Sales Representative II - Energy São Paulo

POSITION DESCRIPTION:

This position has the responsibility and authority to develop and market medical devices based on a patented platform technology that is transforming current surgical procedures. Medtronic Advanced Energy (MAE) technology combines a conductive fluid, infused at the point of tissue contact, with radio-frequency energy to seal tissue. Due to company growth, new expansion plans, and new product, the company wants to strengthen its sales organization. The advanced Energy Sales Specialist will be responsible for creating an effective sales presence in his/her area, learning the product line and its applications under different environments, following-up on leads with a multi-prong contact approach, achieving sales targets, and utilizing the Medtronic Sales process for each class of customers. The key emphasis during the first year will be to open new accounts, maintain any existing business and grow overall business > $200k. This position reports to the Regional Sales Manager. There are no direct reports to this position although, the person will have interface with members of a corporate team consisting of marketing, engineering, clinical, and management. A primary role of these teams is to help in the successful development and/or launching of new products. Secondary, is to help the representative grow the business.

 POSITION RESPONSIBILITIES:

Learn the Product Line: During the first month meet with all key personnel to learn all aspects of the technology. Complete all modules in Medtronic Advanced Energy’s on-line training and attend home-officer training program to learn all aspects of the technology/product line: Address technical aspects, specific industry applications, selling process, pricing, and score at least 90% or better on comprehensive test. Attend procedure(s) with designated Medtronic Advanced Energy’s representative before training. Be in a position to present the technology, in the Operating Room or office setting, within 45 days.

Implement Key Account Program: Identify the major new and existing accounts in the territory. Review the selling process by account. Include the identification of major target accounts, determine the sales team and staff support needs, assess need for the addition of new selling programs and processes, conduct competitive analysis, and implement the plan of action. This should be available within 60 days for review between you and your RBD:

o Prioritize the territory within 30 days;

o Profile four of the top 10 accounts in the first 30 days; and,

o Develop account plans for profiled accounts in 45 days.

Achieve Sales Targets and Quotas: In the first 45 days, conduct a complete review of the territory’s sales plans and current tactics. Quickly identify the key voids and develop new programs to meet the company’s aggressive sales plans to increase market share:

Open one new account with a stocking order within 90 days; and,

Meet or exceed your quarterly revenue target within 180 days.

Keep Current With Administrative Task: Sales Management requires several ongoing tasks to help ensure success of the business. The successful Advanced Energy Sales Specialist will provide the Regional Sales Manager timely:

90-day rolling forecast every thirty days. Provide information by account in unit volume.Forecast is used to project manufacture resource needs and future business strength;

Expense reports bimonthly;

Quarterly business objectives and periodic updated account plan: per Regional Sales Manager instruction; and,

Team sharing successful tactics, tough objections and product issues.

Jointly develop a team strategy –this includes marketing, clinical, education and management-- that involves being actively engaged in helping the organization succeed while exercising independent, critical judgment of goals, tasks and methods:

Share and exchange information with team; particularly critical when sharing successful tactics, tough objections and product issues; and,

Commit to and build trust that binds the team to take on and complete substantial initiatives.

Develop Account Relationships: Within 2 quarters arrange and conduct educational in-services in top four accounts. Conduct Technical Symposium(s) in top four accounts within 2 quarters. Create relationships with all clinical and administrative personnel in key accounts. Identify opportunity to introduce Medtronic Advanced Energy’s executive management to major accounts.

Responsible for executing an innovative marketing strategy using the Internet as the cornerstone of demand generation and education.

All activities must be performed in compliance with the Quality System.

Performs duties in compliance with environmental, health and safety related site rules, policies or governmental regulations.

All other duties as assigned.

BASIC QUALIFICATIONS:

Familiarity with general surgery.

The candidate should have exposure to selling medical devices, using a concept selling process, to a customer base consisting of surgeons.

The person selected should have a record of accomplishment of building and managing strong sales, introducing new marketing programs, managing costs, budgeting, developing sales forecasting methods, improving margins, and increasing revenue.