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As Territory/Regional Sales Manager, you’ll manage a multi-state territory in the Eastern U.S., selling uniquely engineered products and capital equipment for a successful material processing manufacturer. This is a highly consultative sale. Your primary goals will be to win new business within accounts while deepening and growing your existing acc
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**Sales Consultant, Capital Equipment - Boston, MA**
**Req #** 21125814 **Location** Boston, Massachusetts, United States **Job Category** Sales **Date posted** 02/22/2022 Hillrom and Baxter have united, creating one of the worlds leading medical products companies. We are committed to our shared vision to transform healthcare. We're building on the legacy and strengths of two historically innovative and socially responsible companies thatwhen joined togethershould better serve our patients, customers and communities. This is an exciting time to join us as we begin a new chapter, together.
No matter your role at Baxter, your work makes a positive impact on people around the world. You can expect to work with caring people who value relationships. Our teams are strong and empowered because we value differences. This is where you can do your best work and thrive in an international environment. This is where you can belong.
As a Sales Consultant, you will drive the strategic sales of capital products within all Hillrom Surgical Solutions product categories (lights, booms, surgical tables, operating room integration, and partnership sales) within your given territories. In collaboration with clinical and specialty sales partners, you will develop and implement sales strategies that deliver comprehensive surgical suite solutions to the large integrated health system customers within the assigned territory. You will also establish and maintain strong business relationships and achieve high levels of customer satisfaction with both prospective and existing customers and ensure that required information is accessible within the customer relationship management system.
**This position is based in the Boston area and includes about 50% overnight travel.**
**ESSENTIAL DUTIES AND RESPONSIBILITIES** **:**
* Drive overall revenue attainment across assigned accounts: Develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned territory or account base to capture new accounts and enhance performance in existing accounts. Conduct negotiations with customers to finalize sales. Demonstrate an effective understanding of competitive action in the assigned territory and develop plans to address problem areas and customer needs. Achieve sales goals across all product categories.
* Demonstrate year-over-year backlog growth: Uncover greenfield opportunities and high-dollar renovations within your assigned territory. Ensure that Hillrom Surgical Solutions product portfolio is specified at all early stages to drive sales orders.
* Collaborate with internal sales and service partners to seamlessly serve shared accounts: Lead the efforts of sales specialists and services personnel to drive new sales as well as ongoing customer satisfaction. Maintain highly effective communications with specialty partners. Coordinate specialist and service resources involvement within assigned accounts. Provide local support for strategic Partnership Team initiatives across major IDNs.
* Coordinate customer sales support activities across assigned accounts: Lead customer business reviews, architectural drawing discussions, and equipment surveys. Coordinate Customer Experience Center and service Center visits, as appropriate.
* Ensure post-sales customer satisfaction and maximize perceived ROI: Maintain customer profiles as a matter of routine. Proactively conduct customer business reviews. Oversee the installation of new products after they are delivered to the customers. ensure the products have been installed properly, provide basic training and follow-up to ensure customers are satisfied and realizing the intended benefits of the partnership with all Hillrom. follow-up on customer complaints and out-of-box failures. Participate in service Center rental meetings.
* Maintain industry and product knowledge: stay abreast of current health care trends and technology.
* Be able to clearly articulate the economic benefit for the hospital, detailed functionality and benefit offering of each product line, how each product is best applied to meet emergent customer needs and the benefits products will provide to both the patient and caregivers.
* Information management: Accurately forecast accounts. Record activities and contacts within salesforce.com and ensure that all information remains current and provides enough detail to be useful.
* Travel as required to manage assigned territory and to attend regional/national meetings
* Bachelor's degree from a 4-year accredited university required
* Minimum 3 years of experience selling in the health care field or comparable related experience
* Durable medical equipment solutions selling preferred, OR integration experience a plus
* Proven history of consistent sales success
* Effective influencing skills ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers
* Strong analytical skills - able to effectively track sales activity, develop sales plans, understand local market and competitive trends and complete the analysis of sales deals
* Strong business acumen able to understand customer economic drivers, structure sales deals, reach pivotal agreements within the sales cycle
* Effective planning/organizational skills
* Excellent formal presentation skills
* Strong collaboration and communication skills
* Strong strategic thinker
* Adaptable and flexible
* Ability to push, pull and lift up to 50 lbs
The successful candidate for this job may be required to verify that he or she has been vaccinated against COVID-19, subject to reasonable accommodations for individuals with medical conditions or religious beliefs that prevent vaccination, and in accordance with applicable law.
Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.
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Email Alert for Sales Consultant, Capital Equipment - Boston, MA jobs in Boston, MA, United States
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