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Career Story: Regional Salesman For A Medical Services Company

Regional Salesman For A Medical Services Company

Job Title: Medical Sales

Type of Company: The company provides hospital and office-based medical services, i.e. lithotripsy, prostate laser services, stereotactic breast biopsy services.

Education: BS, Management, Teikyo Post University (Waterbury, CT)

Previous Experience: I worked for a decade as a staff radiological technologist and later held a management position in the radiological field for 4 years.

Job Tasks: I work as a regional business manager for a company based in Massachusetts that provides medical services in hospitals but also in corporate offices. The company offers "turn-key" solutions for every sort of facility and staffs and manages the facilities it sells.

My job is to visit hospitals and physician groups, introduce them to our services, negotiate contracts and finalize deals. I then become the liaison between the account and my company, making sure services are provided properly and needs are met. The territory I cover is a large one: I visit hospitals and physicians in Connecticut, New York and Pennsylvania.

One of the services we provide is lithotripsy, a procedure that uses high intensity shock waves to pulverize kidney stones so they can be eliminated from the body naturally. Another service we provide, called stereotactic breast biopsy, allows doctors to test tissue for cancerous growths. There are some other services we provide but those are the major ones.

Best and Worst Parts of the Job: The best part of my job is that I am contracting with facilities to provide services that I know are going to help people. Anyone we perform a procedure on is likely to benefit from it. Another part of the job that I like is that I am not behind a desk every day. I get to go out to facilities and meet new people all the time. Some of these people, although customers, have also become friends over the years.

One of the things I don't like about my job is the amount of travel I sometimes have to do. Although I like being on the road it does get a bit too much at times. There are times that I am not home for days and I miss out on things at home with my family. It's a balance you have to manage.

Job Tips: Know your product. If you decide to go into sales you must absolutely know your product better than anyone. You have to be able to speak intelligently about what you have to offer and how they can benefit from what you are offering.

Know your competition. Know what your competition is offering and how you can provide a better product and service. Know their strengths and weaknesses...and your own for that matter.

Know your territory. Make sure you know who is doing what where. Also know who needs your service and what is going on in the region you are dealing with. If you go into meetings with information they may not have, you have just earned instant credibility.

Additional Thoughts: Knowledge is everything so make sure you are properly prepared before you enter into any meeting or any field for that matter. And, if you do not know something, let them know that you'll get the information and get back to them. be honest!

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