Service Solution Specialist, Western U.S.

Position Summary:

The Service Sales Specialist is the primary driver for Service revenue.  They execute the Region’s services sales strategy, orchestrates company resources to achieve sales targets, satisfy clients and develop enduring business relationships. Teamwork is essential in a sales team matrix of Inside Sales, Service Management, Customer Field Engineers, Account Executives, Clinical Applications Specialists and Business Development.  The Specialist supports sales of the entire Carestream services portfolio as the sales expert for an assigned territory, the western U.S.   Candidates should live within the territory near a major airport. 

Position Responsibilities:

• Is accountable to achieve Product/Solutions/Service orders and sales target for assigned accounts and/or territory. 
• Ensure pricing compliance for all product opportunities. 
• Accurately forecast orders and sales within the applicable sales funnel tools and reports for their products in their assigned territory/accounts. 
• Create territory/account plans including opportunity development, competitive strategies, and targets. 
• Build strong business relationships and formulate account relationship plans within the assigned accounts/ territory and maintain customer contact records in the relevant CRM tools. 
• Track and communicate market trends to/from the field including competitor data and develop effective counterstrategies.
• Maintain up to date detailed knowledge of assigned product/solution/services. Be able to present and discuss the operational, clinical, and business benefits in terms which are relevant to customers. 
• Collect and communicate VOC (Voice of the Customer), market, technology, and service trends to the Marketing team to drive new product development priorities.
• Differentiate assigned product offering during the various stages of the sales process, effectively using Carestream resources and approved product marketing and product promotion material to actively support the customer through their decision-making process.  
• Represent the company at relevant conferences and exhibitions to promote product/solution and company. 
• Identify and create new opportunities and work with account teams (where applicable) to continuously increase prospect funnel. 
• Drive tender/bid process including the needs qualification, vendor selection, quotation, and closure of their product/solution/service opportunities to meet orders, sales and margin targets as well as to maximize customer satisfaction within assigned territory. 
• Create and maintain opportunities in the applicable sales funnel tool and/ or CRM tools. 
• Ownership of order and configuration quality to ensure accuracy, configuration integrity and that customer requirements are met. 
• Educates account team members on their product/service/solution strategy and offerings. 
• Share and follow-up identified leads to other product lines with appropriate sales team(s). 
• Work directly with local sales teams to negotiate and configure solutions /proposals (including RFP's/Tenders) for key and strategic account opportunities.

Required Skills & Education:

Required Skills and Experience
•   Minimum of 5 years’ experience in selling Services or Capital Equipment 
•   A solid understanding of the medical imaging and services markets; including trends, technologies, products, and players.
•   Demonstrated expertise with MS Office:  Word, Excel, PowerPoint and Outlook

Education

•    AS or Equivalent, BS Preferred

Relevant Experience

•    Medical Device / Capital equipment sales experience
•    Service sales experience
•    Medical device service experience
•    Service management experience

Skills & Competencies

•    Demonstrated ability to close net new business, excellent negotiating and closing skills with a proven ability to achieve sales goals
•    Ability to effectively present information and negotiate with all levels of management 
•    Skilled in sales funnel and forecast management
•    Measurable year over year success in selling and account management. 
•    Ability to manage a large geographic territory with travel and overnight stay as required
•    40% – 50% travel is involved with this role

Desired Skills:

Preferred: Direct experience with services sales in the medical imaging industry.

Work Environment:

Customer sites and home office 

Physical Requirements:

40-50% travel is required