Respiratory Care Sales Specialist

Respiratory Care Sales Specialist at ICU Medical

The Respiratory Care Sales Specialist is responsible for building and maintaining ICU Medical’s Respiratory Care business within a specified territory. This role focuses on developing and nurturing relationships with key decision-makers to stabilize existing business and identify new growth opportunities. The specialist will increase profitability and expand accounts by selling ICU Medical products and extending relationships into new areas and accounts across acute and non-acute customer segments. Additionally, the Respiratory Care Sales Specialist provides essential post-sales implementation support to ensure a positive customer experience.

Essential Duties & Responsibilities

• Meet territory sales revenue objectives for ICU Medical’s Respiratory Care product line, including Tracheostomy Products (Bivona, Portex Anesthesia Airway, BLUselect Trach Tubes, BLUperc Percutaneous, Kits/Trays, Custom Tracheostomy); Bronchial Hygiene Products (Acapella, TheraPEP, EZPAP, Coach 2); Respiratory Products (Resuscitation, Closed Suction, Pressure Easy Cuff, Secure Easy); Pneupac Ventilation (paraPAC Plus, babyPAC); and BCI Patient Monitoring (Pulse Oximeters, Handheld Capnography).
• Master presentation skills and technical knowledge of ICU Medical products to clearly communicate clinical benefits to hospital and non-acute care setting clinicians.
• Command technical knowledge of ICU Medical products and their relation to industry guidelines.
• Understand the strengths and weaknesses of competing products to effectively position ICU Medical’s offerings clinically. Serve as the clinical expert and consultative problem-solver for field-level clinical and supply chain contacts.
• Possess in-depth knowledge of the assigned territory, customer base, contracts, competitive products, and distribution models.
• Conduct product trials and implement all ICU Medical Respiratory Care products.
• Engage with the market and clinicians through local SCCM, AARC, and ATS organizations.
• Communicate effectively with managers, aligning sales efforts with company and regional targets. Participate in special projects as assigned.
• Work occasionally during weekends/nights, when necessary.

Knowledge & Skills

• Prior Respiratory and/or 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.
• Proven ability to drive sales growth and deliver results using process-oriented, data-driven continuous improvement tools (sales funnel process, gap analysis, value selling).
• Self-motivated, energetic, professional, and capable of performing duties with minimal supervision.
• Excellent verbal and written communication skills, with strong presentation abilities to articulate ICU Medical Respiratory Care’s value proposition.
• Strong organizational skills and ability to multitask effectively.
• Computer literate and proficient in Excel, Word, and Outlook.

Minimum Qualifications, Education & Experience

• Must be at least 21 years of age.
• Bachelor’s degree from an accredited college or university is required.
• Minimum 3 years of sales experience with a proven track record of success, preferably in medical device sales with relationships in key regional health systems and experience in Respiratory therapy products.
• Background in Tracheostomy or Respiratory therapy products is 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. Work may be performed from a home office using standard equipment or on-site at customer locations. The employee may be required to sit, stand, and walk for extended periods. A valid driver’s license is required, and compliance with the Authorized Driver Policy is mandatory. Travel is typically more than 50% of the time.

About Us

ICU Medical consistently provides clinical innovations to solve real-world challenges. Through acquisitions of Hospira Infusion Systems (2017) and Smiths Medical (2022), ICU Medical is a global market leader offering a comprehensive line of IV therapy and critical care products for hospital, alternate site, and home care settings. Our focus allows us to provide dedicated and non-dedicated IV sets, needlefree connectors, the industry’s broadest IV smart pump offerings, IV medication safety software with full IV-EHR interoperability, and significant US IV solutions manufacturing capabilities.

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
• Respiratory Care Products
• Account Management
• Business Development
• Clinical Expertise
• Territory Management
• Sales Strategy
• Customer Relationship Management
• Product Demonstration
• Negotiation