Product Specialist

Primary Purpose of Role:

The role is responsible for technical product sales support and establishing knowledge in developing, qualifying, and closing profitable X-ray Solutions deals within assigned geographical areas, leveraging upon and in alignment with the APAC DR sales organization.

Main Roles & Responsibilities:

• Maintain and further improve excellent technical knowledge on all details of Carestream’s DR product portfolio, related technologies, future roadmap and also a detailed understanding of competitor’s technologies and offers.
• Understand the goals of the customer (i.e. research, teaching, clinical, financial) and make use of that knowledge to professionally consult the customer in all aspects by leveraging existing sales tools or development of new ones, to actively support the channel organization.
• Improve customer satisfaction (as measured by customer satisfaction scores) by setting clear delivery expectations (e.g. what is the customer buying in feature, functionality, service delivery and up-time, training and application, consulting and post-sale support) and provide data to meet or exceed expectations.
• Collect Voice of Customer input and feedback to the WW team
• Preparation of customer specific presentation material (decision making units specific sales argumentation) and leverage of sales tools to convince potential customers on our solution to accelerate the sales process towards our direction.
• Viewed as a trusted consultant to both our customers and our channel partners/channel management people on current and emerging technologies.
• Provide technical information required in contracts/tenders.
• Identify, try to solve and escalate if needed customer product complaints.
• Develop & distribute to the team the best practices knowledge for using the X-ray & CT Solutions at their best.
• Identify/assessment of technical level and the sales skill level of the channel organization in order to prepare regular product trainings. Update trainings to be scheduled at least one a quarter, deep sales and sales tactics related to person trainings at least twice a year.
• Deliver non-service product training into the territory / channels. Localize training material as needed with focus on sales tactics and decision-making unit specific sales argumentation.
• Research, identify, evaluate, and communicate findings and recommendations to engineering, product management, marketing and sales regarding competitive product offerings.
• Review of CRD (Customer Requirement Documents) during the commercialization process of new products.
• Trade Trials (site selection, coordination, final customer outcome). Maintain relationships with reference sites.
• Prepare and execute product launches and work on localization of launch packages. Input of type of launch materials requested at territory level, then work closely with channel management and marketing to mobilise the channel partners to generate the most effective market introduction for the product.
• Review product and marketing documentation related to product for accuracy and appropriate language. Work closely with marketing to create documentation and support materials for end users and channel partners (excluding Operator/Key Operator/Technical Manuals.)
• Identification as well as localization of potential promotions to drive sales. Monitoring of effectiveness of promotions by setting targets and milestones. Close co-operation with channel managers, marketing and vertical management.
• Input of local regulatory requirements. Single point of contact for regulatory issues at territory level where needed.

Job Requirements

• BS/BA degree or equivalent experience; MBA a plus
• Must have 5 years of successful sales experience with capital medical equipment, medical imaging, medical devices, medical IT, or related fields.