Specialty Physician Sales Representative Midwest Territory

Overview

The Specialty Physician Sales Representative (SPR) is responsible for driving direct sales to maximize orders and revenue growth in the outpatient cardiology, orthopedic, vascular, urology, gastroenterology, and neurology markets. The SPR is responsible for achieving full market coverage and visibility, including all prospecting and funnel building. The SPR is responsible for the quarterly and annual attainment of Orders targets for their assigned geography and account base.

The SPR will partner with their Regional Modality Leader (RML) counterparts to complete customer presentations and clinical site visits, prepare quotations, and close orders.

The SPR will promote the sale of GE Health Care imaging products and solutions for cardiology (cardiac CT angiography, cardiac SPECT), orthopedics (, orthopedic radiography), vascular (CT angiography), urology (CT imaging of kidney ureter bladder, KUB), gastroenterology (virtual colonoscopy, abdomen/pelvis CT)

• Own achievement of SPR Orders Operating Plan, making necessary territory plans and adjustments to attain or exceed plan
• Maintain working knowledge of key GEHC product features, benefits, value propositions, and selling strategies for the assigned modalities/product configurations and specialty areas
• Implement in-person and virtual prospecting strategies to improve funnel health including prospecting to build sufficient funnel
• Work closely with Virtual Sales team to help maximize coverage and visibility
• Manage the health of the sales funnel using Salesforce reports, Quantum, and other tools and reports
• Develop, build and cultivate relationships with key management and clinical stakeholders within the assigned customer accounts
• Coordinate and support customer presentations and clinical site visits together with RML
• Provide SP Sales Manager (SPM) with real time territory and sales opportunity information utilizing Salesforce and other tools
• Forecast accurately monthly and quarterly
• Foster a collaborative relationship with Vaso Account Managers and other GE Health Care Sales Representatives, RMLs, Customer Service, Financial Services, to support territory success
• Understand key business drivers for each specialty physician type
• Use prior experience and on-the-job training to solve tasks; leverage technical skills and analytic thinking required to solve problems and use multiple internal resources to arrive at decisions
• Explain complex information in straightforward fashion

• Must be willing and able to travel extensively throughout assigned region to maintain a high level of visibility at customer sites. Territory encompasses multiple states; a combination of driving and air travel will be required; travel greater than 50%. SPR shall reside less than an hour drive from major airport.
• Excellent prospecting skills using a variety of means including cold-calling and e-prospecting
• Excellent communication skills (written and oral)
• Excellent planning and organizational skills
• Must be able to make presentations, develop proposals and price quotations for a variety of healthcare professionals
• Must have financial selling skills and the ability to develop and implement a sales strategy
• Must be able to act as the primary contact for customers during contract negotiations, marketing information requests, demand analysis, and clinical discussions
• Must be able to successfully balance conflicting priorities, influence and manage cross-functional teams and processes
• Must attend all training and meetings provided by the company (both virtual and in person)
• Must maintain all Customer Relationship Management data systems continuously with accurate rolling five month forecast and rolling three year or greater funnel information for all new and existing customers in assigned territory

• Bachelor’s Degree or equivalent experience preferably in Business Management, Sales, Marketing, and/or Leadership.
• 2-5 years of capital sales experience, preferably in cardiology, orthopedics or other specialty physician market, or in other capital equipment space (e.g. office equipment or hospital beds)

• Medical, Dental, and Vision Insurance
• Participation in company 401K program
• Disability & Life Insurance Options
• Paid Vacation and Holidays
• Company car