Featured Job Post: Regional Sales Reps for eLearning Simulation Company

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Engenium are recruiting 2 Sales Executives – West Coast and East Coast regions for a rapidly growing niche e-learning company focused on healthcare education.

The Sales Executive will be expected to establish relationships with medical schools, PA and graduate nursing schools to sell web-based patient encounter simulation to their administration, faculty and simulation lab staff on a consultative sales basis.

Responsibilities:



  • Accountable for all sales and revenue generating activity in his/her region for medical, graduate nursing and physician assistant schools (and eventually other healthcare professional schools and provider organizations/hospitals)
  • Identify, build relationships and grow new and existing IHP accounts in a timely manner
  • Create and update a Territory Business Plan to include strategy, tactics and milestones as it relates to hitting goals set by the company
  • Thoroughly learn and maintain current knowledge of IHP’s products, and competitors’ content
  • Build and maintain effective contacts, sales plans, pipelines and forecasts in Salesforce.com
  • Attend conferences to promote IHP’s visibility and generate leads and sales

Desired Skills & Experience:

  • Previous experience in one of the following categories: Medical Simulation, Medical Education, Nursing and/or Academic Hospital/Medical Center sales is required.
  • Proven strategic account management experience based on consultative sales in multi-stakeholder decision process environments is critical.
  • 3- 5 years of consultative sales experience required within medical education, medical simulation, healthcare/medical device/medical equipment, or healthcare IT strategic account management experience — establishing account relationships and penetrating accounts — is required
  • Strong interpersonal skills and ability to professionally follow up, move forward/advance, and close opportunities.
  • Ability to identify client’s needs, communicate product benefits, while building lasting account relationships.
  • Must be well versed is solution based selling and creative closing techniques.
  • Strong computer skills (WebEx, Excel, PowerPoint, Word, CRM Programs)
  • Good driving, credit and personal records
  • A BS/BA degree required

Preferred Skills & Experience:

  • Clinical training (e.g., EMT, nursing, etc.) is a plus.
  • Experience presenting to deans, faculty, and simulation lab preferred.
  • Experience demonstrating and selling sophisticated products/technologies, web-based medical education sales preferred.
  • Ability to construct, present and execute a Territory Business Plan, must be able to learn various clinical academic structures, curriculum designs, and course layouts.

Interested applicants should directly contact Jason Irving at Engenium

See more jobs from Engenium and other organizations on our Medical Simulation Jobs page!


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7 Pasos para Lograr un Crecimiento Récord en su Programa de Simulación Medica: Parte 1

growing a simulation program

This is a Spanish translation of our article 7 Steps to Achieving Record Growth For Your Healthcare Simulation Program: Part 1 transcribed by Alfred de Jesús Toledo de Lima Director del Centro de Simulación COSMOS en Universidad Nacional Pedro Henríquez Ureña! Thanks Alfred!

Este mes hemos estado cubriendo consideraciones clave de negocios que su personal de simulación necesita tener en cuenta para construir o expandir el programa. Los artículos anteriores en esta serie incluyen el “Lenguaje de las ventas – cómo aumentar su presupuesto para simulación” y “3 recursos dominantes para ampliar su programa de simulación”.

En el artículo de hoy comparto cómo, siendo Director del Centro de Simulación Clínica de Las Vegas, pude obtener $ 250,000 USD en contratos de negocios externos en sólo dos años. Estos fondos adicionales ayudaron al centro a contratar personal adicional y a comprar nuevos equipos. Por lo tanto, tenga en cuenta que aunque este artículo se centra en los contratos externos, centrarse en los materiales presentados aquí también le ayudará a ampliar sus servicios de simulación hasta en los departamentos internos dentro de su institución.

La discusión se centra en 7 áreas clave necesarias para crear un embudo de ventas exitoso para sus servicios de simulación, los primeros 3 de los cuales cubriremos hoy:

  1. Obtención de apoyo
  2. Construir un programa
  3. Aprovechar oportunidades
  4. Mercadearse usted mismo
  5. Proporcionar servicios de calidad
  6. Obtención de retroalimentación
  7. Perfeccionamiento de los sistemas
  1. Obtencion de apoyo

Antes de que yo empezara a construir un programa de simulación externo, sabía que tendría que obtener el apoyo del liderazgo ejecutivo de nuestro departamento para dedicar tiempo y energía concentrándome en clientes fuera de nuestros grupos de interés internos. En el CSCLV este liderazgo eran los Decanos de las escuelas colaborativas compartiendo el espacio (todos los cuales estaban bajo el techo del Sistema de Educación Superior de Nevada UNLV, NSC y UNSOM).

