Sales Specialist, Infrastructure & Integration Systems Solutions

Olympus - Baltimore, MD (30+ days ago)3.9

Baltimore, MD, Richmond, VA & Washington, D.C. - In conjunction with the respective Surgical and MP sales managers as well as industry consultants, equipment planners, architects and other strategic related medical device companies, this role is responsible for all aspects of the sales process for Systems Integration/ Solutions. This includes, understanding in-depth technical product application requirements and conveying architectural room environment related installation requirements to customers, to ensure that products operate as designed in the customer's facility.

Olympus embraces diversity and inclusion. As an Equal Opportunity Employer, our policies as well as our values prohibit unlawful discrimination based on an employee's or applicant's race, color, sex, age, physical or mental disability, national origin, religion, sexual orientation, gender identity and/or expression, marital status, genetic information, ancestry, military or veteran status, or any other federal, state or local protected classification. EOE Minorities/Females/Veterans/Disabled

At Olympus, we are True to You!

Job Duties:
  • Prepare a comprehensive annual business plan designed to grow franchise and achieve required sales objectives, works diligently to achieve stated goals effectively managing obstacles, and continually updates plan as appropriate.
  • Achieve sales and MBO targets.
  • Obtain margin and revenue sales goals by providing solution based opportunities for the customer.
  • Contribute to funnel growth through continuous sales force engagement and proactive territory development.
  • Update all relevant systems of record.
  • Develop and nurture relationships with healthcare architects and consulting companies.
  • Serve as the product, system and technology expert on OR Design, infrastructure requirements, Integrated Operating Room Systems and boom and light solutions. Understand how systems interrelate both within the operating room and with other departments within the hospital environment.
  • Understands OR design to optimize layout for maximum efficiency to include Olympus products and non-Olympus products including Integration, equipment management systems, data storage devices, EMR compatible devices, and OR lighting and boom requirements.
  • Develop and maintain a thorough understanding of our software-based clinical workflow solutions and be able to effectively communicate the benefits to a diverse group of end-users and stakeholders; with particular attention to navigating hospital IT departments to gain acceptance of our solutions.
  • Understanding in-depth technical product application requirements and conveying architectural and room environment, related installation requirements to customers, to ensure that products operate as designed in the customer's facility. Develop drawings, cost estimates, statements of work and proposals to support pre-sales opportunities, which align all Systems Integration and Infrastructure stakeholders to ensure sales-opportunity requirements are clearly defined and updated according to project needs.
  • Explain benefits of Olympus solutions to customers and how they will impact the clinical workflow.
  • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies in order to provide ongoing assessment of new technology advancements and market needs assessments for potential inclusions in evolving product line.
  • Provide feedback to sales management on any changes in competition, impact of sales initiatives and actively contribute to market intelligence and ongoing process improvement activities related to area of responsibility.
  • Ability to describe complex solutions to technical and non technical contacts.
  • Work closely with OAI's Surgical and MP sales force (as the account management) on any sales opportunity and deliver high impact presentation on the benefits of Olympus Integration in the clinical setting.
  • Establish creditability with Olympus colleagues and customers. Explain Olympus unique selling proposition and efficient handling of objections in competitive situations.
  • Demonstrate Olympus solutions products through a variety of available sales tools, e.g. presentations, simulators, mock rooms, product demos and live video conferences.
  • Support training of sales force through on the job training and actively grow engagement of sales force.
  • Partner with the customer to identify functionality requirements that promote effective workflow and positive clinical outcomes. Provide deliverables that establish the basis, guidelines, and definition of the project; coordinates the project definition through its refinement process to sign off.
  • Educate the customer on emerging trends, workflows, and products.
  • Process improvement activities related to area of responsibility.
  • Perform all other essential duties as required.
Job Requirements:

  • Minimum of 2 years demonstrated experience of understanding and communicating room designs for infrastructure products which includes Surgical Lights, Booms, and Integration is required.
  • Minimum of 2 years demonstrated experience developing and delivering Complex Infrastucture Projects involving (IT, Facilities, Building/Contractors and Clinicians) to develop and implement state of the art work areas within clinical facilities is required.
  • Minimum of 5 years sales experience, healthcare, technical sales or combination of experience is required.
  • Equivalent knowledge is required.
  • Must possess demonstrated knowledge of technical competency in video endoscopy systems, computer based systems, audiovisual systems, and image capture devices desired.
  • Strong technical competency in audio visual systems, boom and lights, video endoscopy systems, network based systems, image management systems, EMR connectivity, and advanced audio visual systems and components is necessary. Special emphasis placed on how these devices are and would be used in the hospital environment, particularly in the Surgical Endoscopy specialty.
  • Knowledge and understanding of LAN/WAN networking, HCIS (HIS), PACS and EMR systems used in hospitals is preferred.
  • Detailed understanding of the operating room, operating room design, systems and subsystems used in general and specialty surgery is desired. Special emphasis on the application of these devices in Endoscopy, minimally invasive surgery, and image-guided interventions.
  • Strong competency in reading, understanding and interpreting architectural drawings is essential.
  • Strong competency is operating room layout, workflow and design by specialty.
  • Command of LAN/WAN networking, HCIS (HIS), PACS and EMR systems used in hospitals is highly desired.
  • Excellent written and verbal communication skills with all levels of staff within the hospital setting with special emphasis on the ability to communicate complex technical details to the layperson is preferred. Executive level presentations and conversations skills, as well.
  • Must possess the ability to cultivate strong relationships and trust with cross-functional teams and divisions, colleagues and customers.
  • Must possess the ability to analyze, interpret and communicate to team members technical documents, government proposals, market reports and business trend analysis.
  • Must possess the ability to anticipate / handle multiple priorities and complex issues.
  • Consultative selling skills and approach is necessary.
  • Must maintain a high standard of ethics, professionalism, competency and business acumen.
  • Must possess the ability to prioritize and manage multiple large complex projects simultaneously.
  • Must have a proven, successful selling track record.
  • Must possess the ability to travel up to 75% and ability to work flexible hours (may include some weekends and evenings).
  • Existing relationships with Architects and Equipment Planners is preferred.
  • Must possess the ability to work with facility management, construction planning, Architects on analyzing and advising on blue prints/OR Designs.
  • Knowledge of Operating Room and endoscopy market is preferred.
  • Knowledge and understanding of computer networking and the HCIS systems used in hospital.
  • Must possess the ability to manage large/ complex projects.
  • Excellent organizational, analytical, and problem solving skills are desired.
  • Technical agility and aptitude are necessary.
  • Must possess a high degree of initiative and creativity, with the ability to work well under pressure and with minimal supervision.
  • Must possess the ability to prioritize and manage multiple projects simultaneously.
  • Must possess the ability to collaborate and work effectively with teams of people.
Work LocationUS Field OAI
Job Family


Auto req ID3236BR
Company URL

Olympus America Inc

About Us

Olympus America, Inc. with headquarters in Center Valley, PA is a precision technology leader, creating innovative opto-digital solutions in health care and life science products throughout North America. Olympus works collaboratively with its customers and its affiliates worldwide to leverage R&D investment in precision technology and manufacturing processes across diverse business lines. These include: gastrointestinal endoscopes, accessories, and minimally invasive surgical products; advanced clinical and research microscopes. Olympus America Inc