61 days ago on jobs.medtronic.com

Capital Sales Specialist Robotics MITG, EMEA

Medtronic (Schweiz) AG

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Capital Sales Specialist Robotics MITG, EMEA

Capital Sales Specialist Robotics MITG, EMEA

Zurich, Switzerland
Sales16000GGXRequisition #Aug 23, 2016Post Date
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The Capital Sales Specialist Robotics MITG will be responsible for selling Medtronic MITG Robotic systems to targeted hospitals within an assigned territory. The role requires a high level of experience in selling highly technical capital equipment to senior, high level hospital staff including senior MIS surgeons (of various specialties) and hospital C-Suit level executives. The jobholder will need to have advanced skills in consensus-building among senior executives and key hospital staff. Moreover, the colleague will be expected to use strong solution-selling and closing skills in order to meet timely, predetermined revenue quotas. Attention to detail, action-orientation, analytical skills and self-motivation are essential traits for this position.


• Be able to clearly identify the needs of the customer and have a clear understanding of the Medtronic MITG Surgical Robots Value Proposition
• Manage the complex sales process of Medtronic MITG Surgical Robots into EMEA hospitals
• Understand how the local healthcare system acquires capital for large healthcare purchases
• Knowledge/experience with service contracts
• Build support from surgeons and administration (and other stakeholders) for MIS Robots Surgery.
• Within Medtronic, work with SPS/HIS/NRG Hospital Solutions team to develop value based healthcare solutions
• Achieve quarterly sales targets and activity objectives
• Work with existing sales team to drive procedural volume and growth
• Develop excellent relationships with CEO and senior hospital administrators and other important stakeholders in the purchase decision
• Organize, plan and manage the sales process
• Good knowledge of primary OR procedures and Medtronic Surgical technology
• Ability to build, adapt and present detailed business cases for system purchase to internal and external stakeholders
• Resolve contractual issues
• Coordinate system installation with service and clinical teams
• Submit responses to local tenders for robotic surgical systems
• Regular progress and territory reports/plans to senior leaders
• Identify new opportunities for this and new technology
• Attend and manage local and international congresses
• KOL management
• PR skills are an advantage


• University degree (Business or Healthcare related)
• MBA or equivalent in a relevant business school a plus
• The ideal candidate should have in-depth understanding and experience with the development and execution of selling capital healthcare equipment, developing strategies that optimise product launch and product profitability.
• Significant experience is required in sales and negotiation skills, previous positions should include proven senior sales ability.
• Minimum of 5 years sales experience in surgical healthcare and/or capital healthcare sales and experience of working the operating room environment
• Experience at launching new technology
• Knowledge of tender and reimbursement systems in Europe
• Understands how the medical device business works in local region
• Strong business acumen and financial understanding
• Process oriented
• Ability to scout out new opportunities
• Intuition to recognize market changes and opportunities
• Strong Leadership and influence skills for all levels of the business
• Experience with working in a matrix structure
• Strong negotiation skills
• Strong written and verbal communication and presentation skills.
• Team player and track record of working collaboratively to manage cross-functional, cross-business issues and generate impact through others.
• Management skills, planning, prioritization, objective setting, results driven
• Sales Management experience is a plus
• At ease in different cultures and situations
• Fluent in English, local language and any other European languages is a benefit
• Must be able to travel (50% plus)
• Ethical working practice