Después de nuestro primer año de utilización, pude demostrar a los decanos que los espacios de nuestro centro no estaban siendo utilizados durante muchas noches y fines de semana. Esto fue seguido por el recordatorio de la oportunidad de “alquilar” esos espacios a grupos que podrían estar interesados en capacitar a sus estudiantes de atencion medica o estar en un centro que se vea como de atención médica pero sin pacientes reales. Los decanos acordaron que una exploración del desarrollo de negocios externos podría ayudar a cubrir los costos no sólo del tiempo de trabajo necesario para manejar esos compromisos, sino tambien el tiempo de trabajo adicional para ayudar a nuestros propios programas y también para pagar por nuevos equipos en el futuro cuando fuera necesario.

Los decanos me recordaron que tendría que obtener permiso para una cuenta especial del sistema estatal para obtener ingresos, y que tendría que generar una plantilla de contrato para los usuarios externos para proteger el centro – una que exigiera a los programas externos una prueba de estar asegurados para cubrir cualquier accidente. Después de esto me reuní con el soporte legal del Centro de la UNLV para tratar todas estas preocupaciones con el fin de obtener la aprobación final en el inicio de un programa externo.

  1. Construir un programa

Lo más importante a recordar al iniciar el desarrollo de un nuevo programa de simulación, interno o externo, es comenzar en pequeño. Al crear un programa exitoso que sea manejable y repetible, su equipo puede “enjuagar y repetir” en modo automatico mientras reserva energías de desarrollo para proyectos más grandes. Recuerde que el personal se fatiga con información nueva, nuevos procesos, nuevas tecnologías y nuevos sistemas. Al apuntar demasiado alto al principio, nos arriesgamos a agotarnos nosotros mismos y nuestros programas. Con un programa más pequeño, podemos estar seguros de no extender nuestros recursos demasiado rápido y agotarlos. Recuerde, el objetivo es el éxito a largo plazo del programa – y pasos más pequeños nos ayudarán a construir sobre nuestros logros y, en última instancia, avanzar más lejos, más rápido.

Esta mentalidad ayudó a nuestro equipo a escoger nuestro primer cliente externo, el curso de ATLS del Hospital del Condado que quedaba junto a nosotros. El grupo estaba buscando un nuevo anfitrión que les proporcionara el espacio para el entrenamiento, y para almacenar los materiales necesarios para los cursos. Sus educadores proporcionarian el entrenamiento, y el mercadeo local. Nuestro personal almacenaría su equipo, les proporcionaría espacio, proporcionaría mercadeo adicional y aseguraría una pequeña tarifa por nuestro trabajo.

Este reducido programa de 2 días permitió a nuestro equipo trabajar con cientos de situaciones que surgieron sin sobrecargar nuestro horario de trabajo de “8 a 5” dedicado a los usuarios internos de nuestro programa de simulación. Puntos como catering, recolección de pagos, horarios, contratos y preocupaciones de seguridad fueron abordados durante los 2 meses previos al primer evento. ¡Cómo resolveriamos con el aparcamiento y direcciones al salon mismo tambien necesitaba ser considerado! Las ganancias de este programa fueron pequeñas, apenas unos $ 1500 USD por evento de fin de semana.

Evidentemente aprendimos muchas cosas del primer programa en el Centro que luego incorporamos en eventos futuros (más sobre esto luego). Lo importante a destacar aquí es que después de este curso ahora podríamos manejar programas más grandes, más largos y más caros para clientes externos. Después de esto, lanzamos cursos de capacitación basados en simulación en colaboración con un consultor externo que duraron entre 4-5 días y requirieron mucho más apoyo por parte de nuestro personal en cuanto a experiencias de simulación, marketing y administración. Los beneficios de estos eventos aumentaron a unos $ 6.000 USD por evento.

Después de completar con éxito varios de estos entrenamientos, estábamos listos para programas de varias semanas con hospitales locales y escuelas privadas que terminaron generando $ 50,000 USD + contratos. Si hubiéramos empezado desde la nada a este alto nivel de servicio, estoy seguro de que no habríamos podido proporcionar programas de alta calidad los cuales son necesarios para asegurar relaciones de apoyo a largo plazo y testimonios positivos, mientras minimizamos los niveles de estrés del personal.

  1. Aprovechar oportunidades

Considere ¿Que hace que su programa de simulación sea especial? ¿Qué servicios puede proporcionar su equipo, centro, programa que los interesados internos o clientes externos pueden necesitar? Piense en pequeño y piense en grande: ¿qué grupos locales podrían beneficiarse de los contratos de capacitación permanente a largo plazo y qué grupos internacionales visitarían su centro para programas de capacitación especializada? ¿A qué equipo poco común tiene acceso su programa actualmente? ¿Está usted ubicado en un destino de viaje?

El CSCLV está ubicado en Las Vegas, lo que significa que puede atraer a personas de todo el mundo que estén interesadas en obtener Certificados de Educacion Continua mientras viajan a una ubicación divertida. ¿Qué oportunidades únicas ofrece su equipo, facultad, programa y ciudad a los clientes potenciales?

