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Sales Consultant - Nashville (Hospital Operating Room Capital Equipment - Lights, Booms, Surgical Tables) at Hill-Rom

Posted in Other 30+ days ago.

Type: Full Time
Location: Nashville, Tennessee





Job Description:

Hillrom is a $2.9B leading worldwide manufacturer and provider of medical technologies and related services for the health care industry, including patient support systems, safe mobility and handling solutions, non-invasive therapeutic products for a variety of acute and chronic medical conditions, medical equipment rentals, surgical products and information technology solutions. Hillrom's comprehensive product and service offerings are used by health care providers across the health care continuum and around the world in hospitals, extended care facilities and home care settings to enhance the safety and quality of patient care.
DescriptionTHE ROLE:

Hillrom’s Global Surgical Solutions products optimize surgical efficiency and safety in dynamic surgical environments, where care teams expect versatile technologies and tools. Our integrated solutions for precision positioning, operating room workflow and surgical access are designed to help improve intraoperative decision-making and surgical safety so the surgical team can focus on what matters most—the patient. Our Operating Room solutions enable peak procedural performance. From tables designed for easy setup and precise positioning, to lights that eliminate shadows, to technology that delivers real-time insights, our products help care teams deliver great outcomes. Plus, our solutions work together seamlessly with other components for safer, more productive and efficient clinical environments. From renovating or planning new construction, the site-specific solutions are suited for unique environmental needs – from traditional, hybrid and robotic ORs to ambulatory surgery centers, intensive care units and beyond – Hillrom offers solutions for nearly every surgical application across all major specialties.

The Sales Consultant drives the generation of capital products within all Hillrom Surgical Solutions’ product categories: lights, booms, surgical tables, and partnership sales within their given territories. In collaboration with clinical and specialty sales partners, develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base. Establish and maintain strong business relationships and high levels of satisfaction with prospective and existing customers. Ensure that required information is accessible within the customer relationship management system.

The Sales Consultant reports to the Area Vice President and is peer to other Sales Consultants focused on other geographic territories.

ESSENTIAL DUTIES AND RESPONSIBILITIES: – Other duties may be assigned

· Drive overall revenue attainment across assigned accounts: Develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base to capture new accounts and enhance performance in existing accounts. Conduct negotiations with customers to finalize sales. Demonstrate an effective understanding of competitive action in the assigned territory and develop plans to address problem areas and customer needs. Achieve sales goals across all product categories.

· Demonstrate year-over-year backlog growth: Uncover green field opportunities and high-dollar renovations within your assigned territory. Ensure that Hillrom Surgical Solutions’ product portfolio is specified at all early stages to drive sales orders.

· Collaborate with internal sales and service partners to seamlessly serve shared accounts: Lead the efforts of sales specialists and services personnel to drive new sales as well as on-going customer satisfaction. Maintain highly effective communications with specialty partners. Coordinate specialist and service resources involvement within assigned accounts. Provide local support for strategic Partnership Team initiatives across major IDNs.

· Coordinate customer sales support activities across assigned accounts: Lead customer business reviews, architectural drawing discussions, and equipment surveys. Coordinate Customer Experience Center and service Center visits, as appropriate.

· Ensure post-sales customer satisfaction and maximize perceived ROI: Maintain customer profiles as a matter of routine. Proactively conduct customer business reviews. Oversee the installation of new products after they are delivered to the customers. ensure the products have been installed properly, provide basic training and follow-up to ensure customers are satisfied and realizing the intended benefits of the partnership with all Hillrom. follow-up on customer complaints and out-of-box failures. Participate in service Center rental meetings.

· Maintain industry and product knowledge: stay abreast of current health care trends and technology.

· Be able to clearly articulate the economic benefit for the hospital, detailed functionality and benefit offering of each product line, how each product is best applied to meet emergent customer needs and the benefits products will provide to both the patient and caregivers.

· Information management: Accurately forecast accounts. Record activities and contacts within SalesForce.com and ensure that all information remains current and provides enough detail to be useful.

· Travel as required to manage assigned territory and to attend regional/national meetings.

LOCATION:

This is a field-based role requiring extensive travel. The geographic territory is Tennessee, except Chattanooga. The ideal location is Nashville.

QualificationsEDUCATION, EXPERIENCE, QUALIFICATIONS AND SKILLS:
· BS, BA degree from a 4-year accredited university required
· 3 - 5 years of experience selling capital equipment into hospitals is required. Operating Room/Surgical product sales experience ideal.
· Effective influencing skills –ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers
· Strong analytical skills - able to effectively track sales activity, develop sales plans, understand local market and competitive trends and complete the analysis of sales deals
· Strong business acumen – able to understand customer economic drivers, structure sales deals, reach pivotal agreements within the sales cycle
· Effective planning/organizational skills
· Excellent formal presentation skills
· Strong collaboration and communication skills
· Strong strategic thinker
· Adaptable and flexible
· Variable travel up to 40% - 75%
Hillrom is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity

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