Beds and Therapeutic Surfaces Sales Specialist

Position Summary

The Beds and Therapeutic Surfaces Sales Specialist is responsible for driving strategic sales initiatives in an assigned territory – to include identifying, qualifying, and closing new business bookings opportunities. The BTS Specialist is accountable for designing and executing a territory plan centered around Agiliti Specialty Equipment Solutions as part of the Equipment Value Management framework. This includes rentals, on-site managed programs, and clinical engineering services for fall prevention, skin injury prevention, bariatric safety, early mobility, and patient handling equipment.

Primary Objectives and Responsibilities

Time and Territory Management

• Understands strategic position in industry and territory.
• Establishes long term goals in territory and can develop annual and quarterly goals that create a clear pathway to achieving the long-term goals.
• Manages time and resources to ensure that work is completed efficiently and on schedule.
• Embraces Customer Relationship Management tools to effectively manage sales territory and execute sales objectives.
• Demonstrates a working knowledge of the specific markets (Including Acute Care, Long-term Care etc.)
• Effectively leverages local Territory Executives and cross functional subject area experts to execute on growth strategies within assigned territory.

Customer Aligned Sales Process

• Adapts to customer needs and buying process; adjusts messaging and sales process accordingly.
• Conveys information to customers in a clear, compelling way that will positively affect their thoughts and actions.
• Identifies, qualifies, and closes business opportunities in assigned territory and demonstrates an ability to strategically assess and approach a territory to optimize and execute a sales plan.
• Keeps customer commitments, resolves customer problems, and exceeds customer expectations.
• Effectively manages internal sales process by leveraging appropriate resources (Territory Executives, Operations Counterparts, and Corporate Resources.)
• Conducts business reviews with customers.
• Manages external customer relationships (hospital administration, management, and clinicians responsible for patient programs) through regularly calling on client locations.

Insight Selling Methodology

• Translates the benefits of solutions, products, and services to customers involved in the decision-making process based on understanding of their individual needs and/or business problems to solve.
• Possesses an in-depth understanding of customer needs and challenges to effectively deliver insights during each customer interaction.

Equipment Value Management

• Articulates how the EVM framework drives meaningful improvements to equipment workflows within hospitals while simultaneously improving quality, reducing costs, and elevating patient experiences.
• Stays current on all Agiliti’s service offerings and sales trainings.

Qualifications

• BS/BA degree required; focus in clinical discipline preferred.
• Specialty equipment (patient handling, wound care, bariatric, etc.) sales experience.
• 2+ years healthcare sales or related experience required.
• Experience working in a team-based selling environment preferred.
• Previous experience selling services is preferred.
• Must be available to travel up to 60%.
• Must hold a current, valid, and unrestricted driver’s license.
• Must have a safe driving record based on Agiliti policies.

Knowledge, Skills, and Abilities

• Has the focus, persistence, positive outlook, and discipline to meet the personal demands of a sales role.
• Anticipates problems or opportunities and takes immediate action to address them.
• Follows through on commitments and agreements.
• Sets challenging personal and business goals and demonstrates tenacity toward achieving those goals.
• Communicates effectively, both written and verbally, to internal and external partners.
• Sets high standards of performance, quality, and accountability for self and others.
• Guides by example.
• Professionally presents and conveys our services using the Challenger Sales methodology, utilizing available tools such as whiteboarding and virtual meetings when applicable.
• Builds strong cross-functional internal relationships.
• Comprehends and understands Sales Incentive Plan, budget, and District Profits & Losses.
• Speaks competently about all clinical equipment found in hospital environments as well as solid comprehension of hospital finance, reimbursement, regulatory, and safety practices.