Position Summary
The Device Sales Specialist is responsible for building and maintaining
relationships with key decision makers that lead to future business
opportunities. This position increases profitability and expands existing
accounts by selling ICU Medical products and extending relationships into new
areas with new accounts. As part of a regional device and technology
team, Device Sales Specialists are responsible for identifying and closing
opportunities for ICU infusion devices.
Essential Duties & Responsibilities
Meet territory sales quota for ICU IV Infusion Device product line: Plum 360,
LifeCare PCA and complimentary dedicated pump infusion sets along with MedNet
safety software and IV EMR connectivity.
Master presentation skills and command of technical knowledge of the ICU
family of products and how they relate to guidelines (FDA, CDC, SHEA, INS,
ONS, ASHP, etc.) in order to communicate professionally with Hospital
Clinicians. Conduct executive level presentations on clinical concepts,
current ICU products, and future product pipeline.
Know the strengths and weaknesses of competing products in the market and how
to position ICU Medical’s offerings against them clinically. Be the clinical
expert / consultative problem solver at the field level for clinical and
supply chain contacts.
Maintain a high level of technical and commercial competence on relevant
products, technologies, and services. Quickly demonstrate expertise and
establish credibility with clinical and executive decision makers
Know the assigned territory and customer base, contracts, pumps, solutions,
distribution models, etc.
Be able to conduct product trials and implementation of all ICU products
Know your market and the clinicians in the market through local AVA, INS,
APIC, and ONS chapters
Develop strategic customer relationships throughout the hospital to drive the
purchase of ICU’s infusion devices
Communicate with managers and align sales efforts with Company and regional
targets
Develop and maintain a high level of customer satisfaction
Negotiate contracts with hospital supply chain and administrative
organizations
Understand market dynamics and healthcare trends
Work on special projects as they arise
Work occasionally during weekends/nights, when necessary
Knowledge & Skills
Self-motivated, energetic, professional, and able to perform job duties with
minimal supervision
Excellent verbal and written communication skills, and strong presentation
skills
Ability to break down complex concepts and communicate them simply and
effectively
Strong organizational skills and ability to multitask
Computer literate and proficient in Excel, Word, and Outlook
Strong critical thinking, analytical, and problem solving skills
A strong desire to see others around you succeed as well as drive toward
individual achievement
Minimum Qualifications, Education & Experience
Must be at least 18 years of age
Bachelor’s degree from an accredited college or university is required
MBA or MHA a plus
Minimum 5 years of medical sales experience, selling capital equipment,
medical devices, or software in a hospital environment.
Proven track record of making quota/growth in territory, development of
existing customer relationships with Supply Chain. A proven track record of
achieving and exceeding sales targets and a desire to grow new business
Experience working in a team environment
Position requires active and current compliance with all credentialing
requirements, including COVID-19 vaccination, to perform the essential
function of your role at customer locations.
Work Environment
This job is a field-based role.
Work may be performed in a home office using standard office equipment, as
well as on-site at customer locations.
While performing the duties of this job, the employee may be required to sit,
stand and walk for long periods of time; depending on the needs of a customer
As part of the scope of employment, the employee must hold a valid driver’s
license as well as comply with and meet the requirements set forth in the
Authorized Driver Policy to drive on behalf of the company.
Typically requires travel 50% of the time
ICU Medical has consistently provided you with clinical innovations that help
solve real-world challenges.
With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in
2022, we are now a global market leader with a complete line of
clinically-essential IV therapy and high-value critical care products for
hospital, alternate site, and home care settings.
We're ready to bring you consistent quality, innovation, and value in more areas
than ever. Our focus allows us to bring you:
Dedicated and non-dedicated IV sets and needlefree connectors clinically
proven to provide an effective barrier against bacterial transfer and
colonization.
The industry’s broadest IV smart pump offering covering large volume, pain
management, and ambulatory needs.
IV medication safety software providing full IV-EHR interoperability with the
highest customer satisfaction and compatibility with more EHR systems than
any other company.
Significant US IV solutions manufacturing and supply capabilities.
This role is based remotely; the incumbent may be remote in any state other than
Colorado; California; Connecticut; Montana, Maine or New York.
ICU Medical EEO Statement:
ICU Medical is committed to being an Equal Opportunity Employer. We ensure that
all qualified applicants receive fair consideration for employment regardless of
race, color, nationality or national origin, ethnicity, sex, gender, religion or
belief, marital or civil partnership status, sexual orientation, pregnancy or
maternity, age, disability, or protected veteran status.
If you are an individual with a disability and need reasonable accommodation to
participate in the employment selection process, please contact us at
humanresources@icumed.com. We are committed to providing equal access and
opportunities for all candidates.
ICU Medical EEO Policy Statement
[https://www.icumed.com/media/lwkcbbam/icu-medical-eeo-policy-statement-2025.pdf]
Know Your Rights: Workplace Discrimination is Illegal Poster
[https://www.icumed.com/media/0mrnh211/know_your_right_2023-2.pdf]
ICU Medical CCPA Notice to Job Applicants
[https://www.icumed.com/media/1qwexl5a/icu-medical-job-applicant-privacy-notice-october-2024.pdf]