Sales Representative (Remote) at Velano Vascular
San Francisco, CA, US
Role & Responsibilities
The Sales Representative will play an instrumental role by helping to establish the commercial infrastructure for our novel PIVO technology. The Representative will be charged with advancing Velano’s Strategic positioning with Key Accounts, strategically important geographies, strategically influential accounts and large account opportunities, all while in a dynamic, fast paced early-stage environment.
The Sales Representative is responsible for effectively driving full life cycle sales and service of Velano Vascular’s solutions to assigned accounts and/or geographies. Additional responsibilities include: increasing penetration and profitability in existing accounts as well as increasing market share through creating, qualifying, building and maintaining relationships. Focused on account acquisition, penetration, revenue growth and customer satisfaction within assigned accounts and/or geography.
Achieve fiscal year AOP targets for revenue by creating a new standard of care through developing relationships and facilitating projects.
Provide leadership and subject matter expertise in Vascular Access, Infusion Therapy and Phlebotomy on the changing healthcare dynamics, the needs of the Clinical and Administrative customer and further optimizing Velano’s portfolio.
Analytics: Collect data, conduct value demonstrations to drive sales.
Prospecting: Qualify, close, develop and cultivate major accounts and product sales.
Product Evaluations: Conduct superior product evaluations and “in-servicing” to generate customer interest and facilitate meaningful customer conversions leading to sales.
Education: Educate customers on products, concepts, and industry trends.
Customer Relationship Management:
Prospect, develop and foster multi-level relationships (including c-level) with prospective customers within assigned accounts and/or geography.
Develop relationships with key thought leaders as account “champions” in key accounts.
High visibility at top, direct hospital accounts and service providers to establish and strengthen relationships with all call points and decision makers.
Resolve customer concerns through accurate and timely investigation of possible issues. Immediately develop timely solutions to execute and implement solving the problem.
Account / Geography Management:
Accountability for the overall account/geography management, sales, profitability and account management for the Velano portfolio of solutions.
Develop and execute comprehensive Target Account Selling plans to drive revenue and secure new business opportunities.
Partner with other Clinical Consultants, Specialists and Marketing as appropriate to effectively deliver and cross-sell.
Maintain existing business within accounts. Ensuring accounts remain compliant and incremental business is achieved with new and existing products.
Focus on increased product usage at existing accounts and expand customer base.
Product Development / Product Launches:
As needed, work in a consultative role with sales, marketing and R&D teams including but not limited to; participation in focus groups, marketing surveys, identifying and networking with key thought leaders, attending conventions, conference and trade shows as well as the selection of sites for new product customer acceptance sites and limited market release customers.
Provide constant customer feedback on products to sales, marketing and R&D including customer feedback on potential product enhancements, service and policies as well as evaluations, trial assessments and competitive developments.
Provide key analytical data to sales, marketing and R&D for specific recommendations that require input from key stakeholders.
Minimum of eight (8) years of medical device or medical products sales experience, field sales trainers highly desired.
A proven track record of consistently meeting or exceeding published quota and growth targets, repeat award winners highly desired.
Demonstrated successful multi-level value selling systems, concepts and solutions.
Comfortable and/or experienced selling at the c-suite level (clinical/hospital environments).
Broad market development experience and/or demonstrated experience changing the patient standard of care.
Highly consultative business development approach and skillset.
Past success in Vascular Access and/or Infusion Therapy sales environment highly desired.
Strong organizational and time management skills.
Proven successes, such as:
Growth through market development and practice change
Growth during periods of external economic stress through value-selling
Growth through multi-functional, large-scale hospital implementations
Aligning and leveraging multi-disciplinary resources to achieve goals
Excellent written and verbal skills.
Embodies the Velano Vascular IMPACT core values and is a model of integrity.
Bachelor’s degree required. Advanced degree preferred.
U.S. Permanent Work Authorization Required
About Velano Vascular:
Velano Vascular is a medical device innovator committed to reducing the pain, risk, and inefficiencies of vascular access and blood collection practices. The revolutionary PIVO™ device aims to enable more compassionate care for hospital inpatients, a safer practice for caregivers, and a more financially responsible alternative for health systems. Velano is backed by a series of well-respected venture firms, health systems, and dozens of health-industry veterans. Velano is an equal opportunity employer. More information is available at www.velanovascular.com