Radiometer America: Guiding the way

through the Florida Market

Craig Coldwell

From Start Up to Start Running in the Marketplace

 

3. Follow-up after referral and contract process to ensure that all needs were met and expectations resolved.

2. Gain commitment for Acute Care Testing utilizing Radiometer solutions. Act asa consultant .

1. Consultative Selling.Build Partnerships in Hospitals: Laboratories, Point of Care, ER’s, Intensive Care, Materials Management, Surgical and Respiratory departments.

Building the Foundation through Consultative

Selling Organize accounts with basic account information, including key contacts, best times to see, etc.

Complete a thorough initial territory analysis (both by account and geographically).

Understanding of the current acute care marketplace, key competitors, and Radiometer products and services.

Identify current and target accounts.

Develop 30-60-90 day action plan for self and Director of Sales, Southern Business Unit.

Gaining Commitment Product presentation and exposure by

utilizing current and future relationships with management of Acute Care Services, Physicians and Nursing contacts.

Initiate MD support of Radiometer products and services.

Begin expansion of business opportunities in target accounts through immediate introduction, opportunity assessment, and initial rapport building.

Act as a consultant during the departmental identification process.

Follow-up

Identify current customer concerns and potential account and territory challenges.

Increase sales and revenue volume above company goals.

Continue prospecting for new opportunities.

ASK FOR THE COMMITMENT AND THE SALE!

30 Day Action Plan

Study and become an expert on Radiometer products through initial sales training.

Identify those targets who represent the bulk of the business and develop specific business plans to optimize impact and sales at these top accounts.

Conduct a thorough analysis including competitive products, sales force, competitor sales models, representative alignment, competitor market share, competitor strengths and weaknesses, competitive threats to our market share and positioning, and opportunities to acquire or incorporate the competitors market share.

Conduct a thorough market analysis including all hospital departments dealing with acute care testing issues in the territory, any other clinicians who might represent additional business.

30 Day Action Plan (cont’d)

Identify key opinion leaders in the territory who can influence the habits of other physicians.

Begin to categorize physicians according to current level of acceptance (advocates, supporters, hesitators) and develop objectives consistent with their current level of acceptance.

Review reports and identify trends, red flags, opportunities, threats, local nuances, and create a baseline for goal setting for the territory.

Initiate and meet Radiometer team members (Sales Team, Director of Sales, Vice-President of Sales, marketing managers, and clinical support staff etc.) to share “best practices,” seek feedback, and work as a team on a local and national level to develop Radiometer products via ride-alongs, conference calls, e-mail, sales meetings.

Uncover challenges of the territory needing immediate attention.

Schedule time with Director of Sales for training, goal setting, business planning and territory management.

60 Day Action Plan

Solve all immediate action items identified in the first 30 days.

Review activity plan with the Director of Sales to discuss progress and potential changes.

Begin identifying new customers and business opportunities with the Director of Sales and North Florida Territory Manager not identified within the first thirty days.

Start generating positive sales growth in the territory by partnering with physicians and hospital administration and getting them to contract with Radiometer products and services.

Continue to promote Radiometer and show customers how Radiometer products and services meet hospitals’ needs and exceed their expectations.

Continue to act as a consultant and expand number of referrals for existing users and generate new business for acute care testing.

Evaluate advances made on competitors and re-assess current strategy utilizing feedback from Radiometer team.

90 Day Action Plan

Have complete knowledge of accounts & sales opportunities.

Review activity plan with the Director of Sales to discuss progress.

Seek performance feedback for the first 90 days. Complete account organization for maximum

productivity. Close sales & competitive issues for the current sales

cycle. Benchmark best practices with successful teammates

to achieve optimum success. Implement retention plan to maintain major

accounts. Continue adding value to customers practices. Find & create opportunities, build relationships,

close, follow-up, close again, & demonstrate value and a true interest.

Build rapport; Increase sales; Have a great time; Enjoy!

Professional and Personal Goals

Professional Goals Obtain the Regional Sales Manager position. Develop business plans with the Director of Sales

for top customers. Execute business plans for the top customers. Exceed company, Vice President of Sales, Director

of Sales and personal expectations for regional growth.

Become the #1 territory in the country. Continuously improve relationships with sales

team, area physicians, acute care testing departments and key opinion leaders

Personal Goals Complete additional sales training specific to the

medical field. Maintain healthy work-life balance.

Commitment to Success as the Best Candidate

CAN Perform Capable of top performance. Previous #1 Representative in Southeast

region. Talented and skilled in sales and consultative selling. Track record of strong closing skills. Proven leadership skills as a previous Territory Manager. Strong ability to build long-term relationships. Solid understanding of overall health care market. Solid understanding of sales community. Strong Clinical background, to include Hospitals and Physician Offices.

Commitment to Success as the Best Candidate

WILL Perform Driven to succeed and motivated to outperform

the competition. Committed to excellence. Able to change therapeutic habits and standards

practice. Passionate about the Sales Position and the

industry. Radiometer Culture

Entrepreneurial personality and self motivated. Creative and “outside the box thinker.” Committed to making a difference in the lives of

people requiring the use of Radiometer products. Highest level of integrity and honesty. Trustworthy. Results and growth oriented. Team player. Committed to excellence.