Effectively promote and sell the complete range of KARL STORZ Surgical products to meet the needs of the customer. As a Surgical Sales Executive you will engage in consultative selling of minimally invasive surgical video imaging, operating room and enterprise integration solutions, and networked IT solutions as well as endoscopes and instruments in Hospitals, Surgery Centers, and Clinics. This role encompasses all surgical specialties, with a specific focus on general surgery, arthroscopy, cardiovascular & thoracic procedures.
I. Job Purpose
Our Sales Executive is responsible for the solicitation of orders for specific KSEA products, specialties, and services, the representation of the company in an appropriately professional manner in accordance with company policies in the assigned geographic area, and for maintaining an awareness of local competitive conditions and promptly reporting them to management.
This position will support the Surgical group in the Silicon Valley and San Jose area. The hired candidate is required to live in area provided.
II. Job Duties
- Responsible for the achievement of assigned annual quota.
- Maintain and grow market share of all designated product specialties.
- Aggressively pursue new customers.
- Prepare and maintain an annual working sales plan to include analysis and forecasting specifying activities/efforts that contribute to company goals/quota attainment.
- Address customer complaints in a timely manner and in accordance with established company policy.
- Promptly advise management of any situation beyond his/her scope of responsibility
- Establish and maintain strong working relationships with nurses, key physicians, materials management, and administrative personnel, and accounts, which are essential to the company’s future.
- Provide dependable service after sale to ensure customer satisfaction and long-term reliability of all KSEA products purchased.
- Effectively present product features, benefits, and procedural application.
- Aggressively support all promotional activities initiated by KSEA that are related to designated product specialties and product focuses.
- Assist in the field training of another salesperson, as requested. Maintain sales samples in the best possible working condition; through cleaning and polishing, provide them with a “like new” appearance.
- Accountability for all samples provided by KSEA
- Be alert to all competitive products – design, pricing, promotions – and keep management informed in a timely manner. When appropriate, recommend the addition of new products and/or modification or new application of existing products to management.
- Maintain up-to-date customer records and any other records, as required, by company policy/instruction. Submit any special reports related to the operation of the territory, as required.
- Attend and participate in sales meetings, training programs and conventions, as directed. Also submit complete and informative meeting/convention reports, as requested by manager or executive, in a timely manner.
- Maintain an awareness of likely candidates for the Salesforce and call any such individual(s) to the attention of the Region Manager.
- Complete and submit expense reports in a timely manner and in accordance with company policy.
- Comply with all company policies, instructions, and directives for the fulfillment of company objectives.
III. Minimum Knowledge, Education and Skill Requirements
Required
- Minimum years of relevant work experience: 2-4 years of experience of sales experience, B2B preferably medical device
- Minimum education, certifications and/or credentials: Bachelor’s degree or 2-4 years of B2B sales experience
Minimum soft skill requirements:
- Understands market & industry trends, thinking strategically about account planning. Coordinates internally to resolve issues
- Ability to articulate KSEA’s value proposition through alignment of products/solution with specific account needs
- Engages and establishes trust/credibility with key stakeholders in account
- Understands needs and develops opportunities through account planning and consistent communication with stakeholders
- Ability to gain deep understanding of KSEA products / solution creation and ability to align appropriately to account situation
IV. Essential Function
- Must be able to maintain productive working relationships and treat fellow employees with respect.
- Has contact with: External customers and internal departments.
Physical requirement/Demands:
- Regular handling, demonstrating, installing, packaging, transporting, carrying of Company medical equipment individually weighing 1 – 35lbs (employee to request additional human or mechanical assistance if ever asked to help move or handle equipment exceeding 40lbs, or whenever the employee is uncomfortable with any weight over 25lbs)
- Extensive walking, standing, and potential stair climbing (as needed) within customer sites
V. Core Requirements
- Degree of accountability: High
- Degree of decision making: Medium
- Financial/Budgetary: No
- Safety: This is a safety sensitive job.
- Quality: Adhere to KSEA Quality Requirements
- Supervision: No
- Authority to Sign (not applicable for North America): No
Travel:
- Minimum 30 hours per week on the road visiting local customer medical sites (hospitals, surgery centers, emergency rooms, doctors’ offices, etc.)
- This position requires daily driving to geographically dispersed accounts. If the candidate intends to drive a privately-owned vehicle, candidates must have a valid driver’s license in the state where the vehicle will be operated or in the state of residence.
- May require domestic travel to corporate offices or other similar locations up to 10% of the year
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Your Benefits
- Medical / Dental / Vision including a state-of-the-art wellness program and pet insurance, too!*
- 3 weeks vacation, 11 holidays plus paid sick time*
- Up to 8 weeks of 100% paid company parental leave**
- 401(k) retirement savings plan providing a match of 60% of the employee’s first 6% contribution (up to IRS limits)
- Section 125 Flexible Spending Accounts
- Life, STD, LTD & LTC Insurance
- We prepay your tuition up to $5,250 per year! – Tuition pre-imbursement
- Fitness reimbursement of up to $200 annually
- Employee referral program of up to $2,000 per hire
- And much more!
*Field sales, internships, and part-time employees are not eligible except where required by state law.
Non-employees, including temporary workers and consultants, are not eligible to participate in the KARL STORZ benefits program.
**To include, maternal/paternal leave, adoption, and fostering of a child.
KARL STORZ reserves the right to change or modify the employee’s job description whether orally or in writing, at any time during the employment relationship. Additionally, KARL STORZ, through its supervisors, may require an employee to perform duties outside their normal description within the sole discretion of the supervisor. Employees must comply will all applicable KARL STORZ policies and procedures.
Credentialing requirements at KARL STORZ
KARL STORZ is committed to maintaining a safe work environment for our employees and customers. Most field-based roles at KARL STORZ require hospital credentialing/health screens as a condition of employment. Credentialing can include required vaccinations, health screens & other requirements as outlined by our customers. During the interview process, we encourage you to ask how credentialing/health screens may impact the role you are seeking and if you require any reasonable accommodations regarding these requirements.
Pay Transparency
The pay range and/or hourly pay rate listed is a good faith determination of potential base compensation that may be offered to a successful applicant for this position at the time of this job posting and may be modified in the future. When determining a specific team member’s base salary and/or hourly pay rate, several factors will be considered including such things as location, specialty, service line, years of relevant experience, education, professional credentials, internal equity, and the amount budgeted for the role.
Equal Employment Opportunity & Reasonable Accommodation Statement
KARL STORZ is committed to creating an inclusive space where employees are valued for their skills and unique experiences. To achieve this goal, we are committed to diverse voices, and all applicants will receive consideration without regard to race, color, sex, national origin, disability, veteran status, or any other protected characteristic. KARL STORZ is also committed to providing reasonable accommodations during our recruitment process. Should you need assistance or accommodation please email us at taoperations@karlstorz.com.
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