Part-Time, Franklin MA
The Sales Development Representative will promote Dale Medical Products (Dale Medical) to clinicians, purchasing and value analysis professionals in acute and non-acute settings, protect current sales revenue and grow sales to meet and exceed Dale Medical annual sales revenue objectives.
Key Functions:
- Targeting: Track sales activity for Dale Medical, develop new opportunities for sales growth
- Provide analytical support using data analysis tools (such as Tableau), Customer Relationship Management (CRM), MS Excel and other information systems. Identify opportunities to expand Dale Medical sales, at single facilities and entire healthcare systems.
- Support research and targeting to generate additional sales opportunities (long-term care, home care, etc.)
- Conduct “gap analysis” to further expand sales targeting and generate opportunities.
- Customer Retention: Analyze customer purchasing patterns over specific periods (monthly, quarterly and annually):
- Develop “top account” list for tracking (for example, top 100 customers, top 20% customers by revenue, top customers by product area, etc.)
- Identify changes in purchasing patterns (including frequency, unit volume, revenue)
- Work to identify “at risk” accounts and develop tactics to retain business. Work to reduce and eliminate customer turnover.
- Lead Management: Develop and qualify sales leads and opportunities. Determine interest, direct actions for follow-up, including providing direction to Regional Business Manager(s) (RBMs) and Field Sales Representatives:
- Source new sales opportunities through inbound lead follow-up and outbound “cold calls,” email and other digital marketing resources.
- Respond to inquiries received through incoming telephone calls, website inquiries, e-mail inquiries, representatives’ leads and trade show/conference leads.
- Manage Dale Medical inquiries, targets and opportunities, track and report using CRM. Collect data and report on activities, opportunities, wins/losses monthly. Identify and follow-through on sales opportunities.
Additional Duties:
- Learn, understand and demonstrate proficiency with Dale Medical products, markets, customer needs and requirements. Perform effective product demonstrations when necessary.
- Correspond with channel partners to build pipeline and close new business.
- Communicate on a regular, consistent basis with RBMs and field sales representatives, coordinate with outside representatives regarding interactions with customers/opportunities.
- Conduct basic market research on specific topics, markets, product areas and competitors.
- Participate in local, regional, or national trade shows as necessary.
- Incorporate social media to generate interest in sales activities when appropriate. Maximize Dale Medical’s reach through social media.
- Other duties as assigned.
Qualifications:
- A minimum of 2 years of sales experience, preferably within the medical device industry.
- Highly motivated, results driven and demonstrate flexibility in a dynamic work environment.
- Must have a confident, professional manner, whether speaking spontaneously or from a script, with the ability to respond to prospect/customer questions and concerns effectively.
- Demonstrate technical proficiency for all Dale Medical products.
- Working knowledge of hospital/health care systems, distribution, purchasing/value analysis processes.
- Must be effective at uncovering customer needs.
- Possess excellent organizational skills with attention to detail.
- Work collaboratively with peers, field sales, and internal Sales and Marketing staff.
- Proficient with MS Office Suite (Outlook/Exchange, Excel) and relevant experience working with Customer Relations Management (CRM) systems.
- Ability to travel occasionally within the USA (approximately 2-5 times per year, as necessary).
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift 15 pounds at times.
- Must be able to travel as needed.
Benefits:
- Competitive
- ESOP participation after 1,000 hours within a calendar year.
- Eligible for bonus when Dale Medical achieves growth/profit targets.
If you are a motivated individual with a passion for sales and fit this role, we would love to hear from you. Apply now to join our dynamic team!
