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Infusion Systems Sales Specialist

2 months ago

Austin, Texas, United States ICU Medical Full time

Position Overview

The Infusion Systems Sales Specialist plays a pivotal role in achieving and surpassing annual sales objectives by fostering and nurturing relationships with key stakeholders, including Hospital Administration, Clinical Management, Technical Management, and Pharmacy. This position is integral to driving future business opportunities and enhancing growth within the ICU Medical Infusion Systems portfolio, which includes products such as Plum360, CADD, Medfusion, MedNet, and Pharmguard drug error reduction software system (DERS), as well as IV EHR and Temperature Management solutions.

Key Responsibilities

  • Meet and exceed annual sales goals for all Infusion Systems products, including Plum360, CADD, Medfusion, MedNet, and Pharmguard DERS.
  • Collaborate with the Area Manager to devise a tailored account sales strategy for Infusion Systems in each target account through a comprehensive Account Plan.
  • Create an annual business plan for the territory that defines growth objectives, target accounts, customer engagement goals, educational events, and group selling initiatives.
  • Develop and sustain short-term and long-term opportunity pipelines for Infusion Systems, guiding unique Account Plans and territory growth strategies.
  • Oversee and manage Infusion Systems territory RFPs and Contracts, utilizing ICU Medical resources to proactively strategize and influence business opportunities.
  • Track and analyze the usage of all Infusion Systems products and competitive offerings in key hospitals to optimize sales and identify new business opportunities.
  • Ensure that all planned implementations are coordinated and executed effectively.
  • Engage with key stakeholders in the territory to identify sales opportunities.
  • Support sales initiatives by leveraging detail aids, scientific literature, case studies, and cost/value analysis.
  • Master presentation skills and possess in-depth technical knowledge of ICU Medical Infusion Systems and their alignment with industry standards.
  • Conduct high-level presentations on clinical concepts, current products, and future developments.
  • Understand the competitive landscape and position ICU Medical's offerings effectively against them.
  • Maintain a high level of technical and commercial knowledge regarding relevant products and services.
  • Facilitate product trials and implementations for all ICU Medical Infusion Systems products.
  • Perform additional duties as assigned.

Required Skills and Qualifications

  • Self-motivated, dynamic, and professional, capable of working independently.
  • Exceptional verbal and written communication skills, along with strong presentation abilities.
  • Proficient in simplifying complex concepts for effective communication.
  • Strong negotiation and organizational skills, with the ability to multitask.
  • Solid business acumen and financial understanding.
  • Proficient in Microsoft Office Suite (Excel, Word, PowerPoint, Outlook).
  • Strong analytical and problem-solving capabilities.
  • A commitment to the success of others and a drive for personal achievement.

Education and Experience

  • A Bachelor's degree from an accredited institution is required, preferably in nursing, business, or technology.
  • An MBA or MHA is advantageous.
  • A minimum of 5 years of experience in medical sales, particularly in capital equipment, medical devices, or software within a hospital setting.
  • A proven history of meeting or exceeding sales targets and developing customer relationships.
  • Experience in a collaborative team environment.

Additional Requirements

  • Must be at least 18 years of age.
  • This role is field-based, requiring travel over 50% of the time.
  • Compliance with all credentialing requirements, including vaccination mandates, is necessary to fulfill the role's essential functions.
  • A valid driver's license is required, along with adherence to the company's Authorized Driver Policy.

Commitment to Safety

As part of ongoing product safety monitoring, any identified product complaints or adverse events related to ICU Medical products must be reported to the appropriate safety or complaint handling group promptly.