Capnography Sales Specialist
Danaher Corporation
Summary
The Capnography Sales Specialist is responsible for selling Masimo's Capnography Portfolio with an emphasis on Procedural Sedation and hospital-wide conversions, being collaborative, clinically curious, and solution focused, with a passion for improving patient outcomes and driving value for our customers. Serves as a proactive member of the sales team that collaborates with the Acute Team and facilitates securing new business and growing existing business in their assigned territory. Assists Account Managers in assigned tasks in order to obtain new sales and renew existing contracts. This position reports to the Regional Vice President, Sales and is part of the New England Sales team working remotely to cover New England.
Job description
In this role, you will have the opportunity to:
- Utilize Masimo's established sales process to convert competitive accounts to Masimo technology.
- Utilize Salesforce.com to track all opportunities and update on a weekly basis at a minimum.
- Conduct and assist clinical specialists with Capnography Assessments as part of the sales process.
- Conduct Presentations that discuss Masimo's value proposition.
- Drive to conclusion Masimo Capnography (Procedural Sedation) True Incremental agreements for both new conversions and renewing existing contracts.
- Drive capital products sales in assigned Masimo territory for Capnography.
- Actively articulate information in clinical studies regarding Masimo technologies.
- Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients' outcomes of Masimo's Capnography solutions.
- Collaborate with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provide critical information to marketing and upper management including market trends and competitive activity.
- Maintain and hone high level strategic and tactical selling skills and seek to self-improve and implement selling best practices.
- Organize and conduct user seminars on the compelling needs and benefits of Masimo's solutions.
- Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, and list of sales opportunities with a realistic sales forecast data.
- Coordinate clinical evaluations of Masimo's Capnography technologies to establish vocal, credible clinical champions (VCCCs).
- Responsible for conducting annual business reviews with current customers and internal stakeholders.
- Perform other duties and projects as requested.
The essential requirements of the job include:
- 2+ years of successful Hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
- Documented success in selling medical devices, or emerging technology to multiple call points (ex. Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision makers within the hospital setting.
- Successful history managing customer interactions, with excellent organizational and time management skills.
- Superior written and verbal communication skills and exceptional ability to lead group presentations.
- Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes, based upon clinical evidence and new, innovative technologies.
- Ability to perform clinical evaluations of Masimo technology to include research and focus groups.
- Ability to communicate value-based solutions.
Travel, Motor Vehicle Record & Physical/Environment Requirements:
- Travel and overnight stays are required (minimum 50%).
- Must have a valid driver's license and an acceptable Motor Vehicle Record (MVR).
Requirements
- 2+ years of successful Hospital-based sales experience, specifically selling innovative technology solutions to clinicians.
- Documented success in selling medical devices, or emerging technology to multiple call points (ex. Anesthesia, Respiratory, ICU, OR, Biomedical, C-Suite, etc.) and multiple decision makers within the hospital setting.
- Successful history managing customer interactions, with excellent organizational and time management skills.
- Superior written and verbal communication skills and exceptional ability to lead group presentations.
- Ability to persuade clinicians to consider and embrace new ideas, with an emphasis on new patient care processes, based upon clinical evidence and new, innovative technologies.
- Ability to perform clinical evaluations of Masimo technology to include research and focus groups.
- Ability to communicate value-based solutions.
- Travel and overnight stays are required (minimum 50%).
- Must have a valid driver's license and an acceptable Motor Vehicle Record (MVR).
Benefits
- Health Insurance
- Dental Insurance
- Vision Insurance
- Paid Time Off
- 401(k)
- Bonus/Incentive Pay
Company overview
Danaher Corporation is a leading global science and technology innovator headquartered in Washington, D.C., specializing in biotechnology, life sciences, and diagnostics. Founded in 1984 by brothers Steven and Mitchell Rales, the company has evolved from its origins as a manufacturing conglomerate into a premier healthcare technology organization with approximately 63,000 employees worldwide. Danaher operates through three core divisions: biotechnology (28% of revenues), which develops products for therapeutic development; life sciences (31% of revenues), focused on disease identification, new therapies, and drug testing/manufacturing; and diagnostics (41% of revenues), providing instruments, consumables, and software for disease diagnosis. The company's portfolio includes renowned brands such as Beckman Coulter, Cytiva, Pall Corporation, Cepheid, Leica Microsystems, and Abcam, serving pharmaceutical companies, biotechnology firms, healthcare providers, and research institutions globally. Danaher is distinguished by its Danaher Business System (DBS), a continuous improvement methodology that drives innovation and operational excellence. With 2024 revenues of $23.9 billion, the company ranks 180th on the Fortune 500 and plays a critical role in advancing scientific research, improving diagnostic capabilities, and accelerating the development of life-saving therapies.