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Capital Equipment Sales Representative
2 months ago
About Baxter
Baxter is a leading medical technology company that has been pioneering significant medical innovations for over 85 years. Our mission is to save and sustain lives, and we are deeply connected by our purpose.
Your Role at Baxter
As a Capital Equipment Sales Representative, you will play a critical role in driving the strategic sales of capital products within all surgical solutions' product categories. You will partner with clinical consultants, dedicated product specialists, construction solution architects, corporate and strategic accounts, and product management to offer customers comprehensive end-to-end solutions.
Key Responsibilities
- Drive the strategic sales of capital products within all surgical solutions' product categories (lights, booms, surgical tables, operating room integration, and partnership sales) within your given territory.
- Partner with clinical consultants, dedicated product specialists, construction solution architects, corporate and strategic accounts, and product management to offer customers comprehensive end-to-end solutions, including large integrated health system customers (IDNs).
- Full sales cycle execution, including opportunity prioritization, accurate forecasting, qualification of large, sophisticated sales, preparation for customer presentations, professional follow-up, and goal attainment.
- Use data to identify key opportunities, ultimately requiring keen analytical proficiencies.
- Understand and implement consultative selling, uncovering unmet needs and encouraging a solution-driven environment.
- Use marketing communications to build efficient promotional, advertising, and trade show activity to improve company and product visibility.
- Demonstrate year-over-year backlog growth: Uncover green field opportunities and high-dollar renovations within your assigned territory. Ensure that our Surgical Solutions' product portfolio is specified at all early stages to drive sales orders.
Requirements
- Bachelor's degree preferred with 3+ years of outside sales experience (medical device capital equipment experience preferred) OR 8+ years relevant sales experience.
- Durable medical equipment solutions selling preferred, O.R. integration experience is a plus.
- Effective influencing skills – ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers.
- Outstanding communication, negotiation, organizational, problem-solving, facilitation, and presentation skills are essential for success.
- Strong analytical skills - able to optimally supervise sales activity, develop sales plans, understand local market and competitive trends, and complete the analysis of sales deals.
