Service Solution (Sales) Specialist

Primary driver for Service revenue in the western U.S. territory. Executes the Region’s services sales strategy, orchestrates company resources to achieve sales targets, satisfies clients, and develops enduring business relationships. Works within a sales team matrix of Inside Sales, Service Management, Customer Field Engineers, Account Executives, Clinical Applications Specialists, and Business Development. Candidates should live within the territory near a major airport.

Responsibilities

• Accountable for achieving Product/Solutions/Service orders and sales targets for assigned accounts and/or territory.
• Ensure pricing compliance for all product opportunities.
• Accurately forecast orders and sales within applicable sales funnel tools and reports.
• Create territory/account plans including opportunity development, competitive strategies, and targets.
• Build strong business relationships and formulate account relationship plans; maintain customer contact records in CRM tools.
• Track and communicate market trends, including competitor data, and develop effective counterstries.
• Maintain up-to-date detailed knowledge of assigned product/solution/services; present and discuss operational, clinical, and business benefits relevant to customers.
• Collect and communicate Voice of the Customer (VOC), market, technology, and service trends to the Marketing team to drive new product development priorities.
• Differentiate assigned product offerings during the sales process using Carestream resources and approved marketing materials.
• Represent the company at relevant conferences and exhibitions to promote products/solutions.
• Identify and create new opportunities; work with account teams to increase prospect funnel.
• Drive tender/bid process including needs qualification, vendor selection, quotation, and closure to meet orders, sales, and margin targets.
• Create and maintain opportunities in sales funnel and CRM tools.
• Ensure order and configuration quality for accuracy, integrity, and customer requirements.
• Educate account team members on product/service/solution strategy and offerings.
• Share and follow up on identified leads with appropriate sales teams.
• Work directly with local sales teams to negotiate and configure solutions/proposals, including RFPs/Tenders for key and strategic accounts.

Requirements

• Minimum of 5 years’ experience in selling Services or Capital Equipment.
• Solid understanding of the medical imaging and services markets, including trends, technologies, products, and players.
• Demonstrated expertise with MS Office: Word, Excel, PowerPoint, and Outlook.
• AS or equivalent; BS preferred.

Qualifications

• Medical Device / Capital equipment sales experience.
• Service sales experience.
• Medical device service experience.
• Service management experience.

Skills & Competencies

• Demonstrated ability to close net new business; excellent negotiating and closing skills with proven ability to achieve sales goals.
• Ability to effectively present information and negotiate with all levels of management.
• Skilled in sales funnel and forecast management.
• Measurable year-over-year success in selling and account management.
• Ability to manage a large geographic territory with travel and overnight stays as required.
• 40%–50% travel involved.

Desired Skills

• Direct experience with services sales in the medical imaging industry.

Work Environment

Customer sites and home office.

Physical Requirements

40-50% travel is required.