Sales Consultant - Medical Device

Sales Consultant II/III

Department: Field Sales
Reports To: Sales Manager
FLSA Status: Exempt

Summary

The Sales Consultant II/III is responsible for managing and organizing sales functions for specific healthcare target accounts within an assigned geographical region. The role involves working with both established business and strategic accounts, focusing on a product portfolio that includes capital equipment and consumable products. Operating from a home office, this position requires the development of sales strategies, lead generation, client engagement, and negotiation to achieve and exceed sales targets. A strategic focus on influential target customers, facilities, and Integrated Delivery Networks (IDNs) is essential. This role also demands frequent travel and attendance at industry trade shows.

Essential Duties and Responsibilities

• Sales Strategy and Execution: Drive sales revenue in the specified territory by executing an effective sales plan that aligns with personal and team targets across all major product lines.

  • Build, update, and maintain a robust sales funnel, creating sufficient opportunities to meet capital sales quotas.
  • Engage with potential clients through presentations, demonstrations, negotiations, and close sales at department, facility, and IDN levels.
  • Ensure compliance with company pricing and contracting strategies to finalize sales.
  • Research and pursue sales leads, maintaining proactive follow-up on opportunities.

• Client Relationship Management: Develop and maintain strong relationships with both existing and new customers, ensuring continued engagement through proactive communication.

  • Assess customer needs and foster long-term, productive relationships.
  • Conduct product demonstrations, trainings, and continuing education (CE) programs.
  • Expand and maintain the client database using CRM tools.

• Market and Product Knowledge: Stay updated on industry trends, competitor products, and advancements in multi-modality imaging products.

  • Report on competitor activity and market developments to management.
  • Contribute to marketing plan implementation within the assigned territory.

• Sales Reporting and Analysis: Provide detailed weekly and monthly reports on the sales pipeline and performance.

  • Utilize financial data and statistical analysis to present feedback to management.

Qualifications

Education and Experience

• Associate degree required; Bachelor's degree (BA) from a four-year college or university preferred.
• Minimum of 3 years of sales experience, with at least 2 years in healthcare field sales involving direct interaction with customers.

Skills and Abilities

• Proven track record in selling both capital equipment and consumable medical products to healthcare facilities and IDNs.
• Existing relationships with key medical customers within the assigned territory are highly desirable.
• Strong interpersonal skills with the ability to influence and build rapport in clinical and healthcare facility environments.
• Excellent business acumen with the ability to present financial insights to economic healthcare stakeholders.
• Proficient in Microsoft Office Suite and CRM software (preferably Salesforce.com).
• High level of organization with strong time management skills.
• Skilled in delivering training, product demonstrations, and continuing education (CE) programs to diverse audiences.
• Willingness and ability to travel extensively (up to 50% of the time) within the U.S. and attend company-related meetings.

Physical Demands

• Regularly required to sit, stand, walk, and communicate effectively.
• Must have the ability to travel by various modes of transportation.
• Occasionally required to lift or move items up to 50 pounds.
• Specific vision abilities include close vision to handle detailed tasks.

Work Environment

• The role involves a mobile work environment with varying conditions, including moderate noise levels.
• Reasonable accommodations will be provided to support individuals with disabilities in performing job duties.

Travel

• This position requires travel up to 50% of the time within the defined territory.
• National travel to attend company-related meetings and industry events is also expected.