Job Description
Manages the sale of Merit products in a region and assists 5 Account Executives to understand and meet the needs of existing and potential clients. Hires and develops sales representatives and provides training and feedback to improve demonstrations and sale presentations. Monitors individual and team progress in achieving sales goals. Provides timely feedback to marketing and production from the customer to improve products or product quality.
ESSENTIAL FUNCTIONS PERFORMED

• Evaluates and hires Account Executives and trains them on meeting customer needs and understanding company products and sales methods.
• Works with sales representatives in their territories to:
• Develop their skills in making sales presentations by providing immediate feedback.
• Provide suggestions and direction for changes in activity to improve productivity.
• Follow-up on training previously provided.
• Answer questions about product or sales problems and policy areas that may be perceived as unclear.
• Provide information about changes in products or pricing.
• Assist sales representatives to plan and manage their own work in ways consistent with effective time management principles.
• Handles questions from Account Executives and clients about pricing, defective products, or product replacement.
• Reports on the individual progress of sales representatives in achieving their individual and corporate sales goals.
• Develops marketing strategies and assists sales representatives to understand and implement these strategies in working with existing and potential customers.
• Reviews individual and regional reports and uses these reports to monitor performance in achieving sales volume and profitability goals.
• Provides coordination and feedback to manufacturing, marketing and other departments to resolve problems about product quality or company processes.
• Prepares performance and sales reports for management and sales representatives.
• Monitors customer satisfaction with Merit products and shares information with sales staff and other departments to identify opportunities to improve products, resolve or prevent the recurrence of problems, and increase overall customer satisfaction.
• Monitors product competition and market share and uses this information in evaluating overall sales performance.
• Performs other duties, as required.

Products
Merit Oncology products are disruptive technologies that are a capital and disposables platform, and include biopsy, tumor localization and APBI (Accelerated Partial Breast Irradiation):

• SCOUT radar localization: proven to improve radiology workflow and significantly reduce OR delays. Using SCOUT, surgeons can precisely target the affected tissue to pinpoint its location within 1mm, which can mean more successful surgeries, optimized breast conservation strategies, and enhanced outcomes for women.
• SAVI Brachy: After a lumpectomy procedure, SAVI Brachy is used to deliver a highly precise dose of radiation only to the tissue where the cancer is most likely to reoccur. This proven technique minimizes radiation exposure to healthy tissue and decreases toxicity.
• Biopsy products include Achieve, Temno, Tru-Cut, and CorVoce.

Territory parameters

• Michigan, Indiana, Ohio, Western NY, Western PA, Kentucky, Tennessee, Virginia, and West Virginia

Acceptable candidate locations

• With the geography and close proximity to a metro area & airport. Will also consider DC/Baltimore.

Compensation & benefits information

• Base salary : $150K
• Variable Commission: $100K
• Total Comp: $250K - $260K at-plan, uncapped. Most managers in $280k - $300k range.
• Top performers last year earning $330K
• Expense reimbursement, including mileage and gas
• 4 Medical Plans with United Healthcare; Dental and Vision coverage; Health Savings Accounts; Flex Spending Accounts; Company sponsored and covered life insurance and long-term disability
• 401k with company match
• 2 weeks of PTO and 10 paid company holiday's per year

Minimum requirements

• Education and/or experience equivalent to a Bachelor's Degree in Business, with extensive course work in marketing.
• A minimum of seven years of experience as a sales manager overseeing a successful sales force, preferably in the medical device industry.
• Excellent understanding of sales techniques and customer service principles and the ability to assist others in applying these principles.
• Ability to evaluate sales presentation effectiveness, especially as it relates to building rapport and customer confidence, and to assist sales representatives to improve their presentations to communicate more effectively with customers.
• A thorough understanding of management principles and the ability to select, develop, and manage a sales team.
• Ability to understand the factors that affect long-term profitability and to work effectively with others in a team setting to optimize those factors in the sale of medical products.
• Willingness to work long hours and travel frequently to meet customer's needs.
• Demonstrated knowledge of the medical manufacturing business and the ability to work with manufacturing and marketing staff to make improvements in products and methods.
• Tactfulness and skill in working with a broad variety of individuals in a manufacturing environment, and the ability to earn their trust and support in working toward mutual goals.
• Excellent record keeping and reporting skills, including the ability to communicate key highlights orally and in writing.
• Demonstrated computer skills preferably spreadsheets, word processing, database and other applicable software programs.

Ideal experience / attributes

• Capital & Disposable sales
• Comfortable in the field and the OR
• Coach a team to navigate the capital sales cycle
• 5-7 years of leadership experience
• Comfortable and wide-open communication and transparent, pipeline challenges and organizations
• Comfortable spending 3 days/week in the field at least 5 times per quarter.