Engineer III, Manufacturing

Position Summary

The Device Sales Specialist is responsible for meeting and exceeding an annual sales quota through building and maintaining relationships with key decision makers and stakeholders (Hospital Administration / Executive, Clinical Management, Technical / Biomedical Management, Pharmacy, etc.) that lead to future business opportunities and growth. The position achieves annual sales targets, increases profitability and expands existing and competitive accounts by selling the ICU Medical Infusion Systems portfolio (Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management. As part of a regional ICU Medical sales and clinical team, Device Sales Specialists are responsible for identifying and closing opportunities for ICU Medical Infusion Systems.

Essential Duties & Responsibilities

• Achieve annual sales targets for all Infusion Systems products including Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management

·Using ICU Medical business unit and local Canadian growth strategies, develop a unique account sales strategy for Infusion Systems in each target account via an Account Plan (in conjunction with Area Manager)

• Develop annual territory business plan that outlines growth objectives, key accounts targets, customer call objectives, Educational/Speaker events and group selling activities.The plan will also include activities relating to key influencers within the territory and facilitate support required and targets of the Area Manager, Clinical Nurse Consultant, National Pharmacy Specialist, Marketing, and ICU Medical management; maintain alignment with Area Manager(s)
• Develop and maintain Infusion Systems short term and long-term territory opportunity pipelines that also guide unique Account Plans and territory growth strategies
• Monitor and maintain Infusion Systems territory RFP and Contracts; leverage ICU Medical resources as required to pro-actively strategize and influence existing and competitive business opportunities
• Monitor and track the usage of all of Infusion Systems products including Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, plus Temperature Management products and competitive products in key hospitals to optimize sales and identify business opportunities
• Ensure planned implementations are coordinated and executed accordingly
• Working closely with key territory stakeholders Hospital Administration / Executive, Clinical Management, Technical / Biomedical Management, Pharmacy, etc.in identifying sales opportunities
• Support sales efforts by creatively utilizing detail aids, scientific articles, case studies, and cost/value analysis cards as well as educational conference summaries
• Master presentation skills and command of technical knowledge of the ICUMedical Infusion Systems family of products and how they relate to industry guidelines and regulations

·Conduct executive level presentations on clinical concepts, current ICU Medical Infusion Systems products, and future product pipeline

·Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s Infusion Systems offerings against them clinically. Be the clinical expert / consultative problem solver at the field level for clinical and supply chain contacts.

·Maintain a high level of technical and commercial competence on relevant products, technologies, and services. Quickly demonstrate expertise and establish credibility with clinical and executive decision makers

·Be able to conduct product trials and implementation of all ICU Medical Infusion Systems products

·Other duties as assigned

Knowledge, Skills & Qualifications

·Self-motivated, energetic, professional, and able to perform job duties with minimal supervision

·Excellent verbal and written communication skills, and strong presentation skills

·Ability to break down complex concepts and communicate them simply and effectively

·Strong negotiation skills

·Strong organizational skills and ability to multitask

·Strongbusiness and financial acumen

·Computer literate and proficient in Excel, Word, Power Point, and Outlook

·Strong critical thinking, analytical, and problem solving skills

·A strong desire to see others around you succeed as well as drive toward individual achievement

Education and Experience

·Bachelor’s degree from an accredited college or university required, preferably in nursing, business, or technology

·MBA or MHA a plus

·Minimum 5 years of medical sales experience, selling capital equipment, medical devices, or software in a hospital environment.

·Proven track record of making quota/growth in territory, development of existing customer relationships with Supply Chain. A proven track record of achieving and exceeding sales targets and a desire to grow new business

·Experience working in a team environment

Minimum Qualifications

·Must be at least 18 years of age

Work Environment

·This job is a field-based role.

·Work may be performed in a home office using standard office equipment, as well as on-site at customer locations

·Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.

·While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer.

·As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.

·Typically requires travel more than 50% of the time

Additional Requirement

As part of the ongoing surveillance of product safety occurring throughout the product life cycle, I will ensure that, if I identify or am notified of any Product Complaints, Adverse Events, Adverse Drug Reactions and/or serious public health threats involving or related to an ICU Medical Product, that I will communicate this information to the appropriate ICU Medical safety or complaint handling group in a timely manner.