Confidently develop and maintain high-level channel partner relationships in assigned region
Conduct professional quarterly business reviews with Executive leaders within assigned channel partner accounts identifying growth opportunities
Sell Laerdal products and services primarily through distribution channels in assigned region
Promote the Laerdal Brand and develops strong relationships with key thought leaders and customers in EMS and all other applicable distributor market segments
Drives adoption of company programs among assigned partners
Provide support to distributor field sales reps (i.e., product training, customer demos, simulation opportunities, quoting, closing sales)
Build market awareness of our Resuscitation and Emergency Care Portfolio Solutions with emphasis on the importance of high-quality CPR, while promoting the Laerdal Mission and upholding the Laerdal Values
Work collaboratively across the organization, managing by influence in order to maximize opportunity development in assigned region
Share current market trends, competitive information within EMS and Community Health markets to direct sales teams
Utilize a consultative sales approach to uncover client needs and apply appropriate solutions
Position Holder is Accountable For:
Achieve annual regional revenue quota
Maintain operating expenses at or below budget and in accordance with the Travel Policy
Drive and grow distribution funnel and forecast to achieve monthly, quarterly, and annual target.
Prepare and submit timely expense reports for approval in accordance with the Expense Policy
Complete required training and growth development objectives within the assigned time frame. Embrace and implement the SMISS global strategy approach, conduct sales activities with distribution partners and customers through virtual meetings and presentations/ using digital resources
Sales focus will be an estimated 60% from outside/40% from inside - On average this will require 3 days conducting sales activities in the field with face-to-face interactions and 2 days performing sales virtually per week OR 2 weeks in the field and 1 weeks virtually per month
Time management focus should be 75% distribution/25% EMS direct
Drive adoption of Laerdal solutions within EMS and all other applicable distributor-focused market segments
Exemplify behavior in line with Laerdal values
Responsibilities:
Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
Focus on growing resuscitation, patient care and therapy product portfolios via channel partners
Develop and maintain relationships with all distributor sales reps in region, initiating frequent touchpoints and bringing value (i.e. sales strategy, new product information, training, virtual demonstrations)
Support distributor sales reps by providing virtual customer product demonstrations, joint sales calls, quoting assistance and sales guidance
Leverage distribution partners for all regional conferences, sharing booth space, providing demo equipment and Laerdal brand imaging (e.g. banner stands, signage)
Track and manage all patient simulator distributor opportunities and other relevant opportunities in region through SalesForce.com
Capture customer engagements and sales opportunities in a timely (weekly) manner in Sales Force CRM program
Adjust activity level to be commensurate with current corporate strategy to drive results and business goals (e.g. segment time allocation, virtual customer engagements, sales from inside activities)
Provide support for marketing initiatives including planning and implementation of EMS focused events (to include on-site and virtual Resuscitation User Networks and Product showcases)
Prepare, analyze, and maintain an annual regional business plan to reflect on results, successes, challenges, growth strategy and call to action details to reach overall revenue goals Attend and support distributor national sales meetings
Articulate regional channel initiatives to direct sales teams on regional sales calls
Work with manager to develop written Growth Development Plan to achieve growth in identified skills and competencies
Demonstrate proficiency and efficient management of demonstration equipment
Must be willing to utilize home office space to perform customer/distributor webinars and provide virtual product demonstrations and training
Requirements:
Candidate must reside within the West Sales Region
Bachelor's degree required in Business Administration or Health Sciences
EMS and Channel Management experience preferred
3-5 years demonstrated solution sales experience managing a multi-state environment and working with indirect channel partners
Excellent presentation skills, language, and maturity
Demonstrated experience building and maintaining high performing environments with the ability to obtain results through others
Self-starter with ability to work in a highly challenging, fast-paced, and dynamic environment
Up to 60% travel for business
Hours may vary and will require evening and weekend work depending on business needs and will require working overtime
Ability to lift and carry supplies, files, and product up to 100lbs with or without mechanical assistance Computer proficient, i.e., able to utilize CRM, Excel, Word, PPT and various other software packages
Must be willing to utilize home office space to perform customer/distributor webinars and provide virtual product demonstrations and training
Salary: $70,000-$90,000, additional variable compensation plan associated with the sales region