Clinical Specialist - Wisconsin

Who we are

In a life without sound, our work provides meaning. As a leading provider of innovative hearing care solutions, we are not just a company that makes products: we are a team on a mission to help people enjoy the delight of hearing. To enable a life without limitations, through our core business brands – Advanced Bionics, Audiological Care, Phonak, Sennheiser (under license) and Unitron – we develop, manufacture and distribute solutions that push the limits of technology and redefine the future of our industry.

 

Wisconsin 

Clinical Specialist

 

Create and execute a strategic territory business plan designed to meet and exceed 100% to quota annually through surgical / hospital & clinical (AuD) selling. Manage territory-based business growth under the direction of the Regional Manager by initiating, supporting and selling to strategic Cochlear Implanting centers and assisting in developing pathways for patients to access therapy in order to maintain and grow existing sales base. Pursue new business opportunities through strategically planned sales activities and market analysis.

 

Responsibilities:

 

Sales Responsibilities: Analyze the Market, Business Planning Achieve Results

• Develop, implement and deliver strategic territory level business plan to achieve or exceed sales targets / quota.
• Demonstrate ability to handle multiple and competing priorities.
• Analyze market to create and execute call plans to maximize maintenance and growth of the AB territory business including competitive accounts / customers.
• Identify issues that are affecting AB sales at both AuD centers and aligned Hospitals; develop and execute plans to overcome objections and demonstrate the ability to position AB’s value proposition and competitive advantages. 
• Use sales planning and reporting system as directed, to include but not limited: SFDC, pre-call planning, territory business plans, account business plans, customer business reviews, post-call and weekly reviews with line manager.
• Manage time appropriately to ensure maximum coverage within territory with a focus on adequate time spent on proactive sales activities to achieve optimal level of exposure and results.
• Understand hospital decision making / hierarchy and decision making responsibilities to maximize territory revenue.
• Work closely with the Regional Manager to fiscally manage the territory budget to maximize the impact and return on investment in the market.
• Accurately identify center needs and strategically leverage teams for assistance in execution as appropriate (BEA, E&T, Principal CS, etc.) to maximize impact in region through a thorough account by account planning process.
• Work closely with the BEA to appropriately identify volunteers and utilize the volunteer organization within the region in order to increase sales.
• Work directly with schools and educational programs within the region if the activities will positively affect sales.
• Collaborate with Education and Training to develop advanced training events when it meets the strategic need of the territory and region.
• Provide related CI education to referral sources within the territory and region.
• Plan, implement and deliver effective sales / product presentations to customers, defining objectives and measuring success.
• Probe to understand and confirm customers’ needs, handle objections, and gain commitment by customers on actions to drive revenue growth and maximize profitability.
• Respond to customer requests and resolve complaints in a prompt and effective manner.

 

Clinical Selling:

• Provide on-site clinical support in and during surgery.

• Provide on-site clinical support for patient fitting and device programming at cochlear implant centers. Provide support on other clinical issues involving cochlear implants, such as candidacy criteria, assessment procedures, difficult case management including integrity testing, and clinical studies, seeking input from appropriate personnel at home office or other field teams to accomplish these activities.
• Effectively train customers on the theory, features and use of AB systems by incorporating key messages and positioning as appropriate.
• Participate in the AOC program by demonstrating the ability to:
• Troubleshoot all AB products
• Use AB’s TeleCare program
• Document all reports using AB’s corporate issue tracking system within the required 4-day reporting guideline.
• Other duties as assigned.

 

Travelling Requirement: up to 50%

 

 

 More about you:

 

Education

• Masters or AuD. degree in Audiology (or related profession).