The Area Sales Manager’s primary responsibility is for supervising Regional Sales Managers and Field Clinical Specialists within their assigned area and achieving sales objectives for that area while also performing direct sales within an assigned area. The Area Sales Manager will develop Regional Sales Managers and Field Clinical Specialists within their sales area and will review and manage performance. The Area Sales Manager is expected to demonstrate high performance practices as they meet and exceed the objectives of the role.
- Work with Senior VP, Sales to create and execute on strategic objectives for assigned area.
- Manage and communicate individual area sales quotas and achievement of these quotas.
- Work with RSM’s and Field Clinical Specialist to formulate, monitor and improve selling plans and all sales-related activities in alignment with strategic sales objectives.
- Work with Senior VP, Sales to provide guidance and performance improvement plans as needed.
- Monitor and manage area sales and related staff expenses.
- Create and maintain account and territory plans in order to establish and achieve the territory’s sales objectives.
- Establish and foster a customer centric culture by establishing relationships with physicians and other hospital stakeholders
- Adopt a sophisticated approach to professional growth through continuous improvement in the following areas: results orientation, adept management of product approval processes, territory development, and superior clinical knowledge
- Utilize computer- based customer/account management systems to track contacts, activity and follow up
- Complete timely activity reports and deliver monthly/quarterly business reviews as requested
- Assist with trade show exhibits and attend periodic company sponsored sales meetings
- Other related duties as assigned
- Act as a field resource to marketing.
- Coordinate and facilitate the hospital product approval process
- Assist with identification of additional target hospitals and physicians within territory
- Assist with training of surgeons and hospital staff
KNOWLEDGE AND SKILL REQUIREMENTS
Experience, Competencies, Education:
- Minimum of 5 years of medical device sales experience preferably in orthopedic or medical device sales.
- Supervisory experience preferred but not required.
- Minimum Bachelor’s degree, in related field
- Ability to “concept” sell novel products
- Success in a start-up environment and/or launching new products
- Customer & account profiling ability
- Track record of consistently exceeding sales and topping team “leader boards”
- Rich professional references documenting the respect of previous supervisors and tier one customers
- An entrepreneurial orientation, high initiative, self-directed orientation
Beneficial Skills and Experience:
- Essential customer service skills/experience required, with strong focus on ensuring the customer needs are met consistently, quickly and accurately, without compromising the organizational needs.
- Strong self-starter, who is also an effective team player, with great consensus building skills.
- Ability to evaluate the effectiveness of communication/advertising materials and programs and make appropriate recommendations
- Experience developing and implementing tools to secure accurate feedback regarding business needs and improvements from internal and external constituencies.
- Ability to communicate customer requirements effectively to others within the Company. Ability to anticipate the timing and need for new promotional materials
- Ability to work effectively through phone and email for company management
- Comfortable in a start-up environment, but willing to grow into a larger formalized organization
- Ability to effectively work in a “virtual environment” at home or at a centrally located office
- Ability and willingness to “get the job done”, allowing for flexible and extended hours, depending upon the project needs
- Small office environment (does own documentation and interacts directly with others in virtually all situations)
- Travel will be minimal (primarily attending conferences and trainings)