Sales Representative Wallonia

Within Medtronic we aspire to enable earlier diagnosis, better treatment, faster complication-free recovery and enhanced patient outcomes through less invasive solutions. Our initial focus areas include diseases and conditions of the gastrointestinal tract, lungs, pelvic region and kidneys, as well as obesity and preventable complications.

Within Patient Monitoring & Recovery (PM&RI) our broad portfolio of solutions spans the continuum of care to support minimally-invasive treatments by reducing complications to accelerate patient recovery. Our identity and common goals are to:

• Save patients’ lives by preventing complications and never-events, accelerating patient recovery and avoiding hospital readmission
• Deliver innovation by continuously introducing new products and services, defining new standard of care, and improving patient recovery from hospital to home
• Contribute to Medtronic growth by making the difference in PM&RI with a full portfolio of high-end products and cost-effective solutions
• Provide a promising development path in a positive and collaborative work environment by empowering our people with strong skills aligned to customer and patient needs

PMR is well positioned to address 3 costly patient conditions: Respiratory Compromise, Cerebral & Somatic Compromise, Healthcare Acquired Infections (HAI).

Medtronic is working to improve how healthcare addresses the needs of more people, in more ways and in more places around the world. As one company, we can accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. This is the ideal opportunity to join us, and be part of our commitment to the health of others.

A Day in the Life

The main purpose of this role is to sell the clinical value of PM&RI Advanced Critical Care range of products based on clinical expertise in order to address market access barriers, accelerate adoption for new technologies and accelerate burn rate and expand utilization for consumables / sensors and improve outcome for the patients.

The ACC Growth Drivers are Respiratory Compromise / Cerebral and Somatic Compromise.

Call Points are:

• Critical Cares: ICU’s, PICU, NICU, HDU, PACU ED
• Ambulatory / One Day Clinics
• General Care Floor (GCF): Surgical, Medical
• Biomedical / Informatics technology department

Responsibilities

The jobholder is primarily responsible for selling the full range of products in assigned accounts or regions in a professional manner to hospitals and related healthcare professionals as well as for the management of quality and consistency of product and service delivery. He/she will build strong ethical business relationships with customers to ensure usage of our products and expanding the market and penetration, leading through clinical value selling.

He / she will cooperate and coordinate activities with the full PM&RI team, SAM and Inside sales team in the territory in order to maximize the PM&Ri business opportunities.

Customer Management

• Achieve agreed budgets, focused on sales growth.
• Present and sell PM&RI Advanced Critical Care products and services to current and potential clients.
• Prepare presentations, proposals and sales contracts.
• Identify and resolve client concerns.
• Coordinates offers and tenders.
• Handles complaints and back orders
• Rises awareness around conditions solutions and organizes and coordinates product demo and workshops

Business Development

• Lead with clinical selling activities within the territory. Coordinate with other PM&RI teams and SAM where needed.
• Is able to conduct initial product demonstrations and Initiate/coordinates clinical evaluations with the Clinical Application Specialist.
• Is the “owner” of the account and works with the RSM to develop target list and selling strategy / account mapping.
• Own the sales stages and works as a “project manager” for each opportunity and pulls in resources as needed.
• Identify sales prospects and contact these and other accounts as assigned.
• Prepare action plans and schedules to identify specific targets and to project the contacts to be made.
• Follow up on new leads and referrals resulting from field activity. Identifies / quantifies opportunities and enter them in Salesforce.com.
• Prepare paperwork to activate and maintain contract services.
• Occasionally interacting with purchasing managers / hospital administrators to set up and negotiate broader sales contracts.
• Take a wide organizational view of selling and managing accounts, with sufficient knowledge of competitors and their products.
• Maintain customer knowledge by gathering information about account activities and potential, key decision makers, competitive participation, market share etc.

Support & Training

• Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff.
• Coordinate company staff to accomplish the work required to close sales.
• Provide verbal technical support and organize regular in-services.
• Assist in National/International training requirements.

Principal Working Relationships

Key working relationships include, but are not limited to the following:

External:

• C-Suite
• Prescribers: Anesthesiologist, Intensivist (PICU,CARDIAC, NEURO, …), Neonatologist, Pneumologists, Perfusionist, Surgeon, Purchase (Theater Manager), General Clinician, Biomed, IT officer, buying group officer, Private Insurance officer, Home care provider
• Providers: Anesthesiologist, Intensivist (PICU,CARDIAC, NEURO, …), Neonatologist, Pneumologists, Perfusionist, Surgeon, Purchase (Theater Manager), General Clinician , Biomed, Home care provider
• Facilitators / Supporters: Unit Head nurses, Biomed, Educational Nurse, Risk management officer, Quality Management officer, Infection control Management officer, Coding Manager, Tender manager, Purchaser, DRG officer

Internal:

• Clinical Application Specialists
• Regional Sales Manager & Sales Representatives PM&RI
• Local Marketing PM&RI
• SAM Team
• Commercial Operations
• Customer Service Department
• Tender Department
• Clinical Education Manager PACE