IBM Watson Health - Solutions Seller - Eye Care or Orthopedics in Los Angeles, California

Job Description

Location: Ideally, you reside in Dallas or Houston, TX. The territory covers, Texas, Arkansas, Louisiana, Mississippi, and Oklahoma.

The newly formed IBM Watson Health business unit is now looking for talented individuals destined to usher in the next era of healthcare. We live in a moment of remarkable change and opportunity. The convergence of data and technology is transforming healthcare and life sciences organizations in every way. New roles are being created that never existed before to meet the demands of this transformation.

Job Summary:

Working under minimal supervision, this position, the Specialty Solutions Seller will lead, sell and promote one or all Eye Care and Orthopedic product lines North America Field Sales. In addition, will have personal sales responsibility for Eye Care and Orthopedic sales in assigned National Accounts. Duties of this position include: Develop and execute Sales plan according to company policy, which will include strategic and tactical sales planning along with identifying, qualifying, demonstrating and presenting product capabilities to customers to increase sales and market share. Increase sales, improve customer satisfaction, maintain existing accounts and develop new business opportunities and revenue streams while contributing to the Company's success.

Essential Job Duties:

  • Meet or exceed all assigned quotas for sales, related applications and components, both in personal account assignments and within North American Sales for Eye Care and Orthopedic products.

  • Coordinate with other sales managers to develop plans to successful meet North American Eye Care and Orthopedic Sales quota

  • Develop Sales Training plan for all sales representatives assigned Eye Care and Orthopedic product goals

  • Assist with proper total qualification and assist System Engineers in technical qualification of prospects inclusive of site-specific data collection and analysis for needs identification.

  • Manage and facilitate all solution demonstrations in assigned accounts and within North American Sales

  • Deliver and manage all product presentations.

  • Facilitate resolution of major sales objections presented by customers.

  • Participate in and manage contract negotiations.

  • Develop sales and marketing strategies to ensure market share, growth and success.

  • Perform accurate and timely territory and pipeline reporting as defined.

  • Gather and analyze market intelligence providing ongoing opportunity/threat analysis.

  • Maintain responsibility for all cross-functional department resource allocations to the sales cycle.

  • Plan, execute, and attend regional/national trade shows and seminars with assistance from regional and corporate resources.

  • Compile lists of prospective customers for use as sales leads, based on information from field marketing, direct marketing, newspapers, business directories, industry ads, trade shows, Internet Web sites, installed base, and other sources.

  • Travel through assigned territory to call on regular and prospective customers to promote imaging product line, and solicit orders.

  • Analyze customer's needs and recommends solutions that best meet customer's requirements.

  • Emphasize scalable features such as flexibility, cost, capacity, and economy of operation.

  • Able to reach a consultative level of sell with the customer.

  • Quote prices and credit terms, generates proposals, and prepares sales contracts for orders obtained.

  • Estimate date of delivery to customer, based on knowledge of production and delivery schedules.

  • Prepares reports of business transactions, maintains up to date and accurate account profiles and keeps expense accounts.

Required Technical and Professional Expertise

  • Minimum 8 years sales experience in the Eye Care and/or Orthopedic marketplace

  • Experienced with Microsoft Excel, PowerPoint, and Word

  • Established business acumen

  • Experience with

  • Works in ethical, respectful manner to all customers and co-workers

  • Integrity, team player, responsible and professional demeanor

  • Organizational skills and goal oriented

  • Problem solving and project management skills

  • Understanding of financial concepts and principles

  • Experience with complex clinical systems, managing multiple prospective clients thru a long sales cycle required

  • Healthcare sales experience

  • Proven competencies in designing and implementing enterprise sales strategies

  • Met quota for 2 or more years in a 3 year period

  • Experience demoing systems

Preferred Tech and Prof Experience

  • Experience selling complex solutions in the C-Suite a plus

  • Radiology workflow knowledge a plus

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.