Acute Care Sales Specialist-Indianapolis, IN
Posted on: November 11, 2019
Hillrom is a $2.8B leading worldwide manufacturer and provider of
medical technologies and related services for the health care
industry, including patient support systems, safe mobility and
handling solutions, non-invasive therapeutic products for a variety
of acute and chronic medical conditions, medical equipment rentals,
surgical products and information technology solutions. Hillrom's
comprehensive product and service offerings are used by health care
providers across the health care continuum and around the world in
hospitals, extended care facilities and home care settings to
enhance the safety and quality of patient care.
DescriptionThe Acute Care Sales Specialist will drive the sales of
MetaNeb , Vest 205 and Life2000 NIV with focus on Capital
opportunities and pull-through of associated disposables. Provide
overall strategic leadership and expertise related to healthcare
system and IDN based opportunities, including oversight of pricing
strategy and contracting. Team with other local Hill-Rom
counterparts to develop and implement a comprehensive sales
strategy for all Hill-Rom respiratory products and programs within
the assigned territory and account base. Ultimately coordinate
customer support with clinical specialist team to assure customers
are supported with expertise in clinical applications and an
in-depth technical understanding of product application and
highlighting impact on patient outcomes.
Home Base: Indianapolis preferred, or Louisville, KY or MI
Territory: MI, IN, Western KY
ESSENTIAL DUTIES AND RESPONSIBILITIES:
* Drive the generation of new sales across the acute care continuum
to health care providers embracing a solutions sell proposition.
This includes selling multiple products that the Account Executive
must understand in terms of a detailed functionality and benefit
offering of each product line, how each product is best applied to
meet customer needs, benefits the products will provide to both the
patient and care givers, and an ability to articulate an economic
benefit for the hospital.
* Ability to define overall territory strategy on an annual basis
to drive sales growth.
* Prepare analysis for, and development of, an overall package for
new sales. Draw on internal resources / tools for detailed
explanation to customers of product applications and benefits and
for final development of a needs-based sales opportunity.
* Demonstrate an effective understanding of competitive action in
the assigned territory and work to develop a plan to address
* Conduct negotiations with the decision makers across the customer
organization to consistently keep the sales process fluid and
ultimately finalize / close sales.
* Coordinate efforts with clinical specialists and local Hill-Rom
counterparts to drive new sales as well as to provide on-going
customer service / satisfaction.
* Oversee the installation of new products once they are delivered
to the customers to ensure the products have been installed, basic
training has been provided, and follow-up to ensure customers are
* Maintain on-going relationships with customers to ensure
maintenance of current base as well as growth of new sales.
* Maintain and strengthen Hill-Rom relationships throughout all
levels of the hospital network with various departments to help
retain and expand our account presence and leadership position.
Qualifications BS / BA degree required, Master's degree
5+ years demonstrated experience as a top level sales performer in
the medical device or healthcare industry
In-depth acute care medical device sales experience required with
strong understanding of a solutions based selling process preferred
selling in to accounts that can produce large sales volumes and /
or market share growth.
Strong analytical skills to effectively track sales activity,
develop sales plans, understand local market and competitive
trends, and complete the analysis of sales deals.
Effective influence skills - adept at ability to understand the
needs of, and influence, personnel ranging from respiratory
therapist, nurses, materials management / contracting, and C-level
Strong business acumen to enable selling to healthcare system / IDN
senior-level health care administrative personnel, structuring
sales deals, negotiating contracts / pricing, and influencing final
decision makers in completing pivotal agreements in the sales
Must have documented track record of experience and success working
with highly complex, multi-departmental deals that involve
clinical, executive, and financial decision makers as well as
leveraging strong internal networking to align key players to
support the delivery of value to customers.
Effective planning / organizational skills.
Exceptional written, verbal, and interpersonal communication and
Strong proficiency in Microsoft Office software
Variable travel (from 50 - 75%).
Hillrom is an equal employment employer F/M/Disability/Vet/Sexual
Keywords: Hill-Rom, Indianapolis , Acute Care Sales Specialist-Indianapolis, IN, Sales , Indianapolis, Indiana
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