Sales Representative, Anesthesia-Columbus/Cleveland

Position Summary

The focus of this Cleveland and Columbus, OH based Sales Representative, Anesthesia, is making connections with anesthesiologists, Certified Registered Nurse Anesthetist’s (CRNA’s), other members of the anesthesia team and various health care professionals in operating rooms, surgical centers, as well as hospital administration and procurement teams. The work involves driving toward results by managing relationships and serving as the key point of contact in acute care accounts from initial lead outreach to order fulfilment of Teleflex’s portfolio of Anesthesia products. The selling portfolio includes our market-leading brands and include LMA®, Rusch®, Arrow®, and Hudson RCI®. 
 
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’ experience of prior medical device sales experience is expected, with a demonstrated track record of success. 
•    Prior sales experience would ideally include medical device sales experience selling to hospital, surgical centers and clinics.  In absence of medical device sales experience, transferable skills could include independently and successfully selling a broad base of technical products, B-2-B, and/or financial or complex services to a highly professional client base in a broad geography.  Such prior experience would need to be at a demonstrated level sufficient to offset for the absence of key medical device sales of a “big bag” (or product mix) that is sold, with related interface to clinicians. 
•    Prior skills and/or core competencies for this position include: 
o    Results orientation 
o    Customer advocacy and experience focus 
o    Product, clinical market understanding 
o    Planning and organization 
o    Flexibility and adaptability

Specialized Skills / Other Requirements

Must be able to demonstrate success in prior sales positions 
•    Carry detail bag weighing up to 20 pounds 
•    Lift equipment weighing up to 30 pounds 
•    Be standing or walking in numerous hospitals or at meetings for 6-10 hours per day, up to five days per week. 
•    Ability to effectively communicate both verbally and through writing with a variety of call points in anesthesia / acute care / gastro and other suites where anesthesia / intubation are routinely managed. 
•    Forming clinical knowledge  
•    Strong analytical skills and a sound business acumen  
•    Gaining competence to have impactful conversations with clinicians and value analysis team members regarding products, procedures and industry trends

TRAVEL REQUIRED: 60-70%

 
The pay range for this position at commencement of employment is expected to be between $75,000-$155,000 (inclusive of commissions) however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.  Commissions will also vary depending on individual performance.  The total compensation package for this position will also include benefits such as medical, prescription drug, dental and vision insurance, flexible spending accounts, participation in 401(k) savings plan, and various paid time off benefits, such as PTO, short- and long-term disability and parental leave, dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
 
If hired, employee will be in an “at-will position,” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.