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Sales Associate - Medical Mobility

Company: Hill-Rom
Location: Phoenix
Posted on: May 18, 2018

Job Description:

Hill-Rom is a $2.7B 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. Hill-Rom'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 Mobility Specialist is responsible for driving sales revenue and profitability within competitive geographies for the capital lift business. Provides overall leadership to local sales team to develop and implement comprehensive sales strategies for the Liko / Hill-Rom products and programs within the assigned territory and account base. Reports to the Area Vice President, Patient Support Systems.RESPONSIBILITIES
* Drive the generation of new sales within Liko Lifts and No Lift Programs. The Patient Lift Sales Specialist must understand in terms of a detailed functionality and benefit offering of each product, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit and solution for the customer.
* Work with Area Vice Presidents - Therapy and Capital, Account Executives, Account Clinical Directors, Sales Engineers, and Safe Lifting Consultants to target greatest opportunities for revenue impact within lift product lines. Patient Lift Sales Specialist must be able to define an overall strategy on an annual basis to drive sales growth in the Chicago territory.
* Demonstrate an effective understanding of competitive action in the assigned territory and work to develop a written plan to address problem areas
* Prepare analysis for, and development of, an overall package for new sales. Draw on resources from specialist areas for detailed explanation to customer of the product's applications and benefits and for final development of a needs-based sales deal. Conduct negotiations with the health care providers to finalize sales.
* Perform sales prospecting activities for lift product lines. This includes prospecting on-site within the accounts and phone work.
* Lead the efforts of local sales personnel to drive net, new sales as well as on-going customer satisfaction.
* Support and/or develop corporate visitation programs, in addition to, regionally co-produced educational and sales programs as needed
* Once installation of new product has occurred, Patient Lift Sales Specialist will provide on-site training and product support. This includes technical training, clinical training, and follow-up to ensure customers are satisfied.
* Maintain on-going relationships with customers to ensure maintenance of current base as well as growth of new sales with the medical provider.

QualificationsREQUIRED
* BA/BS required
* At least three (3) years demonstrated selling experience
* Previous experience selling to the c-suite
* Previous solution selling sales experience



PREFERRED
* Clinical focus
* Healthcare experience and/or durable medical equipment solutions selling
* Ability to articulate value propositions and product positioning of Liko / Hill-Rom Products
* Strong analytical skills to effectively track sales activity, develop sales plans, understand local market competitive trends, and complete the analysis of sales deals.
* Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, reaches pivotal agreements in the sales cycle.
* Effective planning/organizational skills.
* Exceptional communication skills.
Hill-Rom is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity

Keywords: Hill-Rom, Phoenix, Sales Associate - Medical Mobility, Healthcare, Phoenix, Arizona

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