Business Development Sales Representative

Department: Sales
Work type: Full time – Permanent
FLSA classification: Exempt
Hours: 9am-5PM with additional travel requirements
Travel Requirements: Travel is expected to average at least 50% and some months may be 75%+
Location: Local to major airport
Reports to: Head of US Outside Sales

In this sales position, the Business Development Sales Representative is responsible for finding, developing, and optimizing relationships with purchasing organizations and/or partners for the purpose of significantly growing referrals for home system sales. Achieving sales targets will be critical. Dependent upon the needs of the organization, this representative would be responsible for sales performance wherever the organization needs it.

Key Responsibilities

• Maintains a strong and collaborative working relationship with their respective counterparts in the sales organization and across the company.
• Establishes and maintains strong working relationships with and between customer key decision makers (PTs, OTs, Therapy Managers & Directors, Physiatrists, Neurologists, Other Medical Professionals and C Suite personnel).
• Consistent and productive communication with patients and clinicians and partner organizations.
• Executes quarterly engagement plan in coordination with their respective sales counterparts.
• Participates in weekly outside and inside sales team calls and bi-monthly sales team conference calls as well as marketing and general business development meetings.
• Accountability to supervisor for key reports, daily sales call log notes, and expense reporting.
• Works cross functionally in a positive manner with Technical, Clinical Support, Service, Sales Operations, Marketing, and other key personnel within the organization.

Sales Responsibilities

• Ensures high purchasing organization and/or partner engagement to achieve annual sales revenue and referral numbers.
• Grow patient referrals by building clinic competence and awareness of RTI resources and home referral program and develop / implement approaches that activate the broad ATP (Assistive Technology Professionals) network across the USA to generate next-level numbers of sales referrals.
• Keeps abreast of relevant Scientific publications, RTI product enhancements, partner organization activities, and clinical experience/knowledge.
• Ability to also do (or fill in for) other outside sales positions if needed.
• Performs cold calling to strategically build key relationships and engagement of external organizations / partners to expand home sales and clinic base that can be leveraged to maximize home referrals and sales.
• Executes sales and marketing initiatives and other identified programs and partner agreements; including the management of partner agreements once they are in place.
• Performs clinic, partner, consumer, and external presentations in person or remotely dependent upon the need, and implements clinical training programs as needed to engage ATP’s and partners to grow referrals.
• Attends trade shows and peer support groups and training sessions or other meetings as needed to achieve goals.
• Negotiates agreements and implements elements needed to achieve results through purchasing organizations, and partnerships, which can include things like implementing CE credits for ATPs and designing and implementing clinical or other training, or other engagement tools as needed.

Business Management & Administration

• Submits quarterly territory plan to Head of Outside Sales.
• Perform monthly referral analysis for existing engagements and reports on one-on-one calls to their respective supervisor.
  Complete weekly one on one calls with the respective sales counterpart.
• Develop and implement KPI’s and dashboards to drive business reviews with partners and purchasing organizations, etc for sales results.
• Manages and operates within approved expense budget.
• Ensures that all sales activities within assigned engagement are conducted to the highest ethical standards and in a manner that is fully compliant with Company policy (including QOP-72-01) and laws and regulations.
• Administrative tasks to include timely reporting, data entry (CRM, Expenses to include self and outside sales, Monthly Reports) and forecasting.
• Conducts referral reviews and other presentations to customers as needed.
• Works closely with Executive team and CEO as needed to manage high level customer relationships and to implement corporate growth initiatives.

Qualifications

• 10+ years of medical device sales experience and/or relevant sales experience
• Proven track record of success in sales positions and engaging partnerships with large external organizations
• Experience negotiating agreements with C-level individuals
• Willingness and enthusiastic to travel as needed to achieve goals, a “Road Warrior”
• Strong business acumen and strong clinical credentials that demonstrate the ability to develop and implement training content
• A self-starter, capable of delivering results in a fast-paced environment
• Ability to work as a team player and work cross collaboratively with multiple departments
• Experience working both with clinicians and patients
• Ability to develop in-depth clinical knowledge about products and services
• BA or BS is highly preferred

Limitations and Disclaimer

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform other job-related duties requested by their supervisor in compliance with Federal and State Laws.

Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently.

Continued employment remains on an “at-will” basis. This job description in no way creates an implied contract.

All job requirements are subject to possible modification to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves or other employees.