Otro beneficio de Las Vegas es su proximidad a Hollywood, que ayudó a Nuestro Centro De Simulación A Tener Su Día Más Rentable De La Historia. Las compañías de producción pagarán mucho dinero para alquilar instalaciones que parezcan localidades clínicas pero que no tengan pacientes reales de los que preocuparse.

Saber lo que puede ofrecer a los clientes locales, regionales, nacionales e internacionales le permitirá identificar y construir programas que hablarán y atraerán nuevos negocios a su programa.

¿Está interesado en una inmersión más profunda en estos temas?

¡Eche un vistazo a las 8 sesiones grabadas del evento HealthySimAdmin de forma gratuita después de inscribirse en el boletín mensual de HealthySim!

* Actualización: La segunda parte de esta serie de artículos ya está disponible, la cual nos proporciona 4 ideas más necesarias para hacer crecer su programa de simulación: ¡Marketing, entrega, retroalimentación y crecimiento!

7 Steps to Achieving Record Growth For Your Healthcare Simulation Program: Part 2

7 highest medical simulation articles

Last week we covered the first half of “7 Steps to Achieving Record Growth For Your Healthcare Simulation Program“, following our series of articles which cover the “business side” of selling the tool of simulation to higher levels of administration. Other topics from this series included the “Language of Sales – How to Increase Your Simulation Budget” and “3 Key Resources to Expand Your simulation Program“.

Today we finish up with the second half of steps necessary to be affective in starting or expanding your simulation program, with examples from my time as Director of the Clinical Simulation Center of Las Vegas. In two years we were able to secure a quarter of a millions dollars in external business contracts providing simulation services to local, regional, and international groups. Miss the first part of this article, click here to start at the beginning which covers gaining support, building a program, and seizing opportunities.

4. Market Your Program

Once you have built a program plan that has potential to secure internal or external clients, your team will need to establish a marketing plan. First and foremost your department should Build a Medical Simulation Program Website, rich with multimedia. If available, work with your institution’s media department to help build and craft multimedia materials such as flyers, websites and pages, pictures, videos, and social media outlets. Learn more here about “How to Add Multimedia to Your Simulation Program“.

Designing effective marketing materials is a skill set that you or your team members may not naturally have at your disposal. There are countless resource materials for learning these skill sets such as 100 Things Every Designer Needs to Know About People, but suffice to say your messaging should be clear, coherent, simple, and professional. With print material, use a maximum of three different fonts, and three different colors. Provide critical course, event, or program details relevant to capturing interest and providing key details such as dates, times, links, abstracts, and learning opportunities. Simplify “learning objectives” to 9 words or less, and use both paragraph and bullet point text formats for key content. (Psychological studies have shown that some people will only read paragraphs in advertisements, while others will only read bullet points). Images help to tell a story as “pictures are worth a thousand words”. If that is true then video is worth a million — but only if it is done professionally without shakey cameras, bad audio, or confusing editing!

Test your marketing messages by showing it to colleagues for feedback, but remember that your customer will be your greatest asset when it comes to learning from your created materials. Check out an example of simulation training courses in this recent CSCLV flyer. Can you spot some areas for improvement? What catches your eye? What areas distract you? Be sure to include call to actions that demonstrate the limited availability of your program, cost saving registration deadlines, other incentives like discounts for groups or longer campaigns as well as next steps like online registration or email contact.

Don’t forget about Social Media in relevant professional domains like twitter, youtube, and LinkedIn. Social Media Overload: Simple Social Media Strategies For Overwhelmed and Time Deprived Businesses is a good primer on how to effectively utilize social media for your marketing campaigns.

Finally — attend regional or national conferences and share your marketing materials on available pin boards or tables for external users, or on department cafeteria signs, newsletters, or other group sharing events for internal users.

5. Provide Quality

Remember that internal and external users of your simulation program are in essence your “customers”. We all know what happens when we have a bad experience at a store, restaurant, or movie — we don’t return and we let others know about it. Providing a high quality event, course, or learning opportunity is a crucial part of building a simulation program. The more realistic your environments, the more tested your simulation scenarios, the better the food you serve, the easier the directions to your facility, the more people will enjoy your program and the happier they will be with the experience.

This kind of experience is crucial for step 6, but before we get there, consider the experience you are providing by “trying it on” and imaging yourself with no prior knowledge about the activity. Or better yet, act as a customer and trial run all the various systems in place for your program. What areas do you find lacking in service, quality, or professionalism? Every detail matters when it comes to satisfying the learners, groups, and individuals that come through your program. You or your leadership should sit in on some or all of the first programs to see how things are working and gain first hand experience on what needs to be improved.

6. Gather Feedback & Testimonials

This is one of the most important steps to building a long-term successful simulation program. By gathering direct honest feedback from your participants you will be better able to learn what went right, but more importantly, what went wrong. Try not to lead the witness but ask open ended questions on top of “scale of 1-5” questions that cover the most crucial aspects of the program. By quickly sharing this feedback with your team you can incorporate new solutions to address key problems.

