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Sales Executive, Surgical

2 months ago

Allentown, United States KARL STORZ Endoscopy - America Full time

Effectively promote and sell the complete range of KARL STORZ Surgical products to meet the needs of the customer. As a Surgical Sales Executive you will engage in consultative selling of minimally invasive surgical video imaging, operating room and enterprise integration solutions, and networked IT solutions as well as endoscopes and instruments in Hospitals, Surgery Centers, and Clinics.  This role encompasses all surgical specialties, with a specific focus on general surgery, arthroscopy, cardiovascular & thoracic procedures. 

 

 

I.  Job Purpose

 

Our Sales Executive is responsible for the solicitation of orders for specific KSEA products, specialties, and services, the representation of the company in an appropriately professional manner in accordance with company policies in the assigned geographic area, and for maintaining an awareness of local competitive conditions and promptly reporting them to management.

 

This position will support the Surgical group in the greater Pennsylvania area. The hired candidate is required to live in Scranton or Allentown PA area. 

 

II.  Job Duties

 

  • Responsible for the achievement of assigned annual quota.
  • Maintain and grow market share of all designated product specialties.
  • Aggressively pursue new customers.
  • Prepare and maintain an annual working sales plan to include analysis and forecasting specifying activities/efforts that contribute to company goals/quota attainment.
  • Address customer complaints in a timely manner and in accordance with established company policy.
  • Promptly advise management of any situation beyond his/her scope of responsibility
  • Establish and maintain strong working relationships with nurses, key physicians, materials management, and administrative personnel, and accounts, which are essential to the company's future.
  • Provide dependable service after sale to ensure customer satisfaction and long-term reliability of all KSEA products purchased.
  • Effectively present product features, benefits, and procedural application.
  • Aggressively support all promotional activities initiated by KSEA that are related to designated product specialties and product focuses.
  • Assist in the field training of another salesperson, as requested. Maintain sales samples in the best possible working condition; through cleaning and polishing, provide them with a "like new" appearance.
  • Accountability for all samples provided by KSEA
  • Be alert to all competitive products - design, pricing, promotions - and keep management informed in a timely manner. When appropriate, recommend the addition of new products and/or modification or new application of existing products to management.
  • Maintain up-to-date customer records and any other records, as required, by company policy/instruction. Submit any special reports related to the operation of the territory, as required.
  • Attend and participate in sales meetings, training programs and conventions, as directed.  Also submit complete and informative meeting/convention reports, as requested by manager or executive, in a timely manner. 
  • Maintain an awareness of likely candidates for the Salesforce and call any such individual(s) to the attention of the Region Manager.
  • Complete and submit expense reports in a timely manner and in accordance with company policy.
  • Comply with all company policies, instructions, and directives for the fulfillment of company objectives.

 

III. Minimum Knowledge, Education and Skill Requirements

     

Required

 

  • Minimum years of relevant work experience: 2-4 years of experience of sales experience, B2B preferably medical device
  • Minimum education, certifications and/or credentials:  Bachelor’s degree or 2-4 years of B2B sales experience

 

Minimum soft skill requirements:

  • Understands market & industry trends, thinking strategically about account planning. Coordinates internally to resolve issues
  • Ability to articulate KSEA’s value proposition through alignment of products/solution with specific account needs
  • Engages and establishes trust/credibility with key stakeholders in account
  • Understands needs and develops opportunities through account planning and consistent communication with stakeholders
  • Ability to gain deep understanding of KSEA products / solution creation and ability to align appropriately to account situation

 

 

IV. Essential Function

  • Must be able to maintain productive working relationships and treat fellow employees with respect.
  • Has contact with:  External customers and internal departments.
Physical requirement/Demands:
  • Regular handling, demonstrating, installing, packaging, transporting, carrying of Company medical equipment individually weighing 1 – 35lbs (employee to request additional human or mechanical assistance if ever asked to help move or handle equipment exceeding 40lbs, or whenever the employee is uncomfortable with any weight over 25lbs)
  • Extensive walking, standing, and potential stair climbing (as needed) within customer sites

V.  Core Requirements
  • Degree of accountability: High
  • Degree of decision making: Medium
  • Financial/Budgetary: No
  • Safety: This is a safety sensitive job.  
  • Quality: Adhere to KSEA Quality Requirements
  • Supervision: No
  • Authority to Sign (not applicable for North America): No

Travel: 

  • Minimum 30 hours per week on the road visiting local customer medical sites (hospitals, surgery centers, emergency rooms, doctors’ offices, etc.)
  • This position requires daily driving to geographically dispersed accounts. If the candidate intends to drive a privately-owned vehicle, candidates must have a valid driver’s license in the state where the vehicle will be operated or in the state of residence.   
  • May require domestic travel to corporate offices or other similar locations up to 10% of the year

 

 

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