Beds and Therapeutic Surfaces Sales Specialist

PRIMARY OBJECTIVES AND RESPONSIBILITIES 

Time and Territory Management 

• Understands strategic position in industry and territory. 

• Establishes long term goals in territory and can develop annual and quarterly goals that create a clear pathway to achieving the long-term goals. 

• Manages time and resources to ensure that work is completed efficiently and on schedule. 

• Embraces Customer Relationship Management tools to effectively manage sales territory and execute sales objectives. 

• Demonstrates a working knowledge of the specific markets (Including Acute Care, Long-term Care etc.) 

• Effectively leverages local Territory Executives and cross functional subject area experts to execute on growth strategies within assigned territory 

Customer Aligned Sales Process 

• Adapts to customer needs and buying process; adjusts messaging and sales process accordingly. 

• Conveys information to customers in a clear, compelling way that will positively affect their thoughts and actions. 

• Identifies, qualifies, and closes business opportunities in assigned territory and demonstrates an ability to strategically assess and approach a territory to optimize and execute a sales plan. 

• Keeps customer commitments, resolves customer problems, and exceeds customer expectations. 

• Effectively manages internal sales process by leveraging appropriate resources (Territory Executives, Operations Counterparts, and Corporate Resources.) 

• Conducts business reviews with customers. 

• Manages external customer relationships (hospital administration, management, and clinicians responsible for patient programs) through regularly calling on client locations.  

Insight Selling Methodology 

• Translates the benefits of solutions, products, and services to customers involved in the decision-making process based on understanding of their individual needs and/or business problems to solve. 

• Possesses an in-depth understanding of customer needs and challenges to effectively deliver insights during each customer interaction.  

Equipment Value Management 

• Articulates how the EVM framework drives meaningful improvements to equipment workflows within hospitals while simultaneously improving quality, reducing costs, and elevating patient experiences. 

• Stays current on all Agiliti’s service offerings and sales trainings.   

QUALIFICATIONS 

• BS/BA degree required; focus in clinical discipline preferred. 

• Specialty equipment (patient handling, wound care, bariatric, etc.) sales experience. 

• 2+ years healthcare sales or related experience required. 

• Experience working in a team-based selling environment preferred. 

• Previous experience selling services is preferred. 

• Must be available to travel up to 60%. 

• Must hold a current, valid, and unrestricted driver’s license. Must have a safe driving record based on Agiliti policies.  

KNOWLEDGE, SKILLS, AND ABILITIES 

• Has the focus, persistence, positive outlook, and discipline to meet the personal demands of a sales role.  

• Anticipates problems or opportunities and takes immediate action to address them. 

• Follows through on commitments and agreements. 

• Sets challenging personal and business goals and demonstrates tenacity toward achieving those goals. 

• Communicates effectively, both written and verbally, to internal and external partners.  

• Sets high standards of performance, quality, and accountability for self and others. Guides by example. 

• Professionally presents and conveys our services using the Challenger Sales methodology, utilizing available tools such as whiteboarding and virtual meetings when applicable.  

• Builds strong cross-functional internal relationships. 

• Comprehends and understands Sales Incentive Plan, budget, and District Profits & Losses.  

• Speaks competently about all clinical equipment found in hospital environments as well as solid comprehension of hospital finance, reimbursement, regulatory, and safety practices.