While working in Hollywood I learned that during test screenings of new films, producers cared most about the question “Would you recommend this movie to your friends?”. This is a crucial question that ultimately demonstrates the value of your program because individuals will only encourage others to also participate if they feel it will add social value to their relationship status because of the benefits it will bring their colleagues. In other words, is your simulation program “share worthy”? Be ready to capture some of the feedback you receive to utilize as testimonials for future participants and program marketing. Obviously you will need to secure permission to share feedback as testimonials, so talk to your legal team to see what kind of waiver will suffice. Use these testimonials in your future marketing material design, as future users weigh such reviews more heavily than other types of messaging, simply because it reduces the risk of “going first”.

7. Learn, Improve and Grow

With honest feedback you can tweak your smaller programs for better efficiency and outcomes, preparing you for larger growth opportunities in the future. Those making investments into your program, whether its external users or the CEO of your hospital, will be moved farther faster with proven results with budgets already allocated. Becoming a cost-reduction program through improved learning and patient care outcomes enables you to increase budgets for future innovative practices. Dr. John “Voz” Vozenilek shared at SimGHOSTS 2016 USA during the EMS SimulationIQ sponsored keynote address how the Jump Trading Simulation Center is doing this very thing.

Other areas that will help your program grow are “Kaizen” Events To Increase Efficiency & Outcomes, the ability to negotiate with others to ensure maximum return on investment, and always being open to new opportunities. However, remember that after you have built a successful program, some smaller activities may no longer provide enough return on investment for your program’s growth to warrant the time and energy necessary to do such work. For example at the CSCLV, some UNLV students wanted to utilize the simulation center to film their senior project. We allowed them to use the space only to find out later they had damaged some equipment. Without insurance, we had to eat the cost of repairing that equipment with no value added to our center’s portfolio.

 

Hear what other simulation center directors have done to increase sales of their program’s services by watching the HealthySimAdmin series — free for HealthySimulation.com Newsletter Subscribers!


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7 Steps to Achieving Record Growth For Your Healthcare Simulation Program: Part 1

growing a simulation program

This month we have been covering key business considerations your simulation teams needs to have in place to build or expand your program. Previous articles in this series include the “Language of Sales – How to Increase Your Simulation Budget” and “3 Key Resources to Expand Your simulation Program“.

In today’s article I share how as the Director of the Clinical Simulation Center of Las Vegas, I was able to secure $250,000 in external business contracts in just two years. These additional funds helped the center hire additional staff and purchases new equipment. So, note that although this article focuses on external contracts, a lost of the materials presented here will also help you expand your simulation services to internal departments within your institution.

The discussion focuses on 7 key areas necessary to create a successful sales funnel for your simulation services, the first 3 of which we will cover today:

  1. Gaining support
  2. Building a program
  3. Seizing opportunities
  4. Marketing yourself
  5. Providing quality services
  6. Securing feedback
  7. Perfecting systems.

1. Gain Support

Before building an external simulation program, I knew I would need to gain the support of the executive leadership of our department to spend time and energy focusing on clients outside our internal stakeholders. At the CSCLV this leadership was the Deans of the collaborative schools sharing the space (all of whom were under the roof of the Nevada System of Higher Education UNLV, NSC, and UNSOM).

After our first year of utilization I was able to show the deans that our center’s spaces were not being utilized during many nights and weekends. This was followed up by the reminder of an opportunity to “rent” those spaces to groups that may be interested in training healthcare learners or being in a healthcare looking facility without actual patients. The deans agreed that an exploration of external business development could help to cover the costs not only for the staff time needed to manage those engagements, but additional staff time to help our own programs and also pay for new equipment in the future when needed.

The deans reminded me that I would need to get permission for a special account from the State system to take in revenue, and that I would need to generate a contract template for external users to protect the center — one that included a demand for proof of insurance by the external programs to cover any accidents. Following this I met with the Center’s legal support out of UNLV to address all of these concerns in-order to get the final sign off on starting an external program.

2. Build a Program

The most important thing to remember when starting the development of a new simulation program, internal or external, is to start small. By creating a successful program that is manageable and repeatable, your team can “rinse and repeat” on cruise control while reserving development energies for bigger projects. Remember that teams fatigue by new information, new processes, new technologies, and new systems. By aiming too high in the beginning, we risk exhausting ourselves and our programs. With a smaller program, we can be sure not to extend our resources too far too quickly and burn out. Remember, the longterm success of the program is the goal — and smaller steps will help us to build upon our achievements and ultimately move farther, faster.

This mindset helped our team pick our first external client, the ATLS course from the County Hospital next door. The group was looking for a new host to provide the space for the training, and store the materials necessary for the courses. Their educators would provide the training, and the local marketing. Our team would store their equipment, provide them space, provide additional marketing, and secure a small fee for our work.

