SimCapture Specialist -Northeast US

The Company

Laerdal Medical is an international market leader in training and therapy products for emergency medicine and critical care. Our products and services are used by hospitals, ambulance services, first aid organizations, educational institutions and
others around the world. We are a dynamic and energetic organization consisting of people from a wide variety of cultures and backgrounds. By 2030, we have a goal of helping save 1.000.000 more lives. Every year.

We are seeking an experienced SimCapture (Sales) Specialist based in the Northeast region of the US.

The SimCapture Specialist is responsible for:

• Sharing customer best practices in simulation, video capture/debriefing, and program management to improve outcomes and increase impact for Hospitals, Education, Government, Military and EMS organizations to help save more lives.
• Working with Strategic Partners, Key Customers and Internal Stakeholders, to ensure cohesive local teamwork and resource synchronization for the maximum benefit of customers.
• Using a Consultative, Solution-Oriented Sales Approach within region to achieve sales and growth targets.
• Positively impacting the success of SimCapture Portfolio by demonstrating functional/technical understanding of SimCapture product line and how it solves customer problems.
• Understanding and articulating how SimCapture can help customers achieve their goals, outcomes and top priority simulation objectives.
• Understanding and articulating how SimCapture fits and integrates with the total simulation solution including services, simulators and broader Laerdal portfolio.
• Maintaining and building consultative relationships with both new and existing customers.

RESPONSIBILITIES

• Achieves annual revenue quota and growing region.
• Maintains operating expenses at or below budget.
• Demonstrates effective territory management, including achieving minimum weekly sales call targets, organizational/planning skills, CRM and territory landscape to establish call plans (in the field and remotely).
• Achieves annual key organizational and sales initiatives by effectively selling annual SimCapture subscription contracts.
• Translates customer needs into a cohesive solution by creating quotes/proposals that generate desired outcomes.
• Impacts funnel growth with new opportunity development by utilizing sales principles such as cold calling, product demonstrations, customer discovery calls, etc.
• Consistent SalesForce management by maintaining accurate intelligence, updating contacts/content, managing leads and interpreting reporting to make territory decisions.

• 
  Alignment with Laerdal core values and competencies.
• Adjust activity level and focus commensurate with corporate strategy (e.g. segment time allocation).
• Thrives in a team-selling, collaborative environment and demonstrates customer-centric attributes.
• Capture customer engagements and sales opportunities in a timely (weekly) manner in CRM program.
• Ability to demonstrate and understand highly technical elements and applications of SimCapture.
• Experience with value-based selling and discipline with discounting.
• Plan, collaborate and execute a minimum of two virtual SUN (Simulation User Network) meetings quarterly and represent Laerdal at local and national shows as requested to cultivate opportunities.
• Prepare, analyze and execute monthly reporting of revenue results, performance metrics, opportunity funnel, and forecast.
• Based on territory CRM analysis, create action/territory plans to reach revenue goals.
• Prepare and submit weekly expense reports.
• Prepare, engage and sometimes lead sales/team meetings.
• Provide regular market feedback on competitive intelligence, products, trends and dynamics.
• Understands strategically and demonstrates tactically:

• Collaborate with internal and external resources for maximum customer and revenue impact – including, Direct Manager, Marketing, Project Managers, Educational Specialists, Customer Service, external/internal Sales Representatives, Technical Support, and Customer Success group.

REQUIREMENTS

• Bachelor’s degree and minimum 3 years successful sales experience within Medical, Education, and/or Technology Industries preferred.
• Fluent in English with excellent oral, written and presentation skills.
• Demonstrates a positive attitude with strong work ethic.
• Highly proficient with technology.
• Passionate about providing relevant solutions to customers.
• Embraces change and is open to learning new methodologies and approaches.
• Is a team player and works well independently.
• Has a passion for excellence and making a difference.
• Connects with the mission of “Helping Save Lives”.
• Excellent territory planning skills and a results-oriented attitude/approach.
• Ability to travel as required (up to 50% of the time).
• Hours may vary and will require some evening/weekend work, depending on requirements of business needs.
• Possesses a valid driver’s license.