Job Description:
The Sales Associate is responsible for working with Territory Managers, PCS Representatives, and Doctor’s offices to facilitate efficient
insurance authorizations and placements for DJO’s products. Sales Associates will also partner closely with the Territory Manager in his/her
geographical area to quickly learn the CMF business and assist with identifying and cultivating potential customers, and closing.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are
representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities
to perform the essential functions.

Experience

• Minimum of 2 years of healthcare industry experience in customer service or sales related area preferred.
• Experience in medical device or healthcare industry preferred.
• Knowledge of healthcare reimbursement preferred.
• Knowledge of orthopedic therapeutic devices and their application preferred.
• High proficiency in MS Office required.

Education

• High School Diploma or GED required.

• Bachelor’s Degree in Business, Marketing, or related healthcare field preferred.

Other

• Must possess a valid Driver’s License and current automobile insurance.
• Must be able to relocate in the specified geography upon assignment to Territory Manager role.
• Must be willing to remain in the Sales Associate role for a minimum of one year.
• Endorsement and approval of Regional Director and Vice President, Sales is required to move to a Territory Manager role.

General Skills/Competencies/Specialized Knowledge

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental

regulations.

• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Technical Skills – Demonstrates necessary eagerness to acquire necessary technical knowledge, skills and judgment to serve customer

needs and accomplish goals. Assesses own strengths and weaknesses. Pursues training and development opportunities. Strives to

continuously build knowledge and skills.

• Quality Management – Demonstrates attention to detail. Looks for ways to improve and promote quality. Demonstrates accuracy and

thoroughness. Communicates changes and progress.

• Analytical and Mathematical Skills – Synthesizes complex or diverse information. Ability to calculate figures and amounts such as

discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra

and geometry.

• Written Communication – Writes clearly and informatively. Varies writing style to meet needs. Able to read and interpret written

information. Ability to write reports, business correspondence, and procedure manuals.

• Verbal Communication – Speaks clearly and persuasively in positive or negative situations. Listens and gets clarification.
• Interpersonal Skills – Ability to work with co-workers and customers, both internal and external, of all levels. Ability to professionally

interact and build constructive and effective relationships. Ability to effectively interface with others on behalf of the organization.

• Problem Solving – Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited

standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Gathers and

analyzes information skillfully. Develops alternative solutions. Uses reason even when dealing with emotional topics.

• Decision Making – Exhibits sound and accurate judgment. Includes appropriate people in decision-making process. Identifies and resolves

problems in a timely manner.

• Adaptability – Embraces and adapts to change and demonstrates a willingness to learn. Ability to respond quickly to change, and to

prioritize actions to meet customer needs.

• Collaboration and Teamwork – Works collaboratively and cooperatively with teams cross-functionally. Energetic and willingness to work

closely with all team members to achieve success.

• Business Acumen – Understands business implications of decisions. Develops a strong grasp of business concepts and related issues.

Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends. Develops and uses crossfunctional

knowledge.

• Customer Orientation – Demonstrates a keen understanding of various customers’ (internal or external) needs and utilizes a variety of

resources to provide solutions and a compelling value proposition.

• Computer Skills – Proficient computer system based tools including Microsoft Office applications, e-mail, web browsers and spreadsheet

software. Experience with Salesforce.com preferred.

TRAVEL REQUIREMENTS/WORK ENVIRONMENT AND PHYSICAL DEMANDS:

Travel

• Must be able to travel up to 75% of the time.
• Considerable time spent traveling in car to customer accounts.
• Must be willing to travel to various locations upon request, using own transportation. Travel may be a routine or scheduled, or may change

from day to day.

• Requires air travel on occasional basis.

Work Environment And Physical Demands

• Field based (i.e. physician’s offices, hospitals, etc.).
• The noise level in the work environment is usually moderate.
• Physical Demands: Must frequently lift and/or move up to 10 pounds. Regularly required to stand; walk and talk or hear. Frequently

required to sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl. Office deskwork

requiring sitting, walking, using phone and computer.

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Product Knowledge

• Following product training, tailors DJO’s promotional message based upon knowledge of the customer, advises on appropriate produc

• Partners with the Territory Manager in all aspects of the sales call pattern, including but not limited to, covering accounts in the assigned
  territory, promotion of the products in assigned accounts, managing inventory, and, as he/she learns and grows, beginning to convert
  customers to DJO.

Sales Support

• Partners with the Territory Manager and organization to meet and exceed business targets (quotas).
• Serve as the primary backup contact for Territory Manager(s).
• Responsible for keeping the Territory Manager informed of all sales related activity, market trends, and competitor activity within the

territory.

• Coordinates daily/weekly scheduling to ensure proper coverage of patient appointments and physicians and clinicians calls.

Sales Activity

• Assists Territory Manager in identifying and qualifying potential sales leads.
• Introduces the Company’s products to potential customers.
• Cultivates customer relationships by initiating contact with surgeons, physicians, therapists, and other device users.
• Partners with Territory Manager(s) on inventory management and building of proper inventory levels and sets to meet customer needs.

Product Knowledge

• Following product training, tailors DJO’s promotional message based upon knowledge of the customer, advises on appropriate product

selection, answers customer questions about product functionality and distinguishes DJO products from those of DJO’s competitors.

• Provides education to patients on the application, use, care, and expected outcome for CMF products as indicated by the physician

instructions and manufacturer recommendations.

• Delivers, sets up, instructs, and educates patients on the safe and appropriate use of CMF products at medical facilities or private

residences.

• Assists with equipment delivery, set-up, follow-up, and service as needed.

Administrative

• Coordinates, prepares, gathers and submits accurate paperwork required for insurance billing in a timely manner.
• Obtains accurate insurance information to be used for verification and pre-authorization, when appropriate.
• Processes all patient documentation daily, ensuring that claims are accurate, timely and fully documented.
• Follows up on all open accounts, maintaining thorough chronological records on each patient account.

Compliance

• Demonstrates commitment to the DJO Compliance & Ethics Program, the DJO Code of Conduct, the DJO Sales and Marketing Code of

Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures.

• Treat Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
• Acquires a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines.
• Other duties as assigned.