This 2-day smaller program enabled our team to work through hundreds of issues that came up without overwhelming us from our “8 to 5” work for internal users of our simulation program. Items like catering, collecting payments, scheduling, contracts, and security concerns were addressed during the 2 months leading up to the first event. How we would deal with parking and directions to the room itself needed to be considered! Profits from this program were small at just about $1500 per weekend event.

Obviously we learned a great deal from the first program at the Center which we incorporated in future events (more on this later). The important thing to note here is that following this course we could now handle bigger, longer, and more expensive programs for external clients. Following this we launched simulation based training courses in partnership with an external consultant that lasted 4-5 days and required a great deal more support by our team for simulation experiences, marketing, and administration. Profits from these events increased to about $6,000 per event.

Following the successful completion of several such trainings, we were ready for multi-week programs with local hospitals and private schools that ended up generating $50,000+ contracts. Had we started from nothing to this high level of service I am sure we would have failed to provide high quality programs which are necessary to ensure supporting long-term relationships and positive testimonials, while minimizing staff stress levels.

3. Seize Opportunities

Consider what makes your simulation program special? What services can your team, center, program provide that internal stakeholders or external clients may need? Think small and think big: what local groups could benefit from ongoing long-term training engagements and what international groups would visit your center for one-off specialized training programs? What equipment does your program already have access to which is rare? Are you located in a travel destination?

The CSCLV is located in Las Vegas, which means that it can attract individuals from around the world that are interested in gaining necessary CEUs/CMUs while traveling to a fun location. What unique opportunities does your equipment, faculty, program, and city offer to potential clients?

Another benefit of Las Vegas is its close proximity to Hollywood, which helped Our Sim Center Have Its Most Profitable Day Ever. Production companies will pay big bucks to rent facilities that look like clinical locations but that don’t have real patients to worry about.

Knowing what you can offer local, regional, national, and international clients will enable you to identify and build programs which will speak to and attract new business to your program.

Are you interested in a deeper dive into these topics?

Check out the 8 recorded sessions from the HealthySimAdmin event for free after Subscribing to the HealthySim Monthly Newsletter!

*Update: Part 2 of this article series is now available, which provides us with 4 more insights necessary to grow your simulation program: Marketing, Delivery, Feedback and Growth!

3 Key Resources to Expand Your Simulation Program

how to expand medical simluation program

Recently HealthySimulation.com started a discussion regarding the business of simulation with our article the “Language of Sales – How to Increase Your Simulation Budget”. In the article we explained how we as simulation champions must be prepared new skillsets to help advocate, expand, and finance the growth of our programs to higher levels of our institutional organizations.

Today we are going to share some must-read books that will help you gain valuable insights into communicating the opportunities of simulation to administrative leadership and c-suite executives.

The three key areas to focus on are selling, marketing, and networking:

To expand your simulation program you will first need to build a network of support, from community members, educators, innovators, managers, administrators, and executives. The work of building and maintaining a network should not be overlooked by the leadership of your simulation program. Connecting and building relationships with internal and external stakeholders will provide you the opportunity to gain support for your eventual expansion.

Marketing campaigns will be required to attract and educate those within your network about your services, needs, and achievements. Simulation program leadership should recognize the short and long-term value gained from physical and virtual tours, special events, speaking engagements, conference attendance and the like. Read our article on “How to Add Multimedia To Your Simulation Program Website” to gain more ideas here.

Next, you will need to learn how to convey your message of need in a way that successfully gains support from all stakeholders involved. A strategy will need to be created with tactics that utilize the strengths of your team and your supporters.

Not only do key individuals need to be identified, but their priorities and pain points as well. Who speaks to stakeholders, and how, is just as important as what is said. The priorities of a dean of a nursing school will be different from the priorities of a CNO. Having previous networks and relationships established is only the first step to gaining support for program expansions, and learning how to “sell” the concept of simulation is a core requirement for you and your team.

Lastly, you will need to be prepared to deal with eventual “Simulation Discomfiters, The Anti-Champions Who Frustrate Our Programs“. Having a plan for ways to communicate, and overcome, those that will avoid or discredit your program should be in place as your program plans to grow. As they say, an ounce of prevention is worth a pound of cure.

Of course, this is just the beginning of work necessary to create and maintain simulation expansion programs. Obviously you will also need some kind of business plan.

We will continue deeper dives into all these areas over the weeks to come, but for now — check out those additional books and articles!

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Last Day to Take Advantage of Summer Savings from Cardionics on Auscultation Trainers!

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The Language of Sales – How to Increase Your Simulation Budget

how to start using healthcare simulation

This summer I had two fantastic engagements that focused on helping simulation champions increase their program, by gaining additional financial support through considering the language of sales when dealing with administrators.

First was at the Global Network for Simulation in Healthcare meeting in Oxford last month which continued the work started by previous participants to identify and create a tool set for helping simulation champions convey the opportunities of simulation to administrators. Look out for industry-changing content from this group in the next twenty-four months.

