Integra LifeSciences

Sales Representative

Vacancy ID
2017-22435
IE-Dublin
Position Type
Regular Full-Time
Category
Sales

Overview

Integra LifeSciences, a world leader in medical technology, is dedicated to limiting uncertainty for surgeons, so they can concentrate on providing the best patient care. Integra offers innovative solutions in orthopedic extremity surgery, neurosurgery, reconstructive and general surgery, and regenerative wound care.  Founded in 1989 Integra is headquartered in Plainsboro, New Jersey and has nearly 4,000 employees worldwide. Integra's common stock is listed on The NASDAQ Stock Market under the symbol "IART."

 

Integra LifeSciences has entered into an acquisition agreement of Codman Neurosurgery. This transformational acquisition creates compelling value for our shareholders, employees and patients, and enhances our global position in neurosurgery by adding a complementary product portfolio and the world-recognized Codman brand. This expansion position is open as a result of this exciting acquisition.

Responsibilities

Sales Representative's primary responsibility is to achieve or exceed defined territory sales revenue targets through strategic territory planning, relationship building, sales and clinical expertise. 

 

This position requires the following skills and experience:

  • This will involve driving growth through new business start-up and expansion in hospitals, departments and clinics, by new account targeting and conversion.
  • Selling and demonstrating products and technology to Consultant Surgeons in the Operating Room (OR)
  • High levels of persuasion and the ability to quickly build up trust and credibility at the Consultant Surgeon level through product, procedural and clinical knowledge
  • To discuss and agree with the Consultant Surgeon(s) individual patient-based solutions
  • Practical support of surgeons and nurses in the Operating Room and in post-surgery departments
  • The ability to absorb complex scientific and clinical information and to impart this knowledge credibly to the clinician
  • Consultative Selling
  • Premium priced product selling through value added solutions
  • Evidence–based medicine selling
  • A tangible passion and ethos for successful patient outcomes

 

 

The customer base includes Consultant Surgeons and their surgeon teams, specialised Nursing staff, OR Management, Budget Holders, Finance departments, Procurement, Pharmacists, etc.

 

The hospital account base includes University Hospitals, District General Hospitals, Private Hospital Groups.

 

The hospital departments include General Surgery, Colorectal Surgery, Oncological Surgery, Plastic Surgery, Trauma, Hepato-Biliary Surgery, Vascular Surgery, etc, depending on the specified country.

 

All hospital departments involve clinician meetings in the Operating Room, and may include Intensive Care, Post-operative surgery ward and clinics, etc.

 

SELLING ACTIVITY:

 

  • Truly know and manage the assigned territory; business, hospitals and customers
  • Take ownership of the territory business and ensure its results
  • Accurate weekly/monthly forecasting of planned business as requested by management
  • Identification of sales prospects and new account potential (new hospital, surgeon or department)
  • Establish a revenue flow by identifying and closing new opportunities
  • Being a ‘Consultant to the Consultant’ (Consultative selling)
  • Strong relationship building and being viewed as a valuable team member by the hospital team
  • Strong intra-operative and post-operative clinician support
  • Value added selling
  • Evidence–based selling

 

TERRITORY, REPORTING & COLLABORATION:

 

  • Reporting to the National Sales Manager
  • Coordination with the team and other departments within Integra to ensure customer satisfaction to achieve country and corporate financial and qualitative goals
  • Other departments include Sales Administration, Customer Service and tenders, Account Receivables, Sales Statistics, Marketing, Compliance, Regulatory, Quality, Legal, CRM process management, training department, consignment team and other UK and EMEA sales teams

 

GENERAL DUTIES

 

  • Development of a written strategic business plan for forecasting and targeting key accounts in first 3 months
  • Prepare quarterly action plans with weekly updates
  • Reach sales and market share objectives as defined by regional manager and senior management
  • Analysis of sales territory opportunities and growth potential by using market databases in order to identify prospective customers
  • Targeting and development of new account opportunities
  • Identification of all personnel in the decision making process
  • Analysis of sales performance using daily sales reports
  • Price negotiation with customers within available pricing parameters
  • Attend and actively participate in compulsory company training courses. Achieve satisfactory test results
  • Apply the Integra selling skills sales process as defined   

Reporting:

  • Provide reports to Manager on time, e.g. account performance, implemented action plans, objectives
  • Identify and report back to manager:
    • Product/market improvements
    • Competitor activity and threat
    • New product market information and entry
    • Market Feedback, e.g. changes in clinical practice, surgical techniques, etc.
    • Macro-economic changes and economic or purchasing changes within individual hospitals
    • Perform sales administrative duties in a timely manner and as defined by management
    • Submit monthly expenses accurately and on time
    • Maintain accurate account files relating to visits, contacts, opportunities and forecasts by using the CRM tool
    • Provide feedback as requested to Marketing Department
    • Identify and solve customers’ concerns: report complaints to quality within the corporate guidelines

Qualifications

The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.

  • Bachelor’s Degree or an equivalent combination of education and/or experience is required; business or science-related degree preferred 
  • Minimum two years’ experience in Medical Device Sales 
  • Sales and clinical experience in Operating Room essential 
  • Highly competitive with a strong track record of sales success 
  • Strong negotiation and selling skills 
  • Excellent analytical, written and verbal skills. 
  • Confidence to communicate effectively with Consultant Surgeons, clinicians and hospital personnel 
  • Interpersonal and political savvy within hospital setting 
  • Proven track record of developing sales, planning, execution and strong year on year sales growth 
  • Team player 
  • Physically capable of standing for long hours in the Operating Room during cases 
  • Must possess a valid driver’s license

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