PCS Product Sales Specialist - Accessories and Service - Northern England

The Sales Specialist is the Clinical & Technical Sales expert for Service Sales and Accessories and is expected to differentiate these offerings conveying compelling value propositions. This role will establish & develop strong relationships with departmental, clinical and technical decision makers in their assigned accounts and provide ongoing account support.

Essential Responsibilities:

• Grow Service Contract, non-Contract, Spare Parts and Accessories revenue within defined territory.
• Achievement of the Quarterly & Annual Operating Plan in terms of financial performance and qualitative objectives.
• Customer contact for all inquiries relating to Service Contracts, out of contract, spare parts, technical training & clinical trials where appropriate.
• Work closely with Line Manager, Field Engineers, Sales Account Managers, Equipment Sales Specialists & Product Managers.

Product Clinical and Technical Expertise:

• Establish and maintain up to date advanced product/solution expertise & capacity to explain & demo a specific technology in terms which are relevant and beneficial to customers to gain a clinical and commercial advantage.
• Responsible for all clinical & technical aspects of the sales process (wing to wing) from inquiry to installation sign off.
• Own & develop the contract landscape on territory ensuring ongoing customer satisfaction and renewals.
• Partner with Biomedical customers to drive out of contract sales and explore new customized product offerings to customer requirements.
• Own product issue resolution in terms of customer satisfaction.
• Build and maintain an in-depth knowledge of competitor product/offerings, USP’s and sales arguments.
• Develop & use a deep clinical & technical expertise to differentiate our solutions.
• Understand the customers changing clinical, technical & operational issues & needs and position GE solutions accordingly (Service & Accessories).
• Understand and leverage ‘total cost of ownership’ detail & clinical papers to gain competitive advantage/enhance relationships and drive growth.

Sales Expertise:

• Establish & develop strong relationship with departmental technical & clinical decision makers in their assigned accounts and provide ongoing account support, partnership & intimacy.
• Work in partnership with the regional Sales team to create viable product configurations which meet customer needs effectively & efficiently.
• Differentiate our products during the sales process, effectively using GE resources and product promotional materials & clinical papers to actively support the customer through their decision-making process towards a successful outcome for GEHC.

Product Evaluation (Trial) Management:

• Own and manage “Wing-to-Wing” clinical & technical product evaluations.
• Support in the development and presentation of total solution proposals and respond to customers clinical/technical questions.
• Deliver and own post sales clinical training along with documented training records.

Relationship Management:

• Establish & maintain strong clinical & technical relationships with customer decision makers and influencers and provide ongoing installed base support, growing customer satisfaction and brand loyalty through regular visits/interaction.
• Identify, develop and manage strategic customers/KOL relationships.
• Establish strong relationships & work closely with GE staff to ensure ongoing customer intimacy & sales opportunities are maximized.

Qualifications:

• Experience in EBME, Medical Engineering, a Clinical or equivalent environment, medical, healthcare or technical field (e.g. Biomedical Engineering). Medical Sales in other clinical areas.
• Excellent product & sector knowledge.
• Strong product demonstration experience in a complex sales environment involving multiple decision makers/influencers.
• Proven Customer acumen and relationship building skills in a healthcare environment.
• Ability to energize, develop & build rapport at all levels within an organisation.
• Demonstrate horizontal teamwork.
• Ability to analyse complex customer data & develop & communicate clinically and technically sound sales solutions.
• Strong written, verbal communication & clear-thinking skills with the ability to synthesize complex issues into simple messages.
• Excellent interpersonal, teaching and presentation skills.
• Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously.
• Good understanding of general business acumen in the healthcare market.
• Understanding and demonstration of core/fundamental sales skills.
• Ability to interface with both internal team members and external customers as part of solutions based sales approach.
• Proficient PC user (Excel/Word/PowerPoint & other IT tools, etc).
• Enthusiastic with a positive can-do attitude.
• Able to work individually and as part of a remote team (vertically & horizontally).