Job description
Role Overview:
Manage existing Medical customers for growth by seeking new opportunities and networking within key accounts for referrals.
Develop new Medical platforms for both existing products and future capabilities. Candidate should be able to quantify potential opportunities to help determine investment priorities.
Assemble and grow a sales/marketing team based on the needs of the company. Expected focus within this role is 80% sales and 20% marketing.
Develop into an industry expert in the area of MR peripheral hardware.
Work cooperatively with peers in engineering and manufacturing, and yet be able to lead when necessary in support of solving customer challenges.
Key Duties:
Full management of individual sales process, including account qualification, managing existing business, directly uncovering business opportunities, and closing deals;
Developing strategic relationships with key OEMs and directly with medical facilities globally;
Working closely with the President and technical teams to devise short and long term sales strategies and plans;
Working hand in hand with customers to define their requirements and continuing involvement to ensure successful implementation;
Promote Avotec as a thought leader in the MR accessories field;
Build account plans and strategies for each target account;
Create, maintain and monitor a sales pipeline to ensure over-achievement within the designated market sector(s);
Manage the currency and accuracy of the sales forecasting and CRM systems with accurate customer and pipeline data;
Opportunity identification and pipeline development through a combination of networking, cold calling, opportunity pursuit, market knowledge/intelligence, market development campaigns;
Build and maintain strong customer relationships by developing account strategies, territory planning and administrative follow-up;
Develop and increase sales revenue to meet goals by uncovering new business opportunities, providing quotes, and closing the sale;
Educate customers on current products, stay informed of new products and services and other general information of interest to customers. Check on competitive activity and develop new methods of retaining and growing assigned accounts;
Coordinate, where appropriate, the resolution of account issues to maintain a high level of customer satisfaction. Record customer satisfaction and assign resolution. Understand and follow the existing ISO Quality Management System, FDA regulations and stay current with changes;
Attend key exhibitions (4 – 6 each year, domestic and international) including setup and managing the exhibition stand;
Support company-wide marketing and sales initiatives by providing industry market and product trends, sales data, competitor analyses, sales materials and account/customer feedback as required.
Desired Skills and Experience
Education, Skills & Experience
At least 5 years’ experience in medical device sales or sales to medical OEMs within a small to medium sized business is required.
Bachelors Degree in Business/Marketing or Biology/Chemistry/Engineering preferred.
Domain knowledge in medical devices and MR space a distinct advantage.
Must have experience in creating a marketing strategy and directing/managing a marketing function.
Must have experience in the preparation and presentation of trade show materials.
Sales training including Consultative Selling preferred.
Familiarity with Customer Relationship Management system(s) preferred.
Demonstrated Microsoft Office proficiency with business applications - word processing, spreadsheets and databases required.
Personal Characteristics
Must have a real passion for the function of sales, be results focused, high energy, ambitious and driven to succeed.
Ability to maneuver around complex hospital/medical organizations to ensure orders are placed as well as liaising with OEMs and other target customers.
Able to represent the Avotec brand as the leader in MR accessories with an established and loyal customer base.
Be an ambassador for our brand and be able to balance results orientation, focus and resilience with friendly professionalism.
Strong command of the English language.
Maintain personal competence for meeting job responsibilities through effective use of product information and technical data provided by the company and others.
Maintain professional internal and external relationships that meet company core values.
Exhibit passion for the company’s products and the ability to articulate our value to the marketplace in an enthusiastic and memorable way.
Ability to think and act strategically while maintaining a pragmatic commercial perspective.
Highly committed, energetic, determined and "win-win" mentality.
Outbound focussed, passionate about dialoguing with customers; demonstrate strong personal desire to engage in dialogue and relationship building with decision makers.
Demonstrate strong preference for being in the field working with customers and partners.
All candidates must have a valid driver's license along with a clean driving record.
All candidates must have valid passports and have no restrictions on international travel.
Availability to travel, up to 70% travel, mostly within the USA (50%) and internationally (20%).
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