key accounts and achieve product portfolio standardization in support of revenue and market-share goals.
- Work with internal teams to filter, build, and deliver proposals.
- Investigate customers’ current state, perform gap analyses, and propose tailored solutions to address root-cause problems.
- Grow top-line revenue and strategic performance categories by solving customer gaps with Midmark solutions.
- Exceed top-line revenue goals and strategic performance-category goals aligned with divisional strategies and business goals.
- Build relationships with go-to-market channel partners and collaborate on tactics to penetrate key accounts and grow sales.
- Apply Midmark’s business-to-business sales methodology and CEB/Gartner Challenger Sale ideology.
- Use professional point-of-sale skills, proposal selling, and objection handling to close business.
- Use sales tools and best practices to train and present to customers while increasing sales productivity.
- Use Salesforce CRM for account planning, leads, and opportunities; nurture the pipeline and provide reliable business intelligence to Midmark.
- Support the customer experience by investigating and resolving customer concerns through Midmark support teams.
- Attend and present at local and national trade shows, channel partner meetings, national and regional sales meetings, and trainings.
