Administrative Skills, Business Development, Channel Sales, Cold Calling Skills, Communication Skills, Competitive Research, Customer Relationship Management (CRM), Customer Retention/Renewal, Customer Support/Service, Customer/Client Research, Detail Oriented, Documentation, Establish Priorities, Gross Margin, Hospital, Inside Sales, Lead Generation, Market Research, Medical Sales, Microsoft Excel, Microsoft Outlook, Microsoft PowerPoint, Microsoft Word, Price Quotes, Pricing, Product Demonstration, Purchase Orders, Revenue Growth, Risk Analysis, Sales, Sales Closing Skills, Sales Prospecting, Sales Tools, Time Management, Willing to Travel
Summary
This position is responsible for generating new sales opportunities, making cold calls and developing new business opportunities for BMS product lines as assigned, which are used in hospital, reference and research markets.
Essential Duties and Responsibilities
- Compiles leads based on information from cold calls, periodicals, business directories, distributor representatives and other sources.
- Develops relationships with possible referral sources (e.g. distributor representatives, laboratory consultants etc.) in the territory and works with them promoting and closing sales.
- Communicates product features and benefits to the distributor sales channel and end-user customer base.
- Increases sales revenue while reducing customer turnover.
- Effectively utilizes available sales tools to demonstrate product and service benefits to prospects, overcoming objections to close sale.
- Responsibility for lead generation for new and existing product lines.
- Quotes prices based on corporate pricing guidelines while optimizing gross margin returns.
- Presents value added and efficient solutions to customers.
- Prepares appropriate sales documentation for orders obtained. Obtains clients' final agreement to purchase through completed purchase orders, signed product/service contracts and applicable Placement Agreements.
- Renews current customer placements that are set to expire.
- Provides feedback to Management with respect to competitive activity in the territory, customer feedback on product / service mix, new products and services offered by other companies related to our trade, distributor activities and other information that is likely to impact business.
- Travels within assigned territory to call on prospective customers when needed.
- Assists with related special projects, as required.
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
Communication – able to communicate clearly in written and oral format to a variety of audiences; represents the company with external parties.
Judgment - ability to work independently; displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions.
Motivation - sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence.
Organizational Support - follows policies and procedures; completes administrative tasks correctly and on time; supports organization's goals and values.
Planning/Organizing - prioritizes and plans work activities; uses time efficiently.
Customer Support – responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.
Initiative – works independently will little or no supervision; takes independent actions and calculated risks; asks for and offers help when needed.
Interpersonal Skills - focuses on solving conflict; maintains confidentiality; listens to others without interrupting; remains open to others' ideas and tries new things.
Professionalism - approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration; follows through on commitments.
Qualifications and Requirements
Education and/or Experience
- Bachelor's degree from a four-year college or university; or one to two years medical sales related experience and/or training; or equivalent combination of education and experience.
- Experience with a CRM.
- Strong knowledge of Excel, Outlook, PowerPoint and Word a plus.
- Attention to detail is a must.
- Must be available and responsive from 8am -5pm M-F mountain time- aligning with our headquarters in Utah.
- This position may be remote, offsite, or hybrid.