Sales Representative, Critical Care Solutions

6 days ago

Memphis, Tennessee, United States Masimo Full time
About the Role

We are seeking a highly skilled and experienced Sales Representative to join our team at Masimo. As a Sales Representative, you will be responsible for selling our innovative Capnography Portfolio, with a focus on Procedural Sedation and nasal high-flow technology, softFlow, to hospitals and healthcare organizations.

Key Responsibilities
  • Utilize our established sales process to convert competitive accounts to Masimo technology.
  • Track all opportunities and update on a weekly basis at a minimum.
  • Conduct and assist clinical specialists with Physical Inventories as part of the sales process.
  • Conduct presentations that discuss Masimo's value proposition.
  • Drive to conclusion Masimo Capnography (Procedural Sedation) True Incremental agreements for both new conversions and renewing existing contracts.
  • Drive capital products sales in assigned Masimo territory for Capnography and nasal high-flow technology, softFlow.
  • Actively articulate information in clinical studies regarding Masimo technologies.
  • Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients' outcomes of Masimo's Capnography and High-Flow Nasal solutions.
  • Collaborate with Masimo Team Members, including Corporate Accounts, IDN, and Clinical Specialist, where team selling is appropriate, and provide critical information to marketing and upper management, including market trends and competitive activity.
  • Maintain and hone high-level strategic and tactical selling skills and seek to self-improve and implement selling best practices.
  • Organize and conduct user seminars on the compelling needs and benefits of Masimo's solutions.
  • Create and maintain CRM database of key account information, including key account profiles with updates on current status and next steps in establishing targeted VCCCs, and list of sales opportunities with a realistic sales forecast data.
  • Coordinate clinical evaluations of Masimo's Capnography and Nasal High Flow technologies to establish vocal, credible clinical champions (VCCCs).
  • Responsible for conducting annual business reviews with current customers and internal stakeholders.
Requirements
  • 2+ years of successful hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
  • Documented success in selling medical devices or emerging technology to multiple call points (e.g., Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision-makers within the hospital setting.
  • Successful history managing customer interactions, with excellent organizational and time management skills.
  • Superior written and verbal communication skills and exceptional ability to lead group presentations.
  • Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes, based upon clinical evidence and new, innovative technologies.
  • Ability to perform clinical evaluations of Masimo technology, including research and focus groups.
  • Ability to communicate value-based solutions.
  • Travel and overnight stays are required, as well as a valid driver's license.
Preferred Qualifications
  • Successful history of selling innovative, paradigm-shifting patient care solutions.
  • Successful track record selling breakthrough concepts.
  • Demonstrated ability in building clinical champions.
  • Background knowledge in critical care/respiratory therapy - credentials a plus.
  • Background knowledge of selling in the hospital environment.
Education

Bachelor's degree, or equivalent combination of education and experience.

Physical Requirements/Work Environment

This position primarily works outside of a traditional office environment, making frequent customer sales calls on a daily basis. Must be able to travel extensively (both domestically and locally), so the ability to travel by air and operate a motor vehicle is required. Must have a valid Driver's license with a driving record that meets company's insurance requirements. It also requires frequent driving, sitting, standing, and walking. May stand for extended periods when facilitating customer meetings or walking in facilities. Daily use of a computer and other computing and digital devices is required.

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