Critical Care Sales Specialist

Position Summary

The Critical Care Sales Specialist is responsible for building and maintaining relationships with key decision makers to drive future business opportunities. This role focuses on increasing profitability and expanding existing accounts by selling ICU Medical products and extending relationships into new areas with new accounts.

Essential Duties & Responsibilities

• Meet territory sales quota for ICU Medical, Inc. Critical Care product lines, including invasive and minimally invasive hemodynamic monitoring technologies, devices, and systems; vascular and cardiac catheters and sensor systems; closed blood sampling systems; custom angiography and interventional radiology kits, Level 1 Temperature Management (Rapid Infuser - Fast Flow, Hotline - Low Flow, Irrigation Warmer, Convective Warmer, Snuggle Warm Blankets, Temperature Probes), Pain Management Products (Spinal/Epidural Trays, Lumbar Puncture, Peripheral Nerve Block, Echogenic), Portex Anesthesia Airway (Breathing Circuits and Masks, Endotracheal Tubes, Endobronchial Tubes, Laryngoscopes).
• Master presentation skills and command technical knowledge of the ICU family of products to clearly and professionally communicate clinical benefits to Hospital Clinicians. Requires mastery of measurements and physiology related to hemodynamic patient monitoring, temperature management, and pain management.
• Understand the strengths and weaknesses of competing products in the market and how to position ICU Medical’s offerings clinically. Serve as the clinical expert/consultative problem solver at the field level for clinical and supply chain contacts.
• Possess comprehensive knowledge of the assigned territory and customer base, contracts, competitive products, and distribution models.
• Conduct trials and implementation of all ICU Medical Critical Care products.
• Develop market and clinician knowledge through engagement with local ASA, SCCM, AACN, and AAMI chapters.
• Communicate effectively with managers and align sales efforts with company and regional targets.
• Work occasionally during weekends/nights, when necessary.

Knowledge & Skills

• Prior Critical Care and Anesthesia medical device sales experience is a requirement.
• Strategic mindset with the ability to develop and execute a business plan to increase market share at strategic accounts influencing clinical community specification decisions.
• Proven ability to drive sales growth and deliver results through process-oriented, data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling).
• Self-motivated, energetic, professional, and able to perform job duties with minimal supervision.
• Excellent verbal and written communication skills, and strong presentation skills with the ability to adapt and articulate ICU Medical Critical Care value proposition to a wide variety of decision makers.
• Strong organization skills and ability to multitask.
• Computer literate and proficient in Excel, Word, and Outlook.

Minimum Qualifications, Education, And Experience

• Must be at least 21 years of age.
• Bachelor’s degree from an accredited college or university is required.
• Minimum 5 years of medical device sales experience, with Anesthesia or Critical Care products preferred.
• Proven track record of meeting quota/growth in territory and developing existing customer relationships with Supply Chain.
• Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform essential functions at customer locations.

Work Environment

This is a field-based role, with work performed from a home office and on-site at customer locations. The employee may be required to sit, stand, and walk for long periods. A valid driver’s license and compliance with the Authorized Driver Policy are required. Travel is typically more than 50% of the time. This role is based remotely; the incumbent may be remote in any state other than Colorado, California, Connecticut, Montana, Maine, or New York.

Key skills/competency

• Medical Device Sales
• Critical Care Products
• Anesthesia Products
• Hemodynamic Monitoring
• Sales Quota Attainment
• Relationship Management
• Business Development
• Market Share Growth
• Clinical Product Knowledge
• Strategic Account Management