Medical optical imaging, put simply, is the use of light in imaging for medical applications. Some of these uses can include spectroscopy, endoscopy, and laser imaging.
An optical imaging solutions salesperson is responsible for looking at potential clients — whether they be hospitals, doctor’s offices, or health systems — analyzing that client’s needs and advising and recommending the right optical imaging devices to sell to them.
Beyond solid sales acumen, optical imaging solutions salespeople need a rock-solid understanding of their sophisticated medical product line to make the right recommendations to clients. There can be exceptions, but typically this requires a level of education and knowledge of the medical field.
Sample job description #1
Improving healthcare through innovative optical technology is at the core of ABC company’s work. Our scalable medical imaging platform connects clinicians to robust imaging that is fast, smart, and tapped into the data they need, no matter their location. We’re focused on delivering a best-in-class medical image management solution that improves provider efficiency, decreases healthcare costs, and improves populations’ overall health.
Purpose
The Optical Imaging Solution Salesperson will be responsible for developing relationships with leaders in the healthcare industry and communicating ABC company’s value proposition. The Optical Imaging Solution Salesperson’s responsibilities will include prospecting and identifying key executives at healthcare companies to lay the foundation for a strong, long-lasting relationship.
Responsibilities
- Identify, research, and develop new partnership prospects
- Develop and qualify opportunities within mid and large healthcare enterprises
- Create and execute compelling presentations to engage new potential partners
- Understand and communicate the full sales cycle, from building awareness and generating leads
- Scale processes including lead generation, sales presentations, recruiting, and more
Education
- BA/BS degree required
Sample job description #2
The Optical Imaging Solution Salesperson is responsible for achieving or exceeding sales and service goals within hospitals, optometry, and ophthalmologist offices within their assigned territory, through the effective selling and promoting our solutions and services to existing and potential new customers within the framework of organizational policies and directives.
Essential Duties
- Develop and implement a sales plan for existing and new customers, and assess their needs and characteristics. Present appropriate, products, solutions, and services
- Analyze and assess customer and territory sales trends. Plan sales activity based on territory needs to ensure that territory attains or exceeds assigned monthly, quarterly, and/or annual sales goals
- Identify and maintain regular contact with prospective customers; develop and implement creative strategies aimed at converting these prospective customers from competition to a new customer
- Maintain regular contact with existing customers to strengthen relationships and ensure satisfaction with products, solutions and services offered; implement and monitor creative marketing activities aimed at expanding/growing core business
- Develop and maintain relationships with key influential thought leaders. Utilize these relationships to expand market share
- Develop and maintain accurate customer files and records in order to have complete up-to-date customer information, which can be shared among the (local) organization
- Report to the management about any product issues, loss or potential loss of key customers, or competitive sales strategies that negatively or positively affect local sales
- Study and stay informed on products, technologies, clinical studies, competitive activity, and other general information of interest to company or to customers. Apply this knowledge for your strategies and tactics to develop your commercial activity
- Act as a key expert/resource to the field sales team, customers, and non-customers
- Maintain a comprehensive knowledge of all company policies and procedures and demonstrate the ability to effectively implement them at the territory level
- Establish and maintain a travel schedule that will allow consistent contact with existing and potential customers
- Complete all administrative paperwork in a timely manner
- Participate in national and local trade shows and company meetings as appropriate. Support established educational programs when territory customers are attending. Education managers may communicate with representatives when they are needed
Minimum requirements
- Bachelor’s degree is preferred; we will consider relevant experience in lieu of a degree
- 3-5 years of achievement-oriented sales experience within optical imaging
- Ability to travel within their assigned territory; valid driver’s license and clean record
Preferred requirements
- Demonstrated ability to digest, comprehend, and verbalize highly technical product and clinical information related to the company and industry products
- Demonstrated professional sales skills
- Strong verbal and written communication and interpersonal skills
- Basic to intermediate computer skills
Sample job description #3
ABC company, a leader in optical imaging is seeking an experienced sales representative to service optometrists, ophthalmologists, and opticians in (city, state).
Responsibilities
- Deliver growth by regularly visiting existing customers
- Present new and current products to ensure brand visibility
- Work in the field with customers in their own offices Monday through Friday
- Effectively manage board space and support sell-through of product
- Prospect and develop new accounts within existing territory
- Provide exceptional customer service and “partner” with your customers
- Ability to actively close sales
- Ability to utilize reports and samples to effectively manage the customer relationship
Ideal candidates will have the following
- Strong Outside Sales (min 2 years), optical imaging preferred
- Proven territory management and call cycle skills
- You must be willing and able to travel your entire territory of (city, state) with hotel stays on a regular basis
- You must own a reliable personal car
Education
Bachelor’s degree required
Average salary and compensation
The average salary for an optical imaging solutions salesperson is $49,900 in the United States. While only base salaries are reflected here, commissions and bonuses may greatly increase total compensation. Additionally, salaries will vary based on experience, company size, industry, and geographic market.
| Location | Salary Low | Salary High |
|---|---|---|
| Phoenix, Arizona | $49,650 | $67,150 |
| Los Angeles, California | $56,000 | $75,750 |
| Denver, Colorado | $46,650 | $63,100 |
| Washington, DC | $56,850 | $76,900 |
| Miami, Florida | $46,450 | $62,850 |
| Orlando, Florida | $42,850 | $57,950 |
| Tampa, Florida | $43,250 | $58,550 |
| Atlanta, Georgia | $45,400 | $61,400 |
| Chicago, Illinois | $52,150 | $70,600 |
| Boston, Massachusetts | $56,400 | $76,300 |
| Minneapolis-St. Paul, Minnesota | $44,950 | $60,850 |
| New York City, New York | $59,400 | $80,350 |
| Philadelphia, Pennsylvania | $48,350 | $65,400 |
| Dallas, Texas | $47,100 | $63,700 |
| Houston, Texas | $46,650 | $63,100 |
| Seattle, Washington | $54,300 | $73,450 |
| National Average | $42,400 | $57,400 |
Sample interview questions
- What are your first steps to learn about a new product?
- How do you research potential customers?
- What would you tell a potential customer that has never heard of our company before?
- How do you establish a rapport with potential customers?
- How do you handle rejection?
- Give an example of a reason you would cut ties with a customer.
- Tell me about a time when you closed a difficult sale and how you went about it.
- How do you handle being turned away because someone is “too busy”.
- What is a great success you had in your past job and how did you accomplish it?
- What is a mistake you made in your past job and how did you correct it? What did you learn from it?
- What do you do when you find yourself falling behind in your sales goals?
- Try to sell me X as if I’m a potential customer.
