Career Opportunities

Clinical Research Sales Specialist

Posted on: Friday, March 8, 2019
Organization: Welch Allyn
Location: United States
Hill-Rom is a $2.8B leading worldwide manufacturer and provider of medical technologies and related services for the health care industry, including patient support systems, safe mobility and handling solutions, non-invasive therapeutic products for a variety of acute and chronic medical conditions, medical equipment rentals, surgical products and information technology solutions. Hill-Rom's comprehensive product and service offerings are used by health care providers across the health care continuum and around the world in hospitals, extended care facilities and home care settings to enhance the safety and quality of patient care. 
Job Summary:

This virtual sales position is responsible for the sale of all product modalities into the corporate clinical research accounts located within North America.  This support also includes ensuring the “white glove” service that is necessary within the clinical research accounts. This position will be in direct contact with sales management to continue the expansion  of corporate sales and sales opportunities. 

The key responsibilities include planning and implementing sales and coordinate marketing to identify and close new opportunities within the clinical research market.  This role will work with management to develop sales strategies to penetrate the smaller US clinical research opportunities in both Core Labs and the Phase 1 CPU.  Lastly, this position will work with upstream marketing to identify both short and long term development requirements to continue to expand sales and expand opportunities within the clinical research market. 

Position Responsibilities:

  • Identify customers in the Clinical Research US market that will purchase equipment within the next four quarters.

  • Establish new relationships with new strategic customers.

  • Maintain current customer relationships in the CPU installed base.

  • Maintain and update a full forecast and funnel for US base Core Lab and CPU sales.

  • Meet with key clients to establish a relationships. This will include demonstrations, negotiations and closing deals.

  • Maintain relationships with the US Acute Care and Ambulatory sales teams to educate the teams on the roles of the Corporate Clinical Research team.

  • Develop and work with Senior Management to recommend product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.

  • Provide business knowledge on the scope and trends of the marketplace to cross functional teams for continuous improvement of the Clinical Research product line.

  • Evaluate market research and work with Senior Management to adjust marketing strategy and sales strategy to meet changing market and competitive conditions.

  • Assist and give input on the planning of advertising and promotion activities including print, online, electronic media, and direct mail.

  • Establish and maintain a consistent corporate image throughout all product modalities, promotional materials and events.

  • Represent company at trade association meetings to promote products.

  • Review T&E expenditures and expense budgets monthly with Management.

  • Review and analyze sales performance against programs, quotes and plans to determine effectiveness.

  • Work in collaboration with Senior Management to establish pricing and bundling strategies with financial forecasts and production forecasts.


Essential Competencies:

  • Bachelor’s Degree, or equivalent experience.

  • Experience in capital equipment is preferred.  

  • Medical company experience and clinical background with Resting ECG is preferred.

  • Strong proficiency in Word, Excel, and PowerPoint.

  • Excellent communication, writing, and presentation skills.

  • Must be able to establish oneself as the product line champion and team player.

  • Effective in setting direction within team environments.

  • Must be a team-player, possess outstanding customer service skills and be self-motivated.

  • Act with a sense of urgency, illustrate ambition, and drive for completion of tasks and projects.

  • Must have the ability to initiative and develop creative solutions.

  • Possess the ability to manage time and prioritize critical priorities. 

  • Must demonstrate the ability to increase knowledge. 

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