The posting
Sales Representative, ENT (Kansas City, MO)
Life Unlimited. At Smith+Nephew we design and manufacture technology that takes the limits off living.
Reporting to a Director of Sales, the Sales Representative is responsible for annually exceeding the assigned territory sales quota and growing the collective ENT business, within a defined geographical area by effectively selling Smith+Nephew's ENT products and services. The position requires the ability to target and onboard competitive customers, introduce new therapies across a variety of sites of care and understand the economic environment in which customers make buying decisions.
What will you be doing?
- New Customer Acquisition: Formulate and articulate mutually beneficial strategies to potential customers. A core responsibility of the executive sales manager is to build on the current territory customer base by successfully converting surgeons from competitive products through proficient utilization of all company assets (clinical, marketing, sales and reporting tools) to aid in the customer conversion experience.
- Maintenance of Core Business: Protection of current business and maintenance of accounts on a regular cycle is vital to the long-term health of the territory. Conducting annual business reviews with customers and at minimum, quarterly analysis and calibration of the territory business plan with the DOS is critical to minimizing erosion and competitive losses. To be competitive, must be able to demonstrate resilience and determination in difficult and complex selling environments.
- Growth Within Current Accounts/Customers: Identify opportunities to expand usage of our ENT products with current and new surgeons within active accounts. Consistently operating with integrity and delivering "best in class" service are essentials to laying the groundwork for growth within existing accounts.
- Product/Procedure and Clinical Expertise: An expert regarding all S+N ENT products - to include the technical features of each product, the clinical basis for use and the competitive advantages and disadvantages vs. products and modalities currently in use. Additionally, will fully understand all relevant anatomy, surgical techniques and product advantages and limitations to be a valuable resource and consultant in the clinical environment. Experience in clinically supporting cases in awake patient environments is preferred.Must have the ability to digest clinical data and disseminate it to a surgical audience effectively.
- Selling Skills: Able to fully integrate the Smith+Nephew sales model, including Challenger, with existing selling style and experience. Should also have the skills to manage sales opportunities from identification, to close, to maintenance and growth. Strategically navigating the hospital purchasing process and experience with successfully selling into IDN's where needed.
- Business Acumen: Must have a good understanding of the customer's business and therefore will be able to present solutions in accordance with their business goals. Needs to have a basic understanding of reimbursement components and cycles so that they can guide customers to the right resources for support. Excellent organization, time management and the ability to balance field and administrative work are essential. The individula will also provide support to peers, management and marketing as needed in a team environment.
What will you need to be successful?
- Education: BA or BS degree (or equivalent work experience)
- Experience:2-4 years direct sales experience (medical/hospital environment sales preferred) Demonstrated success in achieving quota year over year
Travel Requirements: within designated sales territory with 2-4 overnights a month. Infrequent national travel for events and conferences
All field sales and or marketing professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully complete our credentialling process, which often includes COVID 19 vaccine management
You. Unlimited.
We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.
- Inclusion and Belonging- Committed to Welcoming, Celebrating and Thriving on Inclusion and Belonging, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/
- Your Future: 401k Matching Program, 401k Plus Program, Discounted Stock Options, Tuition Reimbursement
- Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day
- Your Well-being: Medical, Dental, Vision, Health Savings Account (Employer Contribution of $500+ annually), Employee Assistance Program, Parental Leave, Fertility and Adoption Assistance Program
- Training: Hands-On, Team-Customized, Mentorship
- Extra Perks: Discounts on fitness clubs, travel and more!
Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.
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