XRS Product Specialist

Images that Matter. With Teams that Matter.

Carestream is a global provider of medical imaging systems and solutions; x-ray imaging systems for non-destructive testing; and contract manufacturing.

And the work we do matters. Our products and solutions help make everyday heroes days a little easier, improve patients’ lives, and makes a difference in our communities. And it couldn’t be done without our team of hard-working, talented and caring individuals.

We are proud to have been recognized by our employees and alumni as one of America’s Best Midsize Employers and America’s Best Employers for Engineers.

Compensation: $100,000 - $103,000 plus sales incentive compensation

*This range reflects Carestream’s good faith estimate to pay fairly as starting wage. Offers will be tailored within the range based on the selected candidate’s experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process, as well as geographic market differentials for the position.

Position Summary:

The X-Ray Solutions (XRS) Product Specialist is responsible for technical product sales support and knowledge in
developing, qualifying and closing profitable XRS deals within assigned geographical area, leveraging and in direct
alignment with the US&C Regional organization. The Product Specialist is responsible for supporting the launch of
new products and the development, execution and tracking of promotions and sales in co-operation with the XRS
Vertical and local marketing & management functions. He/she is also responsible for continuous development of
sales skills and capabilities of the local sales organization.
Candidate location: North region. Ideal candidate would be located in the southeast US: Virginia to Florida.

Position Responsibilities:

Portfolio Management & Competitive Intelligence/Analysis

• Maintain and further improve excellent technical knowledge on all details of his/her X-Ray product portfolio, related technologies, future roadmap and also a detailed understanding of competitor’s technologies and offerings. These analytics will be used to develop localized sales trainings, sales tactics, promotions and
  feedback to verticals in order this information can be used for future product development improvement.
• Customer Management
  Understand the goals of the customer (i.e. research, teaching, clinical, financial) and make use of that knowledge to professionally consult the customer in all aspects by leveraging existing sales tools or development of new ones, to actively support the sales organization.
• Improve customer satisfaction (as measured by customer satisfaction scores) by setting clear delivery expectations (i.e. what is the customer buying in feature, function, service delivery and uptime, training and application, consulting and post-sale support) and provide the Customer Care Manager with data to meet or
  exceed expectations
• Collect Voice of Customer input together with the Regional Marketing Manager and feedback to the Vertical
• Preparation of customer specific presentation material (decision making units specific sales argumentation)
  and leverage of sales tools to convince potential customers on our solution to accelerate the sales process
  towards our direction

Sales Support

• Viewed as trusted consultants to both our customers and our sales people on emerging technologies
• Be able to present the value proposition along with the product features and technical information
• Provide support for tenders, contracts as required
• Identify, try to solve and escalate if needed customer products complains
• Develop & distribute to the team the best practices knowledge for using the X-Ray solutions at their best
• Identify/assess technical level and sales skill level of sales organization in order to prepare regular producttrainings. Update trainings to be scheduled at least one a month, deep sales, and sales tactics related inperson trainings at least twice a year
• Deliver non-service product training into the territory / channels. Refine training material as needed with focuson sales tactics and decision-making unit specific sales argumentation
• Provide demo support for the XRS product portfolio

Business Analysis

• Working closely together with the Account Executive on the qualification of deals and definition on the nextsteps in the sales cycle, based on technical, customer specific and sales tools know-how
• Research, identify, evaluate and communicate findings and recommendations to engineering, productmanagement, marketing and sales regarding competitive product offerings
• Manage funnel load / opportunities / win rate / loss reason within territory
• Participate in booking reviews

Business Results

• Measured on bookings, revenue and margin of the product line

Required Skills & Education:

• Radiographer with minimum of 3 years clinical experience OR equivalent experience (looking forunderstanding of X-ray).
• Clinical Supervisory or management experience is desired
• Must have over 2 years of medical imaging sales experience
• Must have excellent understanding of Workflow in Hospitals, Radiology departments and DR Systems
• Must have good technical knowledge of artificial intelligence, X-Ray and DR
• Solid Business analytical skills with a high level of self-organization & planning
• Strong interpersonal skills; a team player who can independently drive results
• Excellent Communication (oral/written) and presentation skills
• Good verbal and written English-language skills
• Candidate must live within the borders of the region
• Must be able and willing to travel extensively (up to 80%)

Work Environment:

Remote Hospitals and Imaging centers

Carestream is an Equal Opportunity Employer

Carestream is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law.

Applying for a job with Carestream

All applicants must complete the on-line application process. Carestream is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please click accommodations

Requisition ID: 4883