The second was at the amazing SimulationIQ Platinum Sponsored SimGHOSTS 2016 USA event, during the SimNEXT sponsored keynote address by Jump Trading Simulation Center’s Director and CMO Dr. John Vozenilek, who demonstrated how their simulation program was seen as a cost-reduction center for the OSF Healthcare hospital.

While this conversation is not new to the world of healthcare simulation, in fact we covered it extensively in 2012 during the HealthySimAdmin event which you can watch here, the conversation has definitely evolved to become a primary concern of simulation program directors and industry partners around the world.

To grow your simulation program, the concept is simple:

To increase your simulation program you will need increased financial and institutional resources, and to do that, you need to gain the support of the highest level administrators possible from your organization. So how do you successful start and maintain that conversation with institutional leadership so they become as impassioned about simulation as you are? As clinicians, researchers, educators, administrators, and technology specialists, we may not have the learned the tools necessary to convey this message in a way that can be heard by the other side.

As a documentary film-maker I learned at an early age that I need to craft my message in a way that can be understood by the audience. If they cannot understand parts of my message, or they are missing context, or don’t have a chance to build the right frame of mind — then my efforts would not translate into the understanding the audience was willing to consume. When it comes to marketing, the first thing I read was that “no one cares about your problems, they only care about their own”.

In that reality, we need to start our campaign to increase simulation not from our perspective, but from the perspective of the highest level administrators we will need to participate in-order to move the program forward in a big way. The question then becomes: What are their priorities, their needs, and most importantly their problems? Usually, the priorities in healthcare education are for maximum learner pass rates and in professional healthcare for increased quality of care with minimal costs. BOTH groups usually share the same primary problem: finances.

With this knowledge we can begin to speak to organizational leadership within the right frame to capture their attention, provide solutions, and create big wins.

Well as healthcare simulation champions we are comfortable with learning a new language, of being early-adopters and challenging the status quo with innovative practices, equipment and programs. We too must also challenge ourselves to also learn the “language of sales” to help those around us see what we see: that simulation improves efficiency and quality, while ultimately reducing costs.

Each week over the next month I will share a book, website, movie, or other resource that can you speak this “language of sales” in an effort to increase your opportunity to expand your simulation program. Topics will include why and how to craft “an elevator pitch”, how to identify key stakeholders and their priorities, sales messaging, and relationship building.

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Remedy Simulation Group Provides Innovators & Inventors with Product Development Support

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Have an idea for a simulator or a working prototype that needs professional grade skins? The folks at Remedy Simulation provide awesome consulting services ranging from product prototyping to manufacturing, sales and marketing!

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About Remedy Sim:

The Remedy Simulation Group is the new identity of Pulse Anatomical Model Company, Inc. We decided to rebrand our contract manufacturing business and retail business starting in 2015. While both sides of our business grow, we wanted to keep things simple for you with a new organization. Clinical simulation is a crazy busy job and keeping products you need front and center is our goal. All of our products are developed by combining industrial design with biomedical engineering to create winning solutions. Our models will always have a realistic physical component that can be touched, cut, poked, prodded, and felt in some manner. Medicine will always require interaction with a patient and being able to offer that same high level of interaction with our products is our goal. If you have an idea for a new product, we can walk you through the process of licensing your idea and selling it through our dedicated webstore and network of distributors. If your lab uses a special home made product, we can also build that just for you. This can free up valuable time to develop new products to meet the growing need all organizations have.

At Remedy Simulation Group we believe medical simulation plays an important role in the future of healthcare. Remedy provides you with two distinct ways to interface with our company: simulation training products and contract manufacturing. Our innovative products help students studying in the medical disciplines to develop important and necessary skills by providing tactile, realistic scenarios for learning. Contract manufacturing services are available to anyone looking for assistance with the production and sale of a product. At Remedy Simulation Group we look forward to working with you to Improve the Standard of Practice!

If you are a simulation provider or even another modeling company we offer contract manufacturing services. Our facility has grown from the famous closet in our first office to a new 3000 sqft facility that has room for expansion. The processes we use vary by project and we have the ability to integrate new materials and manufacturing methods as needed. We can work with an idea or duplicate and existing production line. Finally we can also help walk through the process of licensing your idea, manufacturing the product, and selling it through our dedicated web store. The website suggests that “Ivy”, Remedy’s first nurse designed IV Pad product is coming soon!

Learn more at the RemedySim.com website!

i-Human Patient Seeks Senior Strategic Account Executive

i-human patients

Another job posting from i-Human Patients who are looking for a Sr. Strategic Account Executive located in the Continental U.S! Apply today at this link here.

Job Description

We are looking for an exceptional sales executive dedicated to high performance, personal excellence and a strong work ethic, who shares our passion for transforming medical education and our commitment to teamwork.

Reporting to our Director of Sales, this position can be based anywhere in the continental U.S..

