Medical Capital Equipment/Device Sales Representative

Midmark Corporation•Versailles, OH

About The Position

The Territory Portfolio Manager drives revenue through a sophisticated sales process across a defined target market. The role identifies and articulates customer performance gaps 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.

Requirements

Bachelor’s degree and 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.
Share strategic account opportunities and projects with peers and distribution partners.
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 portfolio standardization in support of revenue and market-share goals.
Work with internal teams to develop 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 targets aligned with divisional strategies and business goals.
Strengthen relationships with go-to-market channel partners and collaborate on tactics to penetrate key accounts and grow sales.
Use Midmark’s business-to-business sales methodology and CEB/Gartner Challenger Sale ideology.
Apply 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 and improve sales productivity.
Use Salesforce CRM for account planning, leads, and opportunities; nurture the pipeline and provide business intelligence.
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.