Instrument Business Specialist

4 weeks ago

Denver, United States Integra LifeSciences Holdings Corp. Full time

Changing lives. Building Careers.

Joining us is a chance for you to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, more than 4,000 of us are challenging what's possible and making headway to help improve outcomes.

The primary responsibility of an Instrument Specialist is to provide value added services to our customers to achieve or exceed defined territory sales revenue targets within the Codman Specialty Surgical Instrument business. Primary call points will include the Operating Room, Materials Management, and SPD with a high-level focus on key surgical procedures in ENT, GYN, and General Surgery. Comprehensive targeting and strategic planning with the Account Managers and Regional Business Manager in the assigned region is expected. The Specialist will use his/her clinical expertise, market & product knowledge, relationship building, effective selling skills, and exceptional customer service and communication skills to advance and close sales opportunities within the assigned region.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

* Attain sales quotas and market share objectives as defined by the Regional Business Manager.
* Prioritize time towards priority/target accounts with high opportunity, high volume or high profile is expected.
* Works closely with Codman Specialty Surgical Instrument Account Managers to drive Jarit, Ruggles-Redmond, and Omni sales growth in target accounts and/or gain accounts.
* Develops & executes clinical education programs for priority/target accounts that will promote knowledge, increase product utilization, and increase account revenue.
* Assist Codman Specialty Surgical Instrument Account Managers with sales presentations and interaction in operating room.
* Provides field support for product and/or clinical questions from Codman Specialty Surgical Instrument Account Managers and customers.
* Understand the "end to end" perioperative business processes and serves as a Project Manager on key account instrument projects such as:
* Ability to provide the customer with guidelines for purchasing, care and handling, problem-solving, and efficient usage of surgical instrument inventory.
* Conduct set utilization studies and compile instrument needs analysis based on past surgery activity.
* Conduct studies for downsizing and/or standardization of instrument sets and make recommendations based on studies.
* Evaluate flow of instrument use, transportation, handling, care, sterilization, and storage and compile report (based on JCAH, AAMI, OSHA, and AORN standards).


* Maintains a clear understanding of commercial instrument tracking technology and provides customers with optimization opportunities.
* Ability to cross-reference all of Integra's instrument business and provide customer solutions.
* Conceptual and analytical thinker; able to understand, analyze, and synthesize complex business and technology issues and strategies to drive Integra's instrument business.
* Highly effective presentation skills enabling the healthcare providers to clearly understand how technology and Integra's instrument will deliver expected benefits.
* Assist sales management with training of new Integra Field Sales employees.
* Team builder/player able to work effectively with sales partners across a region.
* Highly developed interpersonal, oral, and written communications, presentation, negotiation, facilitation skills with a commitment to internal/external customer responsiveness.
* Flexible and adaptable process-oriented work style; strong demonstrated work ethic that emphasizes customer focus, quality, and continuous improvement.
* Well organized with the ability to manage/prioritize multiple concurrent projects (often with changing timelines and dependencies) in a matrix team environment.

Qualifications

The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.

* Bachelor's degree from an accredited university/college or technical degree preferred.
* 5-7+ years perioperative experience
* Program Management experience preferred.
* Ability to work with all levels of management; work in a fast-paced environment while managing multiple deadlines.
* Strong written verbal, computer, and interpersonal skills
* Skills specifically Excel and database environment (Access/Oracle/Cognos)
* 50-75% Overnight travel is required for this position

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