The primary purpose of this position is to establish relationships with medical and graduate nursing schools, and to sell our web-based simulated patient services to their administration, faculty and simulation lab staff on a consultative sales basis. Future products will extend customer relationships to other healthcare professional schools as well as large healthcare provider organizations, hospitals and health systems.

  • The ideal candidate will have previous experience within theMedical Simulation market, Medical Education and/or Academic Hospital/Medical Center sales, presenting to deans, department chairs, faculty, and simulation lab and/or IT staff.
  • Proven strategic account management experience based on consultative sales in multi-stakeholder decision process environments is critical.
  • 3+years ofmedical education, medical simulation, healthcare/medical device/medical equipment, or healthcare IT strategic account management experience — establishing account relationships and penetrating accounts — is required.
  • Proficiency with Google’s suite of office products, Salesforce, Concur, and OS X Yosemite a plus.
  • Self directed learning style with the ability to creatively problem solve is a must.

The Sr. Strategic Account Executive will work with a team that has full operational responsibility for i-Human Patients, Inc.’s (IHP) worldwide activities. Initially, the territory will include a large part of the United States. Territory responsibility may be adjusted based on the number and timing of additional sales executives who will be joining.

Using expertise in medical education and simulation, healthcare information technology, relationship building and networking in the medical education market, the person in this position will focus on building new relationships and growing existing institutional accounts.

Responsibilities:

  • Accountable for all sales and revenue generating activity in his/her region for medical, graduate nursing and physician assistant schools (and eventually other healthcare professional schools and provider organizations/hospitals)
  • Identify, build relationships and grow new and existing IHP accounts in a timely manner
  • Create and update a Territory Business Plan to include strategy, tactics and milestones as it relates to hitting goals set by the company
  • Collaborate with his/her team and build target list of accounts for IHP business
  • Assist and communicate effectively with all IHP departments as it relates to the sales process
  • Assist IHP departments responsible for ensuring current enterprise customers are in compliance with contract terms and conditions
  • Help establish and then comply with sales policies, pricing guidelines, and best practices for IHP’sservice offering
  • Thoroughly learn and maintain current knowledge of IHP’s products, and competitors’ content
  • Build and maintain effective contacts, sales plans, pipelines and forecasts in Salesforce.com
  • Attend conferences to promote IHP’s visibility and generate leads and sales
  • Maintain the highest standards of integrity and respect for co-workers, customers and prospects
  • Work with operations team to ensure accounts are set-up for timely payment
  • Special projects as deemed by the Director of Sales, President or CEO

Desired Skills & Experience

  • A BS/BA degree required, clinical training (e.g., EMT, nursing, etc.) is a plus
  • At least 3-5 years prior consultative sales experience required; medical education or medical simulation preferred; healthcare/medical device/medical equipment or healthcare IT sales experience may also be sufficient
  • Track record of success in building relationships and sales required; experience presenting to deans, faculty, and simulation lab preferred
  • Experience demonstrating and selling sophisticated products/technologies, web-based medical education sales preferred
  • Must be able to learn various clinical academic structures, curriculum designs, and course layouts
  • Ability to identify client’s needs, communicate product benefits, while building lasting account relationships
  • Strong interpersonal skills and ability to professionally follow up, move forward/advance, and close opportunities
  • Must be well versed is solution based selling and creative closing techniques
  • Excellent listening, presentation and communications skills
  • Ability to travel at least 30% of time
  • Demonstrated success working responsibly and effectively in home office environment and ability to travel independently
  • Effective time management, and prioritization skills
  • Strong computer skills (WebEx, Excel, PowerPoint, Word, CRM Programs)
  • Good driving, credit and personal records

Company Description

i-Human Patients, Inc. is a privately held company founded by experienced entrepreneurs to transform worldwide medical education by giving students the ability to simulate comprehensive patient encounters using a cloud-based virtual patient service. Students interview virtual patients, perform exams, develop diagnostic hypotheses, order diagnostic tests, review test results, and develop treatment plans while getting online guidance and feedback from the system. Faculty can objectively assess individual and/or group student performance on patient assessment and diagnostic reasoning skills, and provide a learning tool that integrates clinical experience much earlier in medical education, making students better prepared for their apprenticeship training with real patients. In contrast to traditional, expensive mannequin and standardized patient (actor) approaches to simulation, IHP’s affordable service enables scalable, simultaneous training across an entire school whether in or outside of class, and provides students with the breadth and depth of patient encounters to better develop and refine their skills. By integrating basic science modules in a virtual clinical setting, our service further augments and accelerates students’ apprenticeship training.

IHP is currently working with medical, graduate nursing and physician assistant schools across the United States and fielding inquiries from around the world. This is an excellent opportunity to join a pioneering leader in the medical education industry at an early stage. The position offers substantial growth opportunities for a top sales executive who brings the required skills. Compensation, including stock options, will be competitive and commensurate with performance.

