Sales Representative, Trauma and Emergency Medicine-Virginia; West

Position Summary

The focus of the Sales Representative, Trauma and Emergency Medicine, is making connections with clinicians and economic buyers. The work involves driving toward results by managing relationships and serving as the key point of contact with emergency medicine physicians, trauma surgeons, interventionalists, nurses, and paramedics in the O.R. and acute care hospital from initial lead outreach to order fulfilment of Teleflex’s portfolio of emergency medicine products. The selling portfolio includes our life-saving Arrow® EZ-IO® Intraosseous Vascular Access System and QuikClot®, QuickClot Control+®. 

While the job requires strong initiative and self-direction, results are only achieved with and through people. The ability to understand, quickly react and motivate others, along with knowledge and skill in how to successfully influence and persuade others is a critical key to success. The job requires a high degree of selling and managing multiple priorities. Initiating projects and processes beyond established Teleflex practices will often require training and developing others, and enlisting their support by using a “selling” vs. “telling” communication style. The job environment is dynamic and changing, fast paced and results oriented. 
 

Principal Responsibilities

•    Prospect and execute against new business opportunities to exceed revenue targets.
•    Manage multiple priorities by developing and maintaining a detailed, strategic, and actionable territory business plan.
•    Grow overall market share and increase utilization among existing accounts, while securing new users within the geography.
•    Exceed territory sales quota through Intense pursuit of attaining achievable goals, regardless of obstacles or circumstances.
•    Ensure assigned revenue and profitability goals through effective organizational and time management skills.
•    Lead the conversation and display customer advocacy. Create strong, productive customer relationships based on trust with a commitment to customer satisfaction and develop Key Opinion Leaders. 
•    Build champions and navigate the VAC process to effect clinical preference practices.  
•    Taking disruptive technology from no share to full share.
•    Demonstrate excellent interpersonal communication skills, to include superb presentation skills and a proven ability to influence cross functional teams without formal authority. Work collaboratively with leadership to drive contracting success in territory.
•    Demonstrate superior product, clinical and market understanding. 
•    Fluent in all company product indications and applications with strong clinical and technical acumen.  Maintain competency level in all assessments.
•    Teach the safe and efficacious use of all Teleflex emergency medicine products via customer training, product in services, skills day, or trade shows.
•    Understand competitors’ technology and strategy and successfully navigate competitive conversations with customers.
•    Strong foundation in healthcare economics, knowledge of GPOs and IDNs and understanding of corporate and healthcare contracting process.  
•    Actively use Saleforce.com and Power BI platform of tools and pivots to develop and maintain in-depth account profiles, build and manage robust pipeline and forecast accurately.  Ability to analytically assess the business and make informed decisions to effectively manage and grow territory sales.
•    Ensure compliance to Teleflex’s Code of Ethics, Core Values, and all company policies, rules, procedures, and housekeeping standards.
•    Submit all expense reports and required reporting in a timely manner.
•    Establish and maintain all credentials (via RepTrax, Vendormate, etc.) to enter and work in hospital and other medical facilities as required by facility requirements.
 

Education / Experience Requirements

•    Bachelor’s degree preferred or 8+ years’ of experience of prior medical device sales experience is expected, with a demonstrated track record of success.
•    A minimum of four years prior medical device sales experience is expected, with a demonstrated track record of success.
•    Operating room, trauma and emergency medicine experience is ideal plus background successfully selling disruptive technology and growing market share.
 

Specialized Skills / Other Requirements

•    Carry detail bag weighing up to 20 lbs. and lift equipment weighing up to 30 lbs.
•    Stand or walk for 6 - 10 hours per day, up to five (5) days per week
•    Proficiency with computer technology and Microsoft Office suite (Word, Excel, PowerPoint, Teams)
•    Clean driving license
•    Hunter mentality, self-directed, able to work independently and collaboratively to handle multiple projects concurrently in a fast-paced high growth environment.
•    Exhibits strong teamwork, change management, emotional intelligence, and resiliency.

TRAVEL REQUIRED: 25-50% dictated by customer needs 
•    Establish and maintain all credentials (via RepTrax, Vendormate, etc.) to enter and work in hospital and other medical facilities as required by facility requirements.
 

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