Job Description
Patient Lifting Product Sales Specialist Hill-Rom Holdings, Inc. is the parent company for Hill-Rom’s operations and has been a leading worldwide manufacturer and provider of medical technologies and related services for the health care industry, including patient support systems, non-invasive therapeutic products for a variety of acute and chronic medical conditions, medical equipment rentals, and information technology solutions since 1929. Hill-Rom Holdings, Inc. (NYSE:HRC) currently employs more than 6,500 people worldwide, including approximately 2,000 at its global headquarters. Our mission is simple: Everyday we strive to make a positive difference in the lives of patients and those who care for them. Hill-Rom offers its associates challenging work experiences, a collaborative team environment, and an atmosphere to continually develop your career. However, the strongest reason for working at Hill-Rom is the opportunity to put your passion for making a difference to work. We are currently seeking a Patient Lifting Product Sales Specialist for our New York City territory. We offer an excellent compensation package and comprehensive benefits, including: competitive salary, 401K, Medical, Dental, Vision, Life Insurance and tuition reimbursement. JOB SUMMARY: Responsible for driving sales revenue and profitability within competitive geographies for capital lift business. The Mobility Specialist will provide overall leadership to local sales team and distributor network to develop and implement comprehensive sales strategies for Liko / Hill-Rom products and programs within the assigned territory and account base. The Mobility Specialist reports to the AVP, PEMS.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Drive the generation of new sales within Liko Lifts and No Lift Programs. The Mobility Specialist must understand in terms of a detailed functionality and benefit offering of each product, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit and solution for the customer.
Work with Area Vice Presidents PEMS and Acute Care, Account Executives, Account Clinical Directors, Sales Engineers, Safe Lifting Consultants and Assigned Distributor network to target greatest opportunities for revenue impact within lift product lines. Mobility Specialist must be able to define an overall strategy on an annual basis to drive sales growth in assigned territory.
Demonstrate an effective understanding of competitive action in the assigned territory and work to develop a written plan to address problem areas.
Prepare analysis for, and development of, an overall package for new sales. Draw on resources from specialist areas for detailed explanation to customer of the product’s applications and benefits and for final development of a needs-based sales deal. Conduct negotiations with the health care providers to finalize sales.
Perform sales prospecting activities for lift product lines. This includes prospecting on-site within the accounts and phone work.
Lead the efforts of local sales personnel to drive net, new sales as well as on-going customer satisfaction. Support and/or develop corporate visitation programs, in addition to, regionally co-produced educational and sales programs as needed.
Once installation of new product has occurred, mobility specialist will provide on-site training and product support. This includes technical training, clinical training, and follow-up to ensure customers are satisfied.
Maintain on-going relationships with customers and assigned distributor network to ensure maintenance of current base as well as growth of new sales with the medical provider.
Maintain and strengthen Liko / Hill-Rom relationships throughout all levels of the hospital with various departments to help retain and expand our account presence and leadership position.
SUPERVISOR RESPONSIBILITIES: None, however, must be able to effectively work cross functionally. Strong project management skills required.
Qualifications
QUALIFICATIONS:
In-depth sales experience with strong understanding of the solutions selling process.
Effective influence skills adept at ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers.
Ability to articulate value propositions and product positioning of Liko / Hill-Rom Products.
Strong analytical skills to effectively track sales activity, develop sales plans, understand local market competitive trends, and complete the analysis of sales deals.
Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, reaches pivotal agreements in the sales cycle.
Effective planning/organizational skills.
Variable travel (from 40% up to 75%, depending on geography).
Exceptional communication skills.
EDUCATION AND/OR EXPERIENCE REQUIRED:
BA/BS required; clinical focus preferred.
Minimum 3 to 5 years demonstrated selling experience required.
Experience working with distributor network preferred.
Healthcare experience and/or durable medical equipment solutions selling preferred.
Job Requirements
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