Siemens reorganizes sales force

Siemens Medical Solutions has formed a single sales organization to market its entire range of products and services to customers. Effective October 1, the realignment allows Siemens to consolidate U.S. sales activity from Siemens Medical Solutions, the company's Health Services division (formerly Shared Medical Systems), and its ultrasound division (including Acuson), said Thomas McCausland, president and CEO of the firm's sales, service, and logistics functions for Siemens' U.S. operations.

"Health Services, Acuson, and our traditional business at the time of (their) acquisition had three different sales forces calling on essentially the same customer set," McCausland told "It would be a matter of time and a natural evolution to bring that (sales activity) together, and that's what we've done."

The new U.S. sales organization includes two sales forces: enterprise sales and clinical and systems sales. The enterprise sales group will serve as the customer's point of contact, and will be charged with managing the relationship and helping customers with business issues, according to the Malvern, PA-based firm. The clinical and systems sales group retains a modality and product orientation.

"They are the technical product experts who back up the enterprise sales team," he said. "We are trying to simplify our structure to the customer, so that the customer deals with one person from a strategic and overall standpoint for Siemens, and then all the technical backup experts are there to help on a very specific technology that gets down to their clinical needs."

If the customer wishes to continue working directly with the product specialists, that would be fine too, McCausland said. Over the next 12 months, Siemens plans to also integrate logistical and service functions, ultimately allowing the firm's total customer interactions to be handled by this one organization, he said.

By staff writers
October 30, 2002

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