The Senior Sales Representative is responsible for, among other things, the following duties & obligations in their assigned Territory: developing opportunities for business with new customers; retain & expand business with existing customers; delivery, set up & technical support for surgical cases; promote the company’s marketing and educational programs specific to Medacta USA’s reconstructive orthopedic medical devices, instrumentation, and related products to surgeons, allied health professionals, and hospital personnel. The position may direct the day-to-day activities of Sales Representatives and Clinical Sales Specialists.
Minimum Educational Requirements: BS Degree and/or professional certification in a medical profession.
Minimum Experience Requirements: Minimum 5 years overall orthopedic implant sales experience.
Minimum Skill Requirements: Excellent written and oral communication skills. Demonstrated ability to meet sales budgets over a sustained period through new customer acquisition.
Equipment or Machines Used: PC, Microsoft Office software suite, iPad, general office equipment, orthopedic instruments, automobile, smart phone and mobile apps.
Problem Solving/Decision Making: Independent, proactive judgement is employed in problem prevention/solving relating to customer satisfaction.
Extent of Confidential Information: Information regarding revenues, budges, sales and marketing strategies, product development, and customer prescribing preferences.
Interpersonal Contacts: Surgeons. PA's, Nurses, allied health professional, hospital CEO's, CFO's, as well as internal Medacta USA and Medacta International personnel.
Adverse/Hazardous/Unpleasant Working Conditions (if any) and explain:
Environmental: General office environment, hospitals and operating rooms.
Physical: Lifting, transporting surgical instruments and implant bins up to 40 lbs.
Travel Requirements: Travel as necessary via car/air/rail to meet and exceed sales objectives, training and customer service expectations. Occasional international travel.
Responsible for sales of reconstructive implant products and services.
Technical surgical case coverage to assure safe and effective use of products.
Develop annual business plan with Area Director and/or Regional Manager detailing activities necessary to meet sales quotas, customer retention, and customer service requirements.
Maintains a list of qualified leads through cold calling, hospital networking, corporate contracting, and current customer referrals.
Sells consultatively making recommendations on the various products and techniques marketed by the company.
Fully utilizes Medacta Medical Education programs to train new customers and provide advanced training of existing customers.
Consistently closes sales opportunities resulting competitive market share gains.
Complete understanding of Medacta pricing policies and contracting procedures; achieve assigned pricing targets.
Assists in the implementation of company marketing and educational plans as needed.
Maintain contact with all clients in the Territory to ensure high levels of satisfaction.
Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
Routinely gather, analyze and report detailed business information on the performance of Medacta products and programs as well as those of competitors.
Maintains accurate records of sales activities including prospecting efforts, sales calls, presentations, closed sales and follow up activities within the territory.
Utilizes all company sponsored marketing, sales and educational tools including CRM, Intranet, iPad app, e-mail and internal share drives.
Strict adherence with all finance, operational, customer service, inventory and instrument asset policies & procedures.
Respects the company’s Code of Conduct, HIPPA, and Healthcare Compliance requirements as well as all other company policies and procedures.
On time completion of annual training requirements as determined by the company.
Demonstrate ability to interact and cooperate positive with all company employees.
Maintain professional internal and external relationships that meet company values.
Proactively establish and maintain effective working team relationships with all support departments.
Manage spending to assigned budgets; properly maintain company assets: product demos, samples, literature, templates, computers, software, login credentials, etc.
Occasional Duties: Sales training, sales & marketing meetings, learning/reference center visits, national/local industry conferences. Weekend call to meet customer service requirements.
Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are no intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.