Germaine Gray

Sales Engineer @ICU Medical

Houston, TX, US

Aggressively led efforts to impact over $8M in complex sales of medical hardware and software while communicating with professionals from various disciplines within the hospital. Managed designated sales leads, prospects and customer accounts in alignment with business objectives. Remained current with industry trends and technical developments that impacted target markets including Population Health, Positive Patient Outcomes, Meaningful Use, etc. Communicated optimized solutions to customers through onsite presentations, and live online screening sessions Represented \"voice of the customer\" to R&D and product marketing for product development while delivering solid value proposition solutions Supported 10 sales representatives and fostered professional development, knowledge sharing, and mentorship opportunities Managed multi-state territory and key accounts by communicating industry trends, legislation, and future IT impact on healthcare facilities Managed entire sales and CRM cycle, with a key focus on cross-functional collaboration, business analysis, budgeting & forecasting, contract negotiations, and proposal management (RFP/RFI) Performed needs analysis, requirements gathering, detail specifications, technical presentations, RFP responses & product positioning summary Communicated technical requirements to clients, potential investors, and partners while training customers in technology usage Completed feature enhancement requests, functionality gaps, and competitive analysis of competitor solutions to product managers