Rob Lawton Division Manager CMJ Medical DePuy Synthes – Mitek Sports Medicine
Demonstrate AT’s background & skills are great fit for medical sales Provide an overview of medical sales opportunities Describe the medical sales reps responsibilities & expectations Outline a plan to research, find open positions and secure and complete interview Answer your questions
A medical device is an instrument, apparatus or implant that is used to diagnose, prevent, or treat disease or other conditions and does not achieve its purposes through chemical action.- Wikipedia $133 Billion by 2016 6500 companies in the US 80% of companies have less than 50 employees
Medical Sales Athletic Trainer Professional Medical & Dentistry Customer Service Therapy & Counseling Sales & Marketing Educatio cation n & T & Training ing Admin & Management Co Compute puters Psychology ychology Educatio cation n & T & Training ing Admin in & M & Management gement Psych cholo ology gy Personnel & HR Communi mmunica catio tion n & & Physics Med edia Co Compute puters Comm mmuni unica catio tion n & & Media *info from www.mymajors.com
Medical Sales Athletic Trainer Professional Active Listening Comm mmunica icatio ion Monit nitorin oring/As /Asse sess ssment ent Persuas uasio ion Critical tical thinkin inking Nego goti tiati ation on Comm mmunicati nication on Social ial percepti tiven venes ess Social ial percept eptiv ivenes eness Servi vice e orien ientation ation Activ ive learnin rning Coordin dinatio ion Service ice orienta entation tion Acti tive e learnin arning Decis ision on makin ing Critic ical al thin inkin ing Inst structin ructing Proble lem m solving lving Coordin dinat ation ion Decisi ision on making ng Time ime mana nagemen gement Time ime man anagem agement ent Problem lem solvin ing Monito nitorin ing/ g/asses assessm sment ent Persu suas asion ion Inst structing ructing Negotia otiation tion *info from www.mymajors.com
Medical Sales Athletic Trainer Professional Integ egrit rity Depen endabi dabili lity ty Initiative iative Stress ss Tole leran ance Cooperat ration ion Flexi exibil bility ity Dependab dabili ility ty Concern for others Persis istence tence Integrity egrity Stress s Tolera erance ce Init itiat iative ive Achiev ieveme ement/E /Effort ort Coo oopera peratio ion Self control rol Leadershi adership Indep epen enden dence ce Atten entio ion to detail ail Flexibil ibility ity Self lf control ontrol Attention ion to d detail Innovation Persis isten tence ce Leadersh ership ip Indepen dependen dence Ach chiev ievem emen ent/eff t/effort ort *info from www.mymajors.com
Medica cal Suppl ply y ◦ Customer Service Focus ◦ Call Point in Office ◦ Large Territories ◦ Work with hospitals, physician offices and surgery centers purchasing directors ◦ Sell all disposable items used in medicine including surgical drapes, gloves, etc. ◦ Sell basic capital equipment such as blood pressure cuff, thermometers, etc.
Capita tal l Equipm ipmen ent ◦ Long Term Sales Focus ◦ Call Point is Hospital Administration ◦ Very Large Territories ◦ Work with hospitals, physician offices and surgery center business managers and administration. ◦ Sell equipment for long- term repeated use such as Lasers, Anesthesia equipment, Imaging Equipment, Robotics, etc.
Medic ical al Device vice ◦ Clinical Expertise Based ◦ Call point is Operating Room ◦ Small Territories (10-20 accounts) ◦ Work with surgeons, OR staff and purchasing in hospitals and surgery centers ◦ Sell surgical implants and disposable instruments and provide clinical expertise on their use in the OR ◦ Provide customer service such as instrument delivery, educational in-services and sales demonstrations to surgeons and OR staff
Orthopedics ◦ Sports Medicine ◦ Joint Reconstruction ◦ Trauma ◦ Spine/Neuro General Surgery Plastic Surgery Cardiac Surgery Equipment Diabetes Dental
Medical Device - Medical Supply Orthopedic Sports Medicine Cardinal Health ◦ Johnson & Johnson Owens & Minor DePuy Synthes Medline ◦ Stryker ◦ Zimmer/Biomet McKesson ◦ Smith & Nephew Henry Schein ◦ Arthrex ◦ ConMed Other Ortho ◦ NuVasive ◦ Globus Medical ◦ Wright Medical ◦ Medtronic ◦ Boston Scientific
Distributor 1099 Corporate Employee Contractor Independent contractor Salary and/or Commission ◦ 1099, you pay all taxes Limited to No Benefits Full Benefits Sell multiple companies ◦ 401K, Insurance, exp. Acct. products ◦ Car, gas card Sell only company Sell your own line of products products Structured - must follow Minimal structure corporate policies Limited opportunities for Great options for promotion and training promotion and continued Compensation can be training variable and inconsistent Compensation is stable
Entry Level Job Provide support to Full Line Representative(s) Serve as an apprentice learning as you go Service existing accounts, obtain and submit orders and manage inventory Monitor competitive activities within territory to include pricing, products, schedules and techniques Recommend change in products and service by evaluating customer needs and competitive development Resolve customer complaints by investigating issues, developing solutions and making recommendations to management Maintain professional and technical knowledge by attending educational workshops, establishing personal networks and participating in professional societies Contributes to the team effort by accomplishing related results and duties as needed Compensation – 40-60K
Sales es Resu sults ts Objective: Achieve 100% of the forecast as planned. Methods: Identify achievable, quarterly target customers that are relevant to company sales direction. Allocate time and resources to target customer in order to achieve each quarter’s forecast. Efficiently and effectively lead target customers through the sales process to expedite closing. Continuously expand knowledge necessary to represent the complete product line in a professional manner. Routinely ensure customer satisfaction with all products by providing education in proper product selection and use. Manage territory business and communications in a timely and efficient manner. Measurement: Achieve 100% of the forecast by the end of each quarter and the year.
Territo ritory ry Busine ness Planni ning ng Objective: Identify achievable and relevant quarterly target customers that lead to meeting annual forecasts. Methods: On a daily basis, search for potential volume sales opportunities during calls in all accounts. On a daily basis, qualify the probability and timing of closing potential sales in all accounts. Identify products to sell to existing and new target customers that will lead to meeting the forecast. Establish quarterly lists of targets, tactics, potential volume, and timelines in order to track progress and adjust if necessary. Monitor progress with target customers monthly and change plans if necessary to meet the forecast. Measurement: Close 80% of the target customer sales as planned in order to achieve the forecast each period.
Call Activi vity ty and Resour urce ce Allocati tion Objective: Accomplish priority sales goals through efficient use of time and resources. Methods: Establish daily goals for visits with new and existing decision makers in order to sell and expand product usage. Anticipate and deploy required resources in a timely manner to accelerate target customer sales strategies. Make customer visits required to protect and expand existing business and convert competitive business. Make specific plans prior to each target customer visit in order to efficiently advance customers to using our products. Routinely assess target customers call results versus call plans in order to improve in the future. Adjust call activity and resource allocation as needed for success. Measurement: There is a clear relationship between call activity/resource allocation and sales results with target customers.
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