Business Development Manager (Cianna Medical) - Northeast Job Opening

SUMMARY OF DUTIES

Builds market position by locating, developing, defining, negotiating, and closing business relationships. Presents and sells products to new and existing accounts and follows up with these customers to confirm that products delivered meet their needs. Makes in-service presentations to clients, explaining new products and their use. Maintains close relationships with clients to ensure that their needs are understood and met.

ESSENTIAL FUNCTIONS PERFORMED

1. Identifies trendsetter ideas by researching industry and related events, publications, and announcements; tracks individual contributors and their accomplishments.

2. Locates or proposes potential business deals by contacting potential partners; discovers and explores opportunities.

3. Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluates options; and resolves internal priorities.

4. Develops negotiating strategies and positions by studying integration of new venture with company strategies and operations, examines risks and potentials; and estimates needs and goals.

5. Closes new business deals by coordinating requirements; develops and negotiates contracts; and integrates contract requirements with business operations.

6. Establishes and maintains close relationships with new clients and existing accounts by:

• Meeting regularly with clients and accounts to present and demonstrate Merit products and to explain their benefits.
• Identifying potential customers and introducing them to the products offered by Merit.
• Maintaining contacts with clients to monitor their satisfaction with products.
• Identifying opportunities to improve customer satisfaction with products.
• Preparing customized drawings for clients needing custom kits or manifolds.
• Preparing and submitting pricing contracts to clients for products.
• Following up with clients to identify opportunities to increase sales volume and profitability.
• Resolving problems with clients regarding manufacturing or delivery problems.

7. Coordinates marketing and sales staff to ensure that the right products are shipped to customers on a timely basis and in the amount required, to stay informed about new products provided by Merit, and to provide feedback from customers about product needs and possible innovations.

8. Makes decisions within approved authorization limits regarding product pricing to optimize sales volume and profitability.

9. Prepares reports summarizing sales results achieved, contacts made, needs for change in products and suggestions for improvement in Merit's procedures.

10. Participates in a variety of sales training and planning meetings to learn about new products and marketing promotions, and to share information about sales goals.

11. Maintains a high level of knowledge about Merit and competitor products and their advantages and disadvantages.

12. Sets and achieves personal performance goals for sales volume, new contacts made, new client sales and other related sales results achieved.

13. Participates as a member of the Merit sales team to improve Merit's ability to increase market share by identifying ways to increase product quality and customer satisfaction.

14. Travels by car, airplane, bus, etc. to perform sales duties with clients.

15. Performs a variety of other related duties, as required.

ESSENTIAL PHYSICAL/ENVIRONMENTAL DEMANDS

• Lifting -- Not to exceed 50 lbs. -- local practice may apply.
• Writing
• Sitting
• Standing
• Bending
• Visual acuity
• Color perception
• Depth perception
• Reading
• Field of vision/peripheral

SUMMARY OF MINIMUM QUALIFICATIONS

• Education and/or experience equivalent to a related Bachelor's Degree.
• A minimum of five years of direct sales experience, preferably in selling medical products.
• Ability to communicate effectively with and to understand the needs of others in a sales relationship.
• A high degree of personal motivation and drive to achieve personal and professional goals.
• Excellent oral presentation skills and the ability to think quickly to apply facts in analyzing a problem and explaining that answer to a group of medical technicians and clinicians.
• Ability to learn the usage of medical equipment and to identify and explain possible improvements in usage.
• Ability to work effectively as a team member to achieve organization goals.
• Ability to utilize business mathematics to figure percentages, prepare financial and sales information.
• A high degree of personal organization skills, including the ability to record and report information and to document work performed.
• Ability to work independently with a minimum of supervision.
• Ability to travel extensively and work long hours to achieve goals, as required.
• Excellent driving record with no driving accidents in the past three years or no more than one driving ticket in the last three years.
• Demonstrated computer skills preferably spreadsheets, word processing, database and other applicable software programs.

COMPETENCIES

• New client establishment/existing account maintenance
• Product demonstration
• Customer service
• Customized drawing preparation
• Pricing contract preparation/submittal
• Problem solving
• Product pricing decision making
• Sales reports
• Product knowledge
• Goal setting/achievement

COMMENTS

Infectious Control Risk Category I:
The risk category explains whether or not employees are likely to come into contact with blood or body fluids while performing their jobs. Risk category I states employment and procedures that will require

exposure.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled