This document outlines the action plans and goals of a sales representative for Radiometer America in the Florida market. The 30, 60, and 90 day action plans focus on learning about Radiometer's products, identifying target accounts and key contacts, conducting market analyses, and beginning relationship building. The goals are to obtain commitments for acute care testing using Radiometer solutions, expand business opportunities, and exceed sales targets and expectations to become the top territory in the country. The representative is committed to consultative selling and providing excellent customer service to ensure Radiometer's success in the Florida market.
2. From Start Up to Start Running in the Marketplace 2. Gain commitment for Acute Care Testing utilizing Radiometer solutions. Act as a consultant . 1. Consultative Selling. Build Partnerships in Hospitals: Laboratories, Point of Care, ER’s, Intensive Care, Materials Management, Surgical and Respiratory departments. 3. Follow-up after referral and contract process to ensure that all needs were met and expectations resolved.
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4. Complete a thorough initial territory analysis (both by account and geographically).
5. Understanding of the current acute care marketplace, key competitors, and Radiometer products and services.
14. Identify those targets who represent the bulk of the business and develop specific business plans to optimize impact and sales at these top accounts.
15. 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.
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17. Begin to categorize physicians according to current level of acceptance (advocates, supporters, hesitators) and develop objectives consistent with their current level of acceptance.
18. Review reports and identify trends, red flags, opportunities, threats, local nuances, and create a baseline for goal setting for the territory.
19. 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.
22. Review activity plan with the Director of Sales to discuss progress and potential changes.
23. Begin identifying new customers and business opportunities with the Director of Sales and North Florida Territory Manager not identified within the first thirty days.
24. 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.
25. Continue to promote Radiometer and show customers how Radiometer products and services meet hospitals’ needs and exceed their expectations.
26. Continue to act as a consultant and expand number of referrals for existing users and generate new business for acute care testing.
