Job Description

BETTER MOBILITY FOR LIFE

Savaria is a global leader in accessibility and patient care products, designing and building wheelchair lifts, stairlifts, elevators for home and commercial applications, medical beds, therapeutic surfaces, ceiling track lifts and patient slings. Savaria employs 2,450 valued associates globally and has 11+ manufacturing facilities to reach markets in North America, Europe, Australia, and Asia.

SAVARIA PATIENT CARE

Built from a heritage of brands including Span, Handicare and Silvalea, Savaria Patient Care provides products designed for safe patient handling and positive outcomes. Our research and clinically based product portfolio include therapeutic surfaces for pressure management and positioning, a complete range of innovative ceiling and floor lifts and slings. Savaria Patient Care is a division of Savaria Corporation, a global leader in accessibility.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

New Business Development.

Prospect for potential new quality dealers and increase sales and product mix of current SPH dealers.
Leverage all accessibility accounts to add SPH to their portfolio.

Meet potential clients by growing, maintaining, and leveraging contact network.
Identify potential clients and the decision makers within the dealer organization.
Set up meetings with decision makers and the company's sales leaders/Principals.
Work with Handicare's CSR staff to ensure that prerequisites and dealer applications are completed within a timely manner.

Client Retention.

Handle dealer objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.

Present and demonstrate new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client business debriefs and reviews.
Business Development Planning and Research
Present to and consult with senior level management on business trends with a view to developing new services, products, and distribution channels.

Identify opportunities for campaigns, services, trade shows and distribution channels that will lead to an increase in sales.

Using knowledge of the SPH market and the competitors, identify and develop the company’s unique selling propositions and differentiators.

Forecast sales targets and ensure they are met.
Track and record activity on dealer accounts and help to close deals to meet these targets.

Present business development safe patient handling sales training and mentor other internal Handicare staff through face-to-face instruction as well as through various internet forms.

Develop and execute sales training programs in person and on-line and material for dealers.
Develop and execute educational programs and material for both in person and on-line seminars and presentations to referral organizations and entities who influence sales and demand for our product.
Work with Handicare team to develop a plan that speaks to the dealers, concerns, and objectives/sales goals.
Work, educate and support Handicare technical service specialist and CSR to provide dealers with exceptional service.
Develop a thorough understanding of the company’s people and capabilities and recommend training for effectiveness.
Understand the company’s Strategic Plan and Annual Operating Budgets so that will continual to enhance the company’s performance.
Present and operate in a manner

Requirements.

Travel to customer locations within assigned territory. Some overnight travel required.
Valid driver’s license in good standing. Driver’s abstract required.
Ability for heavy lifting (75-100lbs) is required.
Mechanical and electrical aptitude, preferably a degree or diploma in a relevant program.
Commitment to providing superior customer service.
Previous experience in the health care industry an asset.

SUPERVISORY RESPONSIBILITIES:

This position has no supervisory responsibilities.

COMPETENCIES:

Ability to organize selling activities in a productive way over a broad geographical area to a variety of decision-makers, including the executive level, through middle management.

Team player, able to work closely and effectively with key internal resources.
Exceptional Communicate skills and presents information clearly, concisely and professionally.
Builds collaborative relationships.
Projects a positive image at all times.
Adapts to changing needs, priorities and opportunities.
Demonstrates attention to detail.
Demonstrates accuracy and thoroughness.
Meets commitments.
Maintains confidentiality.
Upholds organizational values.
Follows policies and procedures.
Observes safety and security procedures.
Proven ability to motivate and lead others.

LANGUAGE SKILLS:

Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or government regulations.
Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from group of managers, clients, customers and the general public.

EDUCATION, EXPERIENCE & TRAINING:

Post secondary education
5 years' sales management experience
Strategic Selling and Strategic Account Management skills
Strong interpersonal skills and effective communication techniques.
Excellent presentation skills for small and larger groups.
Up to date product knowledge and market knowledge.

CERTIFICATES, LICENSES OR REGISTRATIONS:

None required

PHYSICAL DEMANDS:

The employee may occasionally stand, walk, stoop, kneel or crouch during shift. Employee will be required to regularly sit, use hand to finger, handle, feel and reach with hands and arms. Employee must be able to occasionally lift, push, pull and or move up to 100 lbs.

WORK ENVIRONMENT: