Respiratory Care Sales Specialist - VA, DC, MD, DE
ICU Medical · United States
- Hybrid
- Full-time
- $100,000 / year
- United States
Job highlights
- Builds Respiratory Care business in assigned territory.
- Develops relationships with key decision-makers.
- Increases profitability and expands existing accounts.
- Provides post-sales implementation support.
- Requires 3+ years of medical device sales experience.
About the role
Position Summary
The Respiratory Sales Specialist is responsible for building and maintaining ICU Medical’s Respiratory Care business in a given territory. The Respiratory Sales Specialist is responsible for building and maintaining relationships with key decision makers that lead to the stabilization of current business and development of future business opportunities. The position increases profitability and expands existing accounts by selling ICU Medical products and extending relationships into new areas with new accounts in both the acute and non-acute customer segments. The Respiratory Sales specialist is also responsible for providing post sales implementation support on an ongoing basis to ensure ICU Medical customers are maintaining an overall positive experience.
Essential Duties & Responsibilities
- Meet territory sales revenue objectives for ICU Medical, Inc. 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 command technical knowledge of the ICU family of products to be able to clearly and professionally communicate the clinical benefits to Hospital and Non-Acute Care Setting Clinicians.
- Master presentation skills and command technical knowledge of the ICU family of products and how they relate to industry guidelines.
- Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s offerings against them clinically.
- Be the clinical expert/consultative problem solver at the field level for clinical and supply chain contacts.
- Know the assigned territory and customer base, contracts, competitive product, distribution models, etc.
- Be able to conduct product trials and implementation of all ICU products in the Respiratory Care product portfolio.
- Know your market and the clinicians in the market through local SCCM, AARC, and ATS.
- Communicate with managers and align sales efforts with company and regional targets.
- Work on special projects as they arise and are 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 that have substantial influence on specification decisions within the clinical community.
- 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, etc.).
- 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 Respiratory Care value proposition to a wide variety of decision makers.
- Strong organizational skills and able to multitask.
- 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, as well as experience in Respiratory therapy products and services.
- Tracheostomy or Respiratory therapy products are preferred background.
- Proven track record of making quota/growth in territory, development of existing customer relationships with Supply Chain.
- Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
Work Environment
This job is a field-based role. Work may be performed in a home office using standard office equipment, as well as on-site at customer locations. While performing the duties of this job, the employee may be required to sit, stand, and walk for long periods of time, depending on the needs of a customer. As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company. Typically requires travel more than 50% of the time.
About Us
ICU Medical has consistently provided you with clinical innovations that help solve real-world challenges. With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings. We're Ready To Bring You Consistent Quality, Innovation, And Value In More Areas Than Ever. Our Focus Allows Us To Bring You Dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization.The industry’s broadest IV smart pump offering covering large volume, pain management, and ambulatory needs.IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company.Significant US IV solutions manufacturing and supply 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
- Sales
- Medical Device Sales
- Respiratory Care
- Relationship Building
- Business Development
- Product Implementation
- Territory Management
- Clinical Benefits Communication
- Competitive Analysis
- Strategic Planning
Skills & topics
- Respiratory Care Sales Specialist
- Medical Device Sales
- Sales Representative
- Territory Manager
- Healthcare Sales
- B2B Sales
- Clinical Sales
- Sales Growth
- Respiratory Therapy
- ICU Medical
How to get hired
- Customize your resume: Highlight your 3+ years of medical device sales, especially respiratory products, and proven track record of meeting quota for ICU Medical.
- Showcase strategic sales skills: Emphasize your ability to develop business plans, analyze competition, and drive sales growth using data-driven methods.
- Demonstrate clinical expertise: Detail your experience presenting clinical benefits and acting as a consultative problem-solver for respiratory care products.
- Express territory knowledge: Mention your understanding of the assigned territory, key clinicians, and market dynamics, including local professional organizations.
- Prepare for interview: Be ready to discuss your sales strategies, product knowledge, and how you handle customer relationships and implementation support.
Technical preparation
Behavioral questions
Frequently asked questions
- What specific products does the Respiratory Care Sales Specialist sell for ICU Medical?
- The Respiratory Care Sales Specialist is responsible for selling a range of products including Tracheostomy Products (Bivona, Portex, BLUselect, BLUperc), Bronchial Hygiene Products (Acapella, TheraPEP, EZPAP, Coach 2), general Respiratory Products (Resuscitation, Closed Suction, Pressure Easy Cuff, Secure Easy), Pneupac Ventilation (paraPAC Plus, babyPAC), and BCI Patient Monitoring (Pulse Oximeters, Handheld Capnography).
- What are the key responsibilities of the Respiratory Care Sales Specialist role at ICU Medical?
- Key responsibilities include meeting sales revenue objectives, building and maintaining relationships with decision-makers, expanding business in acute and non-acute settings, and providing post-sales implementation support to ensure a positive customer experience.
- What qualifications are required for the Respiratory Care Sales Specialist position at ICU Medical?
- A Bachelor's degree, a minimum of 3 years of sales experience (preferably in medical devices, especially respiratory therapy products), a proven track record of success and meeting quota, and compliance with credentialing requirements including COVID-19 vaccination are required.
- Is prior experience in respiratory or medical device sales mandatory for this role?
- Yes, prior respiratory and/or medical device sales experience is a requirement for the Respiratory Care Sales Specialist position at ICU Medical.
- What is the travel expectation for the Respiratory Care Sales Specialist role?
- This is a field-based role that typically requires travel of more than 50% of the time to customer locations.
- What kind of sales experience is preferred for the Respiratory Care Sales Specialist role?
- Experience in medical device sales with established relationships in key regional health systems, and specific experience with Tracheostomy or Respiratory therapy products and services is preferred.
- What software proficiency is expected for the Respiratory Care Sales Specialist?
- The role requires computer literacy and proficiency in Microsoft Excel, Word, and Outlook.
- How does ICU Medical support its customers post-sale in this role?
- The Respiratory Sales Specialist is responsible for providing post-sales implementation support on an ongoing basis to ensure customers maintain a positive experience with ICU Medical products.