OverviewJOB SUMMARY:The development and management of Cardiology focused sales opportunities and strategic reference sites within a defined territory. Management of Patient Monitoring opportunities. Promotion of Service offering – Lazio (Rome area), Umbria, Toscana regions of Italy (part of “Centre Italy” area)Achievement of all assigned revenue, margin and product mix targetsResponsibilitiesRESPONSIBILITIES and GOALS:Achieve annual sales quota by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage.Identify and develop strategic reference sites in your assigned territoryCollaborate with the sales and marketing organisations to document best sales practices and develop the sales tools required to successfully penetrate theCardiology marketsDevelop, implement, and update quarterly, an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.Maintain sufficient identified business to support a “balanced” sales funnel as defined by management.Team work with field service and other company resources to maximize sales efficiency, account penetration and market share growth.Represent Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.Maintain a high level of product knowledge on Spacelabs products and competitive products. Constantly monitor competition and any changes on the market. Promote new solutions offering developed by Spacelabs.Participate in Professional Trade Shows, attend National and Corporate meetings that may be held outside of Italy and occasionally during the weekend.Be able to actively promote the Spacelabs product line, after completion of specific training courses. Understand the technical aspects and be able to handle demonstrations, presentations and clinical trials.Basic installation and acceptance test of the solutions can be required.Develop targeted account strategies using Strategic/Spin Selling skills and tools (Blue sheets etc.) to maximize account penetration. Proficiency in Strategic/Spin Selling should be at an expert levelDevelop and maintain consultative sales relationships with all key buying influences in each account.Maintain complete knowledge of each account’s current and long term purchase plans and objectives, reporting all changes in plans, objectives and key buying influences.Maintenance of account profiles, forecasts etc. within tools and CRM provided on a daily basis.Implement established sales and marketing strategies as requested by senior management. Develop information pertaining to sales situations and territorial sales strategies. Coordinate territory sales resources to ensure full implementation.Control territory sales expenditures. Monitor expense performance and ensure that territorial budget goals are obtained.Control, inspect, and maintain consignment inventory equipment at prescribed levels.Assist others with special sales projects and all other assignments as required.Observe all applicable company safety policies and practices.Use safe and defensive driving techniques and attend defensive driving training as required.Submit accurate reports regarding expenses, activities, results, market position, and monthly forecasts.Maintain current and adequate supply of product literature, other sales tools for customer distribution.Prepare quotations on the online quotation system. Prices quoted other than list, contract price, or sales representative level must have appropriate management approval.Uphold Spacelabs core values of Integrity, Innovation, Accountability, and Teamwork.Demonstrate behavior consistent with the Company’s Code of Ethics and Conduct.It is the responsibility of every Spacelabs Healthcare employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.Duties may be modified or assigned at any time to meet the needs of the business.QualificationsREQUIREMENTS:Degree/professional qualification in a technical science or business discipline and/or proven Sales track record in capital equipment salesA relevant Clinical background to the role within a cardiac setting would be idealA demonstrated history of medical sales success in capital equipment is essential.Proficiency in Strategic/Spin Selling skills should be at an expert levelProven Project management skills are essentialAbility to communicate at all levels of an organization and stakeholders effectively is essential , along with excellent presentation skillsDomestic travel required >70%Must travel internationally. Passport possession is essentialOTHER WORK REQUIREMENTS:Successful completion of Spacelabs training required (including training done at Company location). Must become fully competent in the application and operation of all assigned products and systems.Work various shifts as deemed necessary for successful installation and training.Must have valid driving license (“class B”) and maintain a good driving record, in compliance with Italian law, and be insurable per company policy.Maintain demo inventory in salable condition, including proper storage, movement and record keeping.
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