USA - Smith & Nephew, Inc.
Endoscopy Sales Representative II San Diego Ca (Sales)
Reporting to a Director of Sales, the Endoscopy Sales Representative is responsible for exceeding sales quota within an assigned territory by driving the market acceptance of Smith & Nephew Endoscopy products, primarily in Arthroscopy. The position requires the ability to assimilate and deliver a high level of technical information as it relates to both capital and sports medicine products and to sell Smith & Nephew Endoscopy products and their advantages over the competition. It is expected that five days a week will be spent in the operating room selling concepts to surgeons.
Convert key surgeons to Smith & Nephew Endoscopy techniques and products by utilizing a high level of technical and surgical knowledge. Profitably sell the Endoscopy Business Unit's sports medicine product lines and exceed a sales target for the product group.
Convert key surgeons to Smith & Nephew capital products by utilizing a consultative sales approach and leadership in competitive situations. Profitably sell the Endoscopy Business Unit's capital product lines to key surgeons, nurses and hospital administration up to the C-level. Exceed a sales target for the product group. Organize cross functional resources on larger deals, particularly where it requires lease vs. buy analysis and encorporating service and bundling requirements specific to that customer.
Acquire an in-depth knowledge of the key products and competitor offerings. Keep regularly up to date with clinical publications and developments as they relate to the targeted product line.
Continuously assess the customer base to identify new business opportunities. Develop a targeted sales strategy for each identified opportunity and proactively ensure all leads are followed up on appropriately. Quantify and target new business opportunities and add to the customer base. Significantly grow the business in high volume existing customers.
Focus on customer satisfaction as a high priority. Provide technical advice to customers to ensure optimum use of our products to maximize surgeon satisfaction and patient outcomes.
Work closely with Market Managers and Clinical Specialists to evaluate new products in the procedure specific category and to target and sell to key national surgeons. Provide timely feedback to marketing on any product performance issues. Attend key shows and educational events as a champion of Smith & Nephew products.
B.S. degree or equivalent experience.
A minimum of 4 years direct sales experience preferably within a medical/hospital environment. Experience with selling technology and/or capital products to multiple call points in the hospital, including surgeons, nursing, administration, facilities, bio-med and information systems preferred.
Demonstrated success using teamwork; working with customers, vendors, and cross-functional internal teams. Ability to interface and influence at multiple organizational levels. Tenacious and resilient in overcoming objections towards the closure of orders.
High degree of self-motivation and excellent communication, interpersonal and negotiating skills.
Strong analytical, problem solving and troubleshooting skills.
Personable, Energetic, Responsive, Confident and Honest