The Healthcare Market Division (HMD) is a premier channel serving the US healthcare market with special emphasis on hospital laboratories, acute care facilities, reference labs and physician office laboratories. A majority of our business is with US GPOs (Group Purchasing Organizations) such as Broadlane, Premier, Amerinet, Med Assets, HPG. We provide a product offering from high-end diagnostic equipment to basic laboratory supplies e.g., gloves. Market Segments: Analytics, Anatomical Pathology, Molecular Diagnostics, Point of Care, Specialty Diagnostics, Consumables and Equipment.
Job Description Summary:
Candidate will be responsible for selling profitable laboratory equipment within new and existing customer opportunities in a defined territory and covered include Acute Care Hospitals and Physician’s Office Laboratories. Equipment will include Abbott ci4100 and Ruby analyzers, in 200 bed and less bed hospitals, Ortho Clinical Diagnostics, Horiba ABX, and Tosoh analyzers.
Candidate will work collaboratively with Fisher Account Managers and Instrument Manufacturers to develop and close instrumentation opportunities. Significant field travel required to work with Fisher Account Managers to develop instrument leads and carry the sales cycle forward to close. Instrument demo skills, objection handling and selling in the carpeted hallways are critical. Candidate must recognize the value and importance of the problem solving and results oriented approach to accomplish sales targets and do this through effective planning and organization in each of the sales territories of responsibility.
Responsibilities will also include maintaining an accurate and detailed instrument funnel that will be updated weekly. This funnel will serve as the basis for a monthly forecast that will be sent to the direct manager and local district sales manager. Each month the candidate will be responsible for conducting one on one funnel updates with every account manager.
This candidate will be looked upon to lead without authority on a daily basis. They will serve as a coach, leader and motivator to the account management team. They will also serve as a teammate within a talented and experienced group of capital selling specialists.
- Four year Bachelor’s degree
- Minimum seven years sales experience, preferably capital equipment
- Track record of sales over-achievement vs. company goals
- Track record of successful territory management a must
- 60%-70% travel within assigned territory
- Sales Specialist experience a plus
- Prior laboratory experience a plus
- Prior distribution experience a plus
- Non-Negotiable Hiring Criteria:
- Problem solving and results oriented approach
- Excellent presentation skills
- Excellent oral and written communication skills
- Proficient in Microsoft Office