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Pentax Medical TM/EUS Specialist - Prairies in Winnipeg, Manitoba, Canada

Company Overview:

At PENTAX Medical we put our customers at the center of everything we do and strive to differentiate ourselves as a medical device company that delivers a remarkable customer experience. We accomplish this by ensuring that we deliver on our brand promise to each and every customer. This promise includes a commitment to developing a holistic understanding of their needs and challenges, being agile and flexible in our response to those needs, being dedicated to their success and ensuring that we connect them to a community of experts to share best practices and solutions. All this while advancing our mission to improve the standard of patient care and quality of healthcare delivery by providing the best endoscopic products and services with a focus on quality, clinically relevant innovation and simplicity.

We are committed to working with our employees to create positive, challenging and fulfilling careers. We believe that our employees are our greatest strength and enable us to deliver unmatched service and satisfaction to our customers.

Job Summary:

It is the TMs responsibility to foster relationships with both new and existing customers within the territory, focused on driving both a strong customer

experience, but also sales growth. Through deep customer relationships and delivery of complex solutions the TM will be accountable for achieving budgeted sales, quotas and expense objectives within a defined geographical region. Through broad reaching customer engagement and consultative expertise, this role will be responsible for sales growth for our overall product portfolio within the territory, with a focus on providing ultrasound expertise to facilitate sales and marketing efforts in the commercialization and sale of ultrasound products. This position reports to the Regional Business Manager - WESTERN Canada.

Main Responsibilities/Main Tasks:

  • Fosters a customer centric approach within the territory by focusing on developing deep understanding of the customers' complex needs in order to provide insight on valuable solutions.

  • Actively listens to customer needs and challenges to identify creative complex solutions and develop and execute plan to successfully close opportunities and drive revenue growth.

  • Develop customer opportunities across product lines in assigned accounts and engage sales management and executive leadership to support achievement of goals, as required.

  • Develop relationships with key stakeholders including influential key opinions leaders, physicians, nurses, administration and other hospital staff and clinic staff.

  • Develop selling customer opportunities across product lines in assigned accounts and engage sales management and executive leadership to support achievement of goals, as required.

  • Perform account reviews to identify value based, complex customer solutions to drive service revenue and improve customer relationships.

  • Use knowledge of accounts to help determine and develop the overall strategy to grow the business.

  • Uncover unmet customer needs and product or process improvement opportunities, and bring that insight back to the business to help build customer-centric solutions.

  • Manage pipeline within CRM, including products, pricing, and estimated close dates; tracks and reports on activities accurately and on-time within CRM system.

  • Increases the territories pipeline of viable EUS/ERCP sales; prospects and closes sales

  • Conduct endoscopic ultrasound product demonstrations demonstrating technical expertise in ultrasound technology

  • Assist in the full installation of new ultrasound systems; including initial configuration and integration into existing lab set up.

  • Provide on-site support and training on the endoscopic ultrasound procedure and equipment.

  • Work closely with sales team to bring to fruition new ideas on boosting endoscopic ultrasound sales within their own territories; helps build clinical confidence with other TMs in the region through procedural and product expertise and guidance.

  • Support courses, trade-shows and proctorships involving ultrasound across the territory.

  • Remain educated about latest endoscopic ultrasound and endobronchial ultrasound procedural and therapeutic advancements.

  • Maintain competence in latest GI and Pulmonary equipment

  • Maintain competence in latest ancillary products applicable to the EUS procedure or GI/Pulm procedure room.

Qualifications:

  • Knowledge of the medical device industry and familiarity with a variety of the field's concepts, practices, and procedures; ability to translate science (or good clinical understanding) into solutions.

  • Ultrasound, or preferably EUS technical experience in a clinical setting; experience as an ultrasound or EUS technician in a hospital setting is preferred

  • Demonstrates customer centricity; proven success in managing a territory and relationships with all levels of an organization; strong listening, and customer engagement skills.

  • Curious by nature; creative thinker

  • Ability to forecast with accuracy.

  • Clinical knowledge of gastroenterology endoscopic procedures and equipment, ENT and Pulmonary procedures, an asset

  • Ability to influence, train and interact with physicians, as well as hospital clinical and administration staff.

  • Advanced level of anatomical and disease state expertise.

  • Credibility with key opinion leaders is a must, as is interaction with Pentax personnel, including: Regional Business Manager, other TMs, Customer Experience Representatives, Marketing Manager, and Clinical Managers.

  • Comfortable with product demonstrations

  • Ability to travel within the territory on a regular basis, including frequent overnight travel and possibly weekend travel within SK and MB (or elsewhere within the country).

  • Persistent attitude in identifying customer accounts and discovering customer needs and problems

  • Demonstrated knowledge and understanding of hospital purchasing process and GPO influences on purchasing

  • Significant experience providing clinical training/education

  • Exceptional interpersonal skills in order to maintain a rapport and relationships with suppliers, customers and team members

  • Strategic thinking and analytical ability

  • Ability to prioritize, organize, follow-up and thrives in a fast-paced environment

  • High degree of attention to detail and accuracy of work

  • Ability to work independently

  • Ability to resolve conflicts and problems

  • Advanced level user of Microsoft Office programs including Word, Excel, PowerPoint, Outlook, etc.

  • Able for consecutive days of overnight travel primarily within SK/MB but also within Canada and occasionally to the US for business meetings

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