The posting
Overview
At Spacelabs Healthcare, we are on a mission to provide continuous innovation in healthcare technology for better clinical and economic outcomes. Our scalable solutions deliver critical patient data across local and remote systems, enable better-informed decisions, increase efficiencies, and create a safer environment for patients.
Sales & Product Specialist will be responsible for the development and management of Cardiology focused sales opportunities and strategic reference sites within a defined territory. Management of Patient Monitoring opportunities. Promotion of Service offering – East Italy. Achievement of all assigned revenue, margin and product mix targets.
Responsibilities
- Achieve annual sales quota by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage.
- Identify and develop strategic reference sites in your assigned territory.
- Collaborate with the sales and marketing organisations to document best sales practices and develop the sales tools required to successfully penetrate the Cardiology markets.
- Develop, implement, and update quarterly, an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.
- Maintain sufficient identified business to support a “balanced” sales funnel as defined by management.
- Team work with field service and other company resources to maximize sales efficiency, account penetration and market share growth.
- Represent Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.
- Maintain a high level of product knowledge on Spacelabs products and competitive products. Constantly monitor competition and any changes on the market. Promote new solutions offering developed by Spacelabs.
- Participate in Professional Trade Shows, attend National and Corporate meetings that may be held outside of Italy and occasionally during the weekend.
- Be able to actively promote the Spacelabs product line, after completion of specific training courses. Understand the technical aspects and be able to handle demonstrations, presentations and clinical trials.
- Basic installation and acceptance test of the solutions can be required.
- Develop targeted account strategies using Strategic/Spin Selling skills and tools (Blue sheets etc.) to maximize account penetration. Proficiency in Strategic/Spin Selling should be at an expert level.
- Develop and maintain consultative sales relationships with all key buying influences in each account.
- Maintain complete knowledge of each account’s current and long term purchase plans and objectives, reporting all changes in plans, objectives and key buying influences.
- Maintenance of account profiles, forecasts etc. within tools and CRM provided on a daily basis.
- Implement established sales and marketing strategies as requested by senior management. Develop information pertaining to sales situations and territorial sales strategies. Coordinate territory sales resources to ensure full implementation.
- Control territory sales expenditures. Monitor expense performance and ensure that territorial budget goals are obtained.
- Control, inspect, and maintain consignment inventory equipment at prescribed levels.
- Assist others with special sales projects and all other assignments as required.
- Observe all applicable company safety policies and practices.
- Use safe and defensive driving techniques and attend defensive driving training as required.
- Submit accurate reports regarding expenses, activities, results, market position, and monthly forecasts.
- Maintain current and adequate supply of product literature, other sales tools for customer distribution.
- Prepare quotations on the online quotation system. Prices quoted other than list, contract price, or sales representative level must have appropriate management approval.
- Uphold the company’s core values of Integrity, Innovation, Accountability, and Teamwork.
- Demonstrate behavior consistent with the company’s Code of Ethics and Conduct.
- It is the responsibility of every employee to report to their manager or a member of senior management any quality problems or defects for corrective action to be implemented and to avoid recurrence of the problem.
- Duties may be modified or assigned at any time to meet the needs of the business.
Qualifications
- Degree/professional qualification in a technical science or business discipline and/or proven Sales track record in capital equipment sales.
- A demonstrated history of medical sales success in capital equipment is essential.
- Proficiency in Strategic/Spin Selling skills should be at an expert level
- Proven Project management skills are essential.
- Ability to communicate at all levels of an organization and stakeholders effectively is essential , along with excellent presentation skills.
- Domestic travel required >70%
- Able to travel internationally. Passport possession is essential.
Desirable Experience
- A relevant Clinical background to the role within a cardiac setting would be ideal
Pay may range €35,000 to €45,000 annually
Compensation
The above range represents base pay only. Final compensation will be determined based on factors such as job level, geographic location, start date, professional experience, job-related knowledge and skills, and educational background, alongside prevailing market, and business considerations.
Total Rewards
Base salary forms one component of a broader total rewards package. Depending on local eligibility and company policy, employees may also benefit from health insurance options, access to pension or retirement savings plans, life assurance, accidental death, and dismemberment (AD&D) cover (where applicable). Employees are entitled to paid time off, including annual leave, public holidays, bereavement leave, and time off for civic duties.
NOTICE TO THIRD PARTY AGENCIES
OSI Systems, Inc. and its subsidiaries (collectively “OSI”) does not accept unsolicited resumes from recruiters or employment agencies. If any person or entity, including a recruiter or agency, submits any information, including any resume or information regarding any potential candidate, without a signed agreement in place with OSI, OSI explicitly reserves the right to use such information, and pursue and/or hire such candidates, without any financial obligation to the person, recruiter or agency. Any unsolicited information or resumes, including those submitted directly to hiring managers, are considered and deemed to be the property of OSI.
OSI Systems, Inc. has three operating divisions: (a) Security, providing security and inspection systems, turnkey security screening solutions and related services; (b) Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and (c) Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for original equipment manufacturers with applications in the defense, aerospace, medical and industrial markets, among others.
