Associate Spine Consultant

Job Description

Associate Spine Consultant:

Medical device sales
(Spine Implants and Biologics)
current Orthopedic, Trauma, Spine, Biologics associates with experience preferred
College bachelors degree A MUST
Science degree a plus or degree of relevant experience
Operating Room/Hospital experience +
Outside Sales experience +
Compensation Dependent on Experience.

**This is a career position for Hardworking, Confident, Hunter type personalities**

Managing surgical instruments, implants and equipment between hospital accounts and set up/preparation of inventory for Surgical cases, observation of Surgical cases, and reorder/replenish products and instrumentation. Continual learning environment from day one.

Learn and develop the sales process and cover Surgical Cases for:

OrthoBiologics, Spine implants, and Orthopedic implants

Performance Expectation
Objective:

Achieve 100% of the business strategies as agreed upon with your manager prior to the starting of each quarter.
Methods:

Meet the standards as outlined below for: Business Planning, Time Management, Clinical Customer Visits, Economic Buyer Visits, Knowledge Development, Customer Education.

Measurement:

Achieve 100% of the territory strategic initiatives by the end of three out of four quarters and 100% of total forecast by year-end.

Business Planning Expectation Objective: Prospect, qualify and analyze territory sales opportunity to set realistic target customer goals in order to consistently meet the forecast. Create realistic and achievable quarterly sales forecasts in coordination with the Area Manager.

Methods:
• Build positive business, clinical and personal relationships with current customers and with competitors customers.
• Engage customers to prospect potential volume and qualify probability of current and future product sales.
• Identify closing probability of target customers by assessing each customers position in the sales cycle.
• Set quarterly target customer goals that lead to accomplishing the sales forecast for the quarter and long term.
Measurement:
Sales are closed within the territory as projected in order to achieve the forecast each period.

Time & Activity Management Expectation

Objective:

Make visits in order to sell current and new clinical and non-clinical customers so that the forecast is consistently achieved.
Methods:
• Allocate time each day for visiting potential current and unknown clinical and non-clinical customers to gather information and sell them on the advantages of partnering with bionix.
• Visit with decision-influencers to qualify the needs of decision-makers in all accounts.
• Prepare a weekly time allocation plan.
• Prior to each customer call, prepare call objectives and plans to advance each customer in the selling cycle.
• Track call activity and resultant progress toward quarterly goals. Adjust activity to ensure increasing success.
Measurement:

Percent of time spent each week: Visit current customers to maintain and expand. Activities with target customer lead to the accomplishment of forecast.

Knowledge Expectation Objective: Continually expand capability required to effectively represent current and future products and services to clinical and non-clinical customers. Methods:
• Actively engage in developing knowledge of: clinical and non-clinical customers, market, product/procedure and The Ten Techniques selling skills.
• Visit clinical and non-clinical customers in the territory to investigate their situations, issues and implications that may lead to the needs or our product and services.
• Actively investigate market conditions, competitive activity, and competitive product acceptance/rejection that may enhance business strategies.
• Routinely exchange market, customer, and industry intelligence with management and other sales associates.
Measurement: Anticipate and flex to market pressures in order to maintain forecast pace.

Customer Education & Relationships Expectation

Objective:

Increase the number of trusting partnerships with customers in territory.

Methods:
• Provide customer education programs per month in order to insure proper use of products.
• Offer services to customers that lead to increasing use of our products.
• Handle all complaints or product questions with a sense of urgency and to customer satisfaction.
• Insure customers see attendance during cases as added value.
• Treat everyone within the accounts as if they were our “only” customer.
Measurement: Consistently build an increasing number of trusting partnerships with clinical and non-clinical decision-makers and decision-influencers.

SALESPERSON ATTRIBUTES AND EXPECTATIONS

Methods:
• Exude enthusiasm with a smile and pleasantries during all customer visits in order to gain each customers attention.
• Gain understanding of each customers situation using open-ended questions to discover needs and implications for our products or services.
• Maintain control of selling conversations and focus on leading customers to recognizing needs for our products or services.
• Demonstrate product features and benefits that are relevant to each customers needs and provide proof of the benefits.
• Anticipate customer objections and plan to listen, clarify and empathize in order to provide realistic resolutions.
• Use images, stories and third party references to validate product and service advantages.
• Negotiate contracts with win/win goals for all parties.
• Close by asking for each customer to take action.
• Measure progress against the call plan for each visit and make adjustments for the next call.
Measurement:

Customer visits result in consistently advancing selling cycles and achieving the quarterly sales forecast.
Surgical Case Coverage Expectation Objective:

Attend surgical procedures to insure satisfactory use of our products and to recognize potential opportunities to satisfy additional needs of existing and potential customers.

Methods:
• Offer to attend cases upon initial product use and during cases where assistance may be worthwhile to the customers.
• Prepare customers for each case to insure trouble free product/instrumentation use and optimum patient outcomes.
• Support the surgical team with logistical help as requested.
• Recognize the value of the opportunity of being an invited guest in surgery.
• Provide guidance to the surgical team relevant to product/instrumentation use as required for proper use.
• Observe unmet needs for which we have solutions and make timely recommendations to the surgical team.
• Upon successful case completion, reinforce benefits of the products used and offer assistance with additional solutions as required.