Medical Sales Representative, UK/Ireland in London

Stratasys is a world leader in 3D printing, leading the global shift to additive manufacturing with innovative 3D printing solutions for industries such as aerospace, automotive, consumer products and healthcare. Through smart and connected 3D printers, polymer materials, a software ecosystem, and parts on demand, Stratasys solutions deliver competitive advantages at every stage in the product value chain.

The position summary: You will lead the development of relationships and business plans with medical customers that define their value to patients, clinicians, and medical device companies to maximize the commercial opportunity for Stratasys.

In this role, based in the UK, you will focus on developing influential and partner-based relationships with Medical OEMs, influencers and decision makers involved in furthering the adoption and utilization of 3D Printing. You will work with industry-leading medical companies, our marketing team and other personnel to support the development of applications that utilize Stratasys solutions to produce a positive clinical, patient and financial return for our current and future medical customers.

You will work with reseller partners and Stratasys leaders to propagate these solutions across a broader range of medical customers with the goal of driving commercial success and engagement. Succeeding in this role will require a self-starter who is excited about the impact that AM can have within the medical industry, has a strong medical network and understands how to sell into medical device companies/hospitals, and can help develop the market for our solutions in this space through managing the entire sales and application engineering process.

What you will be doing:

• Sales: Working directly within targeted geography to develop and drive innovative solutions that are best achieved using Stratasys equipment, solutions and services.
• Educating, coaching and supporting our reseller partners in furthering and closing medical-based opportunities.
• Working within the assigned territory to build and close an opportunity pipeline that exceeds quota.
• Utilising key customer planning, leading indicators and Salesforce.com to ensure visibility and predictability of closure and revenue.

Customer Success:

• Help to define “Customer Success” for core use cases and customer types and work cross-functionally to support the construction of tools, processes, solutions, deliverables and execution plans necessary to achieve.
• Consistently engage with customers to identify new applications within the Healthcare & Consumer BU and to develop business cases to support their adoption.
• Manage the medical application engineers as they engage with customers to ensure a positive customer experience.
• Consistently earn and grow target customer loyalty to achieve and maintain strong partner relationships which our customers believe maximises the value Additive Manufacturing can deliver within their business.

Other duties:

• Support our Product and Marketing organisations to understand “Voice of Customer” on a consistent basis to ensure that our product enhancements and future releases will lead our customers and prospective customers to business impacts of clear and quantifiable value.
• Represent Stratasys as our “experts” in medical OEM solutions by understanding the market requirements and opportunities, our solutions and roadmap and being able to represent us as leaders at tradeshows and events in both presentation and small group capacities.
• Understand competitive solutions and our key advantages as perceived by targeted customers and regularly communicate such to our Product and Marketing organisations to influence our development roadmap.
• Demonstrate commitment to Stratasys Core Values by leading, acting and behaving in a manner consistent with these values.
• Follow all company safety policies and procedures and attend all safety trainings related to the job.
• Supporting medical tradeshows and events.
• Working closely with Marketing to develop effective sales enablement tools that can be used effectively by our reseller network.
• Supporting and engaging in our COEs to maximise their impact and influence (e.g., connecting opportunities with COE personnel, driving attendance at open houses/events).

Must have for this role:

• 4-year degree or equivalent experience, MBA a plus.
• 5+ years of medical/sales/business development experience with a preference for medical OEMs with a distinct understanding of how to earn internal and external team support.
• Demonstrated success in growing strategic customer relationships that result in supporting application/product development and commercial success.
• Demonstrated history of a strong drive for results, customer focus, and commitment to quality and timely outcomes.
• Demonstrated success of working with product and marketing teams to define innovative market and customer opportunities and of supporting their launch in a manner that creates anticipation and demand.
• Ability to work well with others at all levels.

Nice to have:

• Experience working with or selling additive manufacturing (3D Printing) equipment or services.
• Experience with segmentation software/solutions.
• Experience with Quality Management Systems in the regulated medical industry.
• Experience selling capital equipment into Medical OEMs.

Physical/Environmental Requirements:

• Works from home office. Specific work schedule is coordinated with direct supervisor.
• Travel requirement: ~ 50%.