Regional Sales Specialist - PRIMO

Position Summary

The PRIMO Product Specialist will represent the organization by interacting with established customers and targeting new prospective business to grow the specialty products sales. Applies extensive knowledge of product and services while developing relationships with Injury Prevention and Wound Care Professionals. Sales Specialist with a hunter mentality focused on prospecting, generating interest, quickly uncovering opportunities, leveraging existing accounts and closing new business within an assigned territory.

Essential Duties and Responsibilities

To perform this job successfully, an individual must be able to perform essential duties to satisfaction. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individual’s disabilities to perform the essential functions.

Meet or exceed annual sales quota. Drive incremental revenue through successful sales activities including lead generation and conversion

Identify and qualify new business opportunities to grow pipeline while developing relationships with Key Opinion Leaders (KOL) within organization; leverage customer relationships to increase revenue in region

Provide expert clinical, fitting, support, and training to Acute and Alternate Site facilities regarding all aspects of the company’s products, services, and technologies

Build and expand long-standing customer relationships by consistently delivering best-in-class customer service resulting in customer retention, and organic sales dollar growth within existing accounts

Clearly articulate features and benefits of the company’s clinical approach vs. other manufacturers, including its products, services, and technologies

Responsible for learning and staying current on organization products, best practices, fitting practices, troubleshooting, relevant scientific clinical literature, new product information and policies, in preparation for selling

Maintain advanced clinical knowledge on injury prevention products along with advancements in science and evidence in this category

Create awareness of solutions, conduct sales presentations as Subject Matter Expert (SME), and introduce products and services in the market to health care professionals

Support strategic initiatives, model best practice consultative selling techniques, understand competitors' market strategy, and consistently identify and propose new ways to educate customers and topics from which they will benefit (peer to peer engagements, webinars, video lectures, etc.)

Regularly target and engage customers who are interested to leverage the company’s portfolio, conduct high-level clinical discussions and be a valued resource. Serve as a trusted clinical advisor throughout region

Analyze data and prepare reports and presentation as needed

Improve customer support capability through efficient planning and scheduling techniques, driving teamwork, maintaining consistent, open lines of communication with external and internal partners

Demonstrate entrepreneurial spirit and ownership of your Region

Demonstrate of ASP Global’ s core values and a role model of health care compliance, including HIPPA

Competencies

To perform this job successfully, an individual should demonstrate the following competencies:

Business Acumen Demonstrating quality decisions, sound judgment, and strategic thinking. Creatively solving problems in-line with our corporate strategy.

Solutions Oriented Ability to uncover customer challenges and needs to sell from a solutions-oriented perspective and keeping the needs of the customer front and center to convert leads.

Results Driven Ambitious and results-driven to deliver results to the customer through the use of our product, solutions and services. Ability to create a business plan with a course of action based on the priorities and goals set forth to achieve.

Negotiation Effectively negotiates and collaborates with the customer to influence support for mutually beneficial outcomes.

Product Knowledge - Complete understanding of ASP products, including features, benefits, and competitive advantages. Ability to effectively utilize product knowledge in clinical conversations, and sales calls to ensure positive outcomes.

Healthcare Knowledge - Understanding our customer’s businesses, challenges, concerns, and goals. Broad perspective of healthcare knowledge including clinical and economic drivers, patient care protocols, and industry trends.

Clinical Knowledge Complete understanding of anatomical structures throughout each modality. Ability to effectively utilize white paper/studies, anatomy knowledge in clinical conversations, sales calls, and training events.

High Impact Communication Effective communication with customers that properly conveys anatomy, product, healthcare, and clinical literature knowledge. Demonstrating confidence by being purposeful, concise, and direct with written and verbal communication.

Customer Focus- Able to present well in both one-on-one situations and to larger audience at all levels within the organization. Balances conflicting interests of various customers and readily adjusts priorities to respond to pressing and changing customer needs.

Continuous Improvement Having passion for your role, the shared success of the organization, and your contributions. Striving to improve professional aptitude while demonstrating high standards of conduct and ethics.

Education and/or Experience

Bachelor’s degree required

At least five (5) years of healthcare industry experience is required, supply chain and wound care experience preferred

Hands-on consultative sales and/or account management experience is required

Skills and Abilities

Thorough knowledge and understanding of sales applications and principles

Ability to communicate effectively and build strong partnerships is required

Strong influencing skills to represent needs of stakeholders to manager

Strong judgment and balanced decision-making

Excellent writing, organization, communication, customer service and presentation skills

Must meet all vendor credentialing obligations as required to complete essential job duties. (i.e. in-servicing, training, meetings, hospital and other healthcare sites of service etc.)

Ability to travel overnight up to 50-75%, and attend specific tradeshows that may fall on the weekend

Must possess and maintain a valid state-issued driver's license and be able to operate a motor vehicle.

Physical Demands:

Individuals may need to sit or stand as needed, may require walking primarily on a level surface for long periodic periods during the day, reaching above shoulder heights, below waist or lifting as required to file documents or store materials throughout the day. The position may require lifting heavy supplies and office materials. Travel up to 75% required.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.