Danaher Corporation Capital Sales Specialist - Dallas in Dallas, Texas
Danaher Company Description
In December 2014, Devicor® Medical Products, Inc. was acquired by Leica Biosystems, part of the Danaher family of companies. Leica Biosystems is the global leader in anatomic pathology solutions and automation, striving to advance cancer diagnostics to improve patients’ lives. The combination of the two companies uniquely positions us to develop integrated patient-to-pathology solutions for the diagnosis of cancer.
Headquartered in Cincinnati, Ohio, the Mammotome brand is sold in over 50 different countries throughout the world. Mammotome remains committed to its heritage of advancing technology for early detection of breast cancer, providing support and education for clinicians worldwide, and offering breast care information for patients.
Devicor Medical Products, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
All employment offers are contingent upon successful completion of our pre-employment drug screening and background/criminal check.
Capital Sales Specialists are responsible for selling, planning, organizing and implementing all activities related to the sale and distribution of Devicor Medical Products, Inc.’s portfolio of capital equipment in a geographic region.
Sales Territory Management * Produces well-developed business plans. * Utilizes SFDC to maintain up to date contacts, opportunities, targets, and outcomes. * Maintains capital funnel for sustained opportunities. * Collaborates with Breast Care Specialists to identify disposable opportunities. * Maintains comprehensive and effective strategic call plans that drive positive sales results. * Schedules and prioritizes time for effective regional coverage. * Understands the trends in the industry and the Company’s position in the market. * Identifies, qualifies and cultivates new sales opportunities and effectively manages leads generated by the Company. * Responsible for performing effective region penetration coverage and account identification to drive sales and increase the customer base for Devicor’s line of products. * Installs and provides effective in-service training on products as required or appropriate. * Pre-plans sales calls and maintains efficient time management skills to ensure maximum customer contact and high levels of customer service.
Technical Skills (Product and Procedure) * Uses white papers and clinical/product terminology and knowledge to support cases and convert competitive accounts. * Uses knowledge of products and procedures in clinical setting to train and inform customers and product users. * Applies knowledge of competitive products and procedures to draw comparisons and differentiate product features and benefits. * Independently supports cases in all modalities without assistance.
Customer Relationship * Develops and maintains outstanding relationships with the Company's prospective and installed base customers, and leverages relationships to drive recurrent sales cycles for the Company's products. * Maintains customer relationships such that it enables direct access for cases and meetings with local territory physicians. * Builds relationships with company identified physician experts. * Responds to customer needs and concerns to resolve issues quickly and professionally.
* Proactively cultivates competitive opportunities that result in converted business.
* Defends competitive threats to minimize losses. * Identifies underlying problems affecting organizational or individual performance such as market conditions, competitor actions, or other external forces. * Translates clinical benefits of products to economic value to the health care provider and is comfortable with financial based selling tools. * Provides presentations and demonstrations to the customer on application and use of Devicor’s products using effective communication and sales techniques. * Educates the customer about the indications, contraindications and safety of Devicor’s products and how products drive revenue for the customer.
Leveraging Resources * Efficient use of company resources such as time, money, materials and people to produce desired results. * Uses Professional Education resources strategically. * Leverages the Marketing Department and materials available.
Administrative * Completes monthly expense reports that comply with policy. * Completes surveys, business plans, regional reports, training records etc. as required. * Completes regularly scheduled Gain/Loss reports. * Provides timely and accurate sales forecasts and pipeline information. * Keeps Company informed of trends in customer requirements, reactions to products and market developments. * Completes personal mileage reports, maintains proper vehicle maintenance records, and ensures upkeep of Company vehicle.
* BA/BS required.
Experience/Skills: * Minimum of 2 years of medical device capital sales experience with a successful track record. * Medical Device Capital Sales Experienceincludesbut is not limited to: surgical instruments; orthopedic implants; dental equipment; diagnostic and treatment equipment (i.e. infusion pumps); imaging equipment; durable medical equipment such as beds; clinical/medical laboratory capital equipment. * Medical Device Capital Sales Experienceexcludes: pharmaceuticals; dental or cosmetic implants; durable medical equipment such as wheelchairs, CPAP, stretchers; wound care; services and supplies; medical supplies such as personal protective equipment (masks, gloves, syringes); computers/electronics/systems or software.
Experience/Skills: * Strong preference for Operating Room and Radiology department experience, and direct customer experience with surgeons, radiologists, supervisors, and department heads.
Travel: * Frequent travel is required. * Typical work-related travel assignments range 1-3 days per week, and as such overnight, out-of-town stays are required. * Requires air travel on occasional basis. * Considerable time spent traveling in company car to clients.
Competencies/Behaviors * Results and performance driven. * Demonstrated competitive spirit.
Internal Relationships: * Marketing * Sales * Clinical Applications Specialist and Technical Support
External Relationships: * Operating Room and Radiology departments * Direct customer experience with surgeons, radiologists, supervisors, and department heads.
Physical Demands & Working Environment The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical demands: While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, tools, or controls; reach with hands and arms; balance, stoop, bend, talk and hear.
* The employee must occasionally lift and/or move up to 60 pounds.
* Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
* This position will require heavy travel by car and flying in and out of airports with possible long wait times. * Variable time spent standing during procedures.
Work environment: While performing the duties of this job, most work is in a home office environment setting, in a hospital setting, or in a vehicle. Lighting and temperature are adequate. The noise level in the work environment is usually quiet to moderate. * Primarily home office and field based (i.e. OR, hospital, doctor’s office, etc.).
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.
Danaher Corporation Overview
Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 years. At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Job Function: Sales
Primary Location: North America-North America-United States-TX-Dallas
Req ID: MAM000598