Sales Executive, Cardiology

Account Sales Executive

Spacelabs Healthcare is on a mission to provide continuous innovation in healthcare technology for better clinical and economic outcomes. Our scalable solutions deliver critical patient data across local and remote systems, enable better-informed decisions, increase efficiencies, and create a safer environment for patients.

Our Account Sales Executive is responsible for the business development of Spacelabs' diagnostic cardiology products within a large, challenging territory. Requires an extremely focused, hardworking, and ambitious person who can develop and implement a strategic vision for the territory. Must possess an entrepreneurial attitude along with a demonstrated record of success; coachability, adaptability, and ability to create a vision for the customer. The primary objective is to acquire new business and protect and expand existing accounts. This role is geared toward team-oriented new-business developers rather than traditional account management.

***The East Coast territory includes Maine, Vermont, New York, Massachusetts, Connecticut, Rhode Island, Pennsylvania, New Jersey, Delaware, and Maryland. You will be required to travel 50% within and sometimes outside of your territory.***

Responsibilities

• Achieve annual Cardiology sales quota by prioritizing selling time to generate sales volume, achieve account penetration, and complete territory coverage.
• Develop and maintain consultative sales relationships with all key buying influences in each account. Focus on IT Relationships will be critical.
• Develop, implement, and update quarterly, an annual Business Plan supporting attainment of quota, market share growth, and other company objectives.
• Continuously prospect and maintain sales funnel at 7 times annual quota minimum.
• Act as the quarterback within your territory by coordinating with multiple company resources in an effort to maximize sales efficiency, account penetration, and market share growth.
• Represent Spacelabs Healthcare as the technology leader and vendor of choice through regular product presentations, evaluations, customer training, and sales calls as required by the company. Maintain a high level of product knowledge on Spacelabs Healthcare products and competitive products.
• Participate in Professional Trade Shows and attend Regional Sales and National meetings.
• Develop targeted account strategies using Strategic/Spin Selling skills to maximize account penetration.
• Maintain complete knowledge of each account's current and long-term purchase plans and objectives. Keep management informed of all changes in plans, objectives, and key buying influences.
• Maintain your account profiles, forecasts, etc., within reporting tools daily.
• Implement established sales and marketing strategies as requested by senior management. Develop information on sales situations and territorial sales strategies.
• Control territory sales expenditures. Monitor expense performance and ensure that territorial budget goals are met.
• Submit accurate reports regarding expenses, activities, results, market position, and monthly forecasts.
• Prepare quotes for customers based on a consultative sales approach.
• Uphold the Company's core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrate behavior consistent with the Company's Code of Ethics and Conduct.
• It is the responsibility of every Spacelabs Healthcare employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.
• Duties may be modified or assigned at any time to meet the needs of the business.

Qualifications

• BA/BS Degree in related discipline (Life Sciences, Business, Technical), or equivalent proven expertise and experience.
• 3+ years of demonstrated experience in one or more of the following:
• Medical and/or IT sales success in hospital-based cardiology medical device sales/capital equipment.
• Clinical experience as a respiratory therapist, collaborating with physicians and multidisciplinary care teams.
• Clinical experience as an exercise physiologist, collaborating with physicians and multidisciplinary care teams.
• Strong network of relationships with Cardiology Techs and IT Staff in your territory preferred.
• Highly developed relationship-building skills and strong presentation and communications skills.
• Ability to communicate effectively in English at all levels of an organization. Strong written, verbal, and listening communication skills required.
• Demonstrated ability to achieve sales objectives by developing and maintaining an assigned territory.

OTHER WORK REQUIREMENTS:

• Successful completion of Spacelabs training required (including training done at the Company location). Must become fully competent in the application and operation of all products in all care areas.
• Required to register with a vendor credentialing service. As part of this process, you may be required to submit personal information to a credentialing service company, to provide proof of vaccinations or related medical information, and to comply with other requirements needed to be able to work at a customer site. May be required to complete federal credentialing requirements to access certain customer facilities or IT systems.
• Minimum of 50% USA travel is required.
• Must be able to complete job responsibilities working with different time zone needs, such as attending late-night/early morning meetings by phone and/or web to meet business needs; 15%.
• Must maintain a good driving record and be insurable per company policy.
• Maintain demo inventory in salable condition, including proper storage, movement, and record keeping.

Pay may range between $85,000 - $90,000 annually. The pay range above represents annual base salary only. Final compensation will be determined based on factors such as your job level, geographic location, date of hire, experience, job-related knowledge and skills, and education in conjunction with market and business considerations.

Base salary is one component of your total rewards package. You may be eligible for long-term incentives, potential discretionary bonuses, and the ability to purchase company stock at a discounted rate through the Employee Stock Purchase Program (ESPP). OSI also offers comprehensive benefits including various options for health plans, access to 401(k) retirement plan, health savings account, disability insurance, life insurance, AD&D insurance, leave of absence programs and an array of voluntary benefits. In addition, paid time off is offered to be used for vacation, holidays, bereavement, and jury duty. Full-Time salaried employees are entitled to flexible time-off.