Job Description

Title: Sales Engineer – OR1 and Digital Solutions

Status:  Full-time

Reports To:  Regional Sales Manager

Location: Must live in or close to Montreal, QC

Posting Range: $80,000-$90,000+ (CAD)

SUMMARY OF POSITION

This position will cultivate, develop and close sales opportunities for our OR1™ and Digital Solutions portfolio. The Sales Engineer – OR1™ and Digital Solutions will develop and manage relationships at all levels, within all applicable departments of Hospitals and Healthcare organizations; both existing and non-existing Karl Storz customers. This position will be the regional Sales Field expert on all OR1™ and Digital Solutions offered by KARL STORZ.

RESPONSIBILITIES

• Drive OR1™ and Digital Solutions territory growth and achieve monthly, quarterly and yearly targets as outlined in the annual commissions program.
• Act as the go-to authority on integrated operating room, clinical workflow solutions and Digital imaging technology solutions, bridging technology with hospital operations.
• Be the product, system and technology Sales Field Expert for all Karl Storz OR1™ (Specialty W and D), Video Imaging (Specialty T), and products beginning with UIXXX.
• For OR1™ Project sales, manage and control all aspects of the technical selling process prior to sales closure. At that time assure a smooth transition to the Project Manager.
• Lead technical sales (OR1™ and Digital Solutions ) presentations and demos, prepare cost estimates, and support account development and forecasting in collaboration with regional teams.
• Develop, in conjunction with the client, the functionality requirements for the OR1™ project that establishes the basis, guidelines and definition for the project.
• Define project scope with hospital stakeholders, navigate IT departments, and ensure smooth handoff to project management post-sale.
• Establish contacts, relationships, and call points in all facilities that relate to the digital solution product line.
• Work with the Regional Sales Manager and Account Executives to penetrate non-Karl Storz accounts.
• Collaborate with Account Executives on existing clients to promote the sale and implementation of digital solutions.
• Coordinate with Project Success Manager to and training.
• Work with Project Success Manager to ensure successful implementation and proper training to fully optimized equipment delivered.
• Create and maintain all quotes and sales opportunities in Salesforce.
• Submit weekly and monthly reports to Sales Management - assessing OR1™ and Digital Solutions performance and successes in the week/month, current progress with objectives, highlighting key activities, along with any known or foreseen problems.
• Collaborate with contracts team on RFP/RFI submissions.
• Support convention activity as required.
• Be a primary source for competitive OR1™ and Digital Solutions technology identification and assessment.
• Monitor competitive technologies and stay current on industry trends through ongoing professional development.
• Undertake any other reasonable duties as required by the company.

KNOWLEDGE, SKILLS & ABILITIES

• Must understand and utilize the Strategic Selling principles.
• Strong technical competency in Video Endoscopy Systems, Computer, and IT associated systems with special emphasis placed on how these devices are and would be used in the Hospital / Healthcare environments.
• Understanding of Computer networking and HCIS systems used in Hospitals.
• Excellent written and verbal communication skills with all levels of staff within the Hospital setting. Special emphasis on the ability to communicate technical details to laypersons.
• Experience working in a team environment.
• Ability to manage large complex projects.
• Detailed understanding of the daily regimen of the operating room, its systems and subsystems used in everyday surgery.
• Strong interpersonal skills to mold solid intra company working relationship.
• Excellent problem-solving skills.
• Ability to think and act quickly to solve problems and answer questions.
• Ability to creatively structure complex deals and approach new markets/accounts.

QUALIFICATIONS

• Minimum; Bachelor’s degree required (engineering discipline, IT, or technology strongly preferred)
• 2 to 4 years in an operating room based technology sales position strongly preferred.
• Sales background in Medical Devices Capital Equipment and Long Sales Cycle Products preferred.
• IT/network based sales experience will be considered.
• Bilingual (French/English) preferred
• Ability to travel extensively; up to 90%

This job description is intended to outline the general nature and level of work performed by employees within this role. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required. KARL STORZ Endoscopy Canada Ltd. reserves the right to amend or revise the job description as business needs or legal requirements dictate, in accordance with applicable employment laws in your province or territory of employment.

Currency posted in Canadian dollars.

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