Digital Radiography Specialist

hace 2 semanas

Zapopan, Jalisco, México Carestream Health A tiempo completo

Job Summary:
As a Product Specialist for Digital Radiography at Carestream Health, you will be responsible for providing technical product sales support and establishing knowledge in developing, qualifying, and closing profitable X-ray Solutions deals within assigned geographical areas. You will work closely with internal stakeholders, including engineering, product management, and marketing, to understand customer needs and develop effective sales strategies.

Key Responsibilities:
• Provide technical information and quotes required in contracts/tenders
• Offer quotes and configurations to business partners to assist them in responding to tenders
• Develop and maintain standard configurations and price books for business partners
• Identify, troubleshoot, and escalate customer product complaints
• Develop and distribute best practices knowledge for using X-ray technology
• Assess the technical level and sales skill level of the channel organization and prepare regular product trainings
• Deliver non-service product training into the territory/channels
• Localize training material as needed, focusing on sales tactics and decision-making unit specific sales argumentation
• Research, identify, evaluate, and communicate findings and recommendations to engineering, product management, marketing, and sales regarding competitive product offerings
• Review CRD (Customer Requirement Documents) during the commercialization process of new products
• Coordinate Trade Trials (site selection, coordination, final customer outcome) and maintain relationships with reference sites
• Prepare and execute product launches and work on localization of launch packages
• Input type of launch materials requested at territory level and work closely with channel management and marketing to mobilize the channel partners to generate the most effective market introduction for the product
• Review product and marketing documentation related to product for accuracy and appropriate language
• Work closely with marketing to create documentation and support materials for end users and channel partners (excluding Operator / Key Operator / Technical Manuals)
• Identify and localize potential promotions to drive sales
• Monitor the effectiveness of promotions by setting targets and milestones
• Close co-operation with channel managers, marketing, and vertical management
• Prepare customer-specific presentation material (decision-making units specific sales argumentation) and leverage sales tools to convince potential customers on our solution to accelerate the sales process towards our direction
• Viewed as a trusted consultant to both our customers and our channel partner/channel management people on current and emerging technologies
• Maintain and further improve excellent technical knowledge on all details of Carestream's DR product portfolio, related technologies, future roadmap, and also a detailed understanding of competitor's technologies and offers
• Understand the goals of the customer (i.e. research, teaching, clinical, financial) and make use of that knowledge to professionally consult the customer in all aspects by leveraging existing sales tools or development of new ones, to actively support the channel organization
• Collect Voice of Customer input and feedback to the WW team
• Feedback of local regulatory requirements where needed

Requirements:
• BS/BA degree as a Biomedic Engineer or equivalent experience
• MBA a plus
• Must have 5 years of successful sales experience with capital medical equipment, medical imaging, medical devices, medical IT, or related fields
• Ability to manage multiple relationships in a large geography in Mexico
• Direct and indirect (intermediary) sales and/or channel management experience is desired
• Language skills: Fluent in English & Spanish (Direct Report to US and also could travel to US, Europe and/or Asia)
• Preferred location: Mexico (Guadalajara and/or CDMX)
• Strong competences such as communication, teamwork, detail focus, customer focus, being a trainer
• Highly desirable: Finance skills, strategy, business cases, budget, pricing

About the Role:
This role embodies the mastery and execution of competencies across four dimensions as follows:
• Industry Knowledge: understanding of the broad national healthcare landscape, keeping current with policy and legislative changes affecting Imaging, practical knowledge of workflow within and around Radiology, articulate in technologies that impact the Radiology and related businesses (especially DR), comprehends the roles and responsibilities of clinicians, staff, and administrators in the multiple Radiology user settings
• Company and Competitor Knowledge: understanding of the Company's vision and purpose, can tell the story of our company, effectively engages with internal stakeholders in support of selling efforts, keeping current on our competitors' landscapes and how to best position our offerings
• Representing Our Product and Service: excellent DR and IT product knowledge and applicability into customer settings, can represent multiple portfolio items to intermediaries, competent in navigating our quoting system to create technically appropriate proposals, comfortable in occasional hands-on product demonstrating, ability to create migration paths with The Company's solutions, effective in both selling and education modes to support the Company's-intermediary goals, ability to create and manage business planning and tracking tools with intermediaries
• Selling Skills: territory management analysis skills, strong sales call and meeting preparation, ability to create/execute winning sales strategies, can manage large complex partners as well as small accounts, excellent negotiation skills with win-win achievement mentality, long-term relationship building and management (external and internal), accurate forecasting, excellent interpersonal and communication skills, effective prioritization and time management skills, effective use of CRM tools, territory data management

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