Divisional Executive - Equipment Solutions

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.