Job Abstract

I.  Job Purpose

Our Sales Associate is an entry level sales position with KARL STORZ Endoscopy-America, Inc. (“KSEA”). This position reports to the Region Sales Associate Manager with a dotted line to the local Sales market team (1-4 Sales Executives). This position takes direction from the Region Sales Associate Manager and/or the local Sales market team as to daily activities and priorities. The Sales Associate is responsible for sales and sales related activities, including planning and coordinating the selling, marketing and promotion of all KARL STORZ products within their assigned market. The Sales Associate will provide equal support to all KSEA Business Units that have a Sales Executive in their assigned market.

This highly visible and successful feeder program to our Sales Executive role will support the Orange County, CA area and is expected to spend over 70 percent of their time at customer sites. Compensation is based on a competitive Salary, plus Bonus program based on achievement of assigned Sales goals. After training, the expectation is for this position to work independently but in partnership on assignments and sales goals as provided by the Region Sales Associate Manager and assigned Sales Executives.  Hired candidate will be required to live in the assigned territory geographic area.  

 II.  Job Duties

Selling Activities – 70% of associate time

• Contribute to the achievement of annual sales quotas assigned in their territory by:

  • Conducting product demonstrations and customer product and service evaluations.

  • Effectively presenting and differentiating KARL STORZ product features, benefits, and procedural applications in accordance with the product labeling.

  • Establishing and maintaining in a compliant manner strong working relationships with nurses, physicians, sterile processing, materials management, and administrative personnel in every assigned account.

  • Provide sales quotes and service agreements to customers.

• Support promotional activities initiated by the Company.

• Develop and implement compliant sales strategies to earn new business.

• Continuously learn and maintain up-to-date knowledge of KARL STORZ products and procedures, strive to successfully increase the sales of our products to our customers, including hospitals, ASCs and offices.

Other Activities – 30% of associate time

• Train and educate customer personnel to ensure satisfaction and long-term reliability of all KARL STORZ products purchased pursuant to contract or KSEA procedures, including providing care and handling education.

• Educate customers on appropriate use of KARL STORZ products at their sites in compliance with Instructions of Use, and educate end users in matters related to, but not limited to, decontamination, inspection, assembly, packaging / sterilization of reusable instruments sold, as appropriate.

• Assist with customer management, including providing product and order status updates, pricing changes, educate about promotion, and problem solve for customers.

• Assist customers with return of KARL STORZ products and service/repair products, as necessary.

• Secure, manage and return assigned KARL STORZ demonstration and evaluation products.

Other Role Expectations

• Maintain up-to-date records, including customer records, submit timely reports, and complete all required trainings and knowledge assessments within required timelines.

• Prepare and submit special reports related to territory operation, as required.

• Attend and participate in sales meetings, training programs and conventions, as directed.

• Follow all Company policies, procedures, handbooks, and guidelines.

• Other duties consistent with the general nature and focus of the job and/or the goals and objectives of the department may be assigned.

• Cooperate with internal and external audits, inquiries, and reviews, as requested.

III.   Essential Skills

Physical requirement/Demands:  Ability to lift up to 35 lbs. of equipment. At an employee’s discretion, the employee may ask for human or mechanical assistance whenever asked to move or handle equipment.

Mental requirements/Emotional Demands: Ability to adapt and demonstrate flexibility in dealing with changing priorities and work situations.

Interpersonal and communication skills: Strong verbal and written presentation, negotiation, verbal and written communication, and the ability to collaborate and work with numerous individuals, both internally and externally.

Travel: Requires daily driving to geographically dispersed customer accounts. A valid driver’s license in the state where the vehicle will be operated or in the state of residence is required. Up to 10% travel outside of assigned region during the year.

IV. Minimum Knowledge, Education and Skill Requirements

Required

Minimum years of relevant work experience: 2 – 4 years’ relevant experience, preferably within sales

Minimum education, certifications and/or credentials: Bachelor’s Degree or work experience

Minimum hard skill requirements (including computer and application proficiency):

• Demonstrated agility with technology and/or medical products.

 Minimum soft skill requirements:

• Demonstrated track record of over achievement.

• Possess exceptional interpersonal, organizational skills, and the ability to multi-task.

• Demonstrated ability to stay calm, think quickly, and act responsibly when in high pressure situations.

• Strong focus on the Customer Experience, sense of urgency, and empathetic attitude towards the customer.

• Flexible to relocation for career growth.

V.  Core Requirements

Degree of accountability: generally managed

Degree of decision making: diversified tasksFinancial/Budgetary: Supervised responsibility on revenues and cost

Safety: Adhere to KARL STORZ safety protocols

Quality: Adhere to KARL STORZ Quality Management System

Supervision:  does not supervise others