Additional Information

Type: Full-time
Experience: Mid-Senior level
Functions: Sales
Industries:E-Learning, Hospital & Health Care, Information Technology and Services

For more information on IHP and this position, please visit their website at www.i-human.com!

Featured Job: Sr. Strategic Account Executive for i-Human Patients

i-human patients

A featured job post this time from the award-winning i-Human, who were the Society for Simulation in Healthcare’s 2013 “Best in Show” company in the category of “small or entrepreneurial company”. The i-Human Patients Authoring System enables medical educators to create new simulated patient encounters (as well as derivative works of existing “Share & Share Alike” cases) using a point-and-click approach to content development.
More about i-Human:

i-Human Patients, Inc. is a privately held company founded by experienced entrepreneurs to transform worldwide medical education by giving students the ability to simulate comprehensive patient encounters using a cloud-based virtual patient service. Students interview virtual patients, perform exams, develop diagnostic hypotheses, order diagnostic tests, review test results, and develop treatment plans while getting online guidance and feedback from the system. Faculty can objectively assess individual and/or group student performance on patient assessment and diagnostic reasoning skills, and provide a learning tool that integrates clinical experience much earlier in medical education, making students better prepared for their apprenticeship training with real patients. In contrast to traditional, expensive mannequin and standardized patient (actor) approaches to simulation, IHP’s affordable service enables scalable, simultaneous training across an entire school whether in or outside of class, and provides students with the breadth and depth of patient encounters to better develop and refine their skills. By integrating basic science modules in a virtual clinical setting, our service further augments and accelerates students’ apprenticeship training.

IHP is currently working with medical, graduate nursing and physician assistant schools across the United States and fielding inquiries from around the world. This is an excellent opportunity to join a pioneering leader in the medical education industry at an early stage. The position offers substantial growth opportunities for a top sales executive who brings the required skills. Compensation, including stock options, will be competitive and commensurate with performance.

Company: i-Human Patients, Inc.
Title: Sr. Strategic Account Executive
Locations: Los Angeles, San Francisco, Denver, Las Vegas, Phoenix, Dallas or Houston
Type: Full-time
Experience: Mid-Senior level
Functions: Sales
Industries: E-Learning, Hospital & Health Care, Information Technology and Services
Apply: Click here to apply!

Open Call from I-human: We are looking for an exceptional sales executive dedicated to high performance, personal excellence and a strong work ethic, who shares our passion for transforming medical education and our commitment to teamwork.

Reporting to our Director of Sales, this position can be based anywhere in the Western or Southwestern U.S..

The primary purpose of this position is to establish relationships with medical and graduate nursing schools, and to sell our web-based simulated patient services to their administration, faculty and simulation lab staff on a consultative sales basis. Future products will extend customer relationships to other healthcare professional schools as well as large healthcare provider organizations, hospitals and health systems.

  • The ideal candidate will have previous experience within the Medical Simulation market, Medical Education and/or Academic Hospital/Medical Center sales, presenting to deans, department chairs, faculty, and simulation lab and/or IT staff.
  • Proven strategic account management experience based on consultative sales in multi-stakeholder decision process environments is critical.
  • 5+years of medical education, medical simulation, healthcare/medical device/medical equipment, or healthcare ITstrategic account management experience — establishing account relationships and penetrating accounts — is required.

patient cases simulation i-human

Desired Skills & Experience

  • A BS/BA degree required, clinical training (e.g., EMT, nursing, etc.) is a plus
  • At least 3-5 years prior consultative sales experience required; medical education or medical simulation preferred; healthcare/medical device/medical equipment or healthcare IT sales experience may also be sufficient
  • Track record of success in building relationships and sales required; experience presenting to deans, faculty, and simulation lab preferred
  • Experience demonstrating and selling sophisticated products/technologies, web-based medical education sales preferred
  • Must be able to learn various clinical academic structures, curriculum designs, and course layouts
  • Ability to identify client’s needs, communicate product benefits, while building lasting account relationships
  • Strong interpersonal skills and ability to professionally follow up, move forward/advance, and close opportunities
  • Must be well versed is solution based selling and creative closing techniques
  • Ability to construct, present and execute a Territory Business Plan
  • Excellent listening, presentation and communications skills
  • Ability to travel at least 30% of time
  • Demonstrated success working responsibly and effectively in home office environment and ability to travel independently
  • Effective time management, and prioritization skills
  • Strong computer skills (WebEx, Excel, PowerPoint, Word, CRM Programs)
  • Good driving, credit and personal records

The Sr. Strategic Account Executive will work with a team that has full operational responsibility for i-Human Patients, Inc.’s (IHP) worldwide activities. Initially, the territory will include a large part of the United States. Territory responsibility may be adjusted based on the number and timing of additional sales executives who will be joining.

Using expertise in medical education and simulation, healthcare information technology, relationship building and networking in the medical education market, the person in this position will focus on building new relationships and growing existing institutional accounts.

To learn more about this position visit the i-Human.com Job Page!