What are the responsibilities and job description for the Area Sales Manager position at Cour Consultants?
First Area Sales Manager for the Western US
The Area Sales Manager (ASM) is responsible for achieving sales targets through various stages of the sales process. This role involves identifying sales opportunities, qualifying them, convincing key decision-makers, and translating the clinical and operational benefits into customized business cases and develop the product Base. The ASM will also design financial propositions, secure account agreements, and support implementation at customer sites.
Essential Duties and Responsibilities
- Sales Achievement : Meet or exceed sales goals and achieve appropriate sales prices. Track and analyze progress.
- Targeting : Identify sales opportunities in new and existing accounts, understand buying influences, and create Single Sales Opportunities (SSO). Prioritize accounts and coordinate resources for customer service. Prepare weekly, monthly, and annual sales plans.
- Sales Process : Conduct Qualification Meetings to discuss volumes, indications, and reasons for choosing robotic surgery. Spend time in the OR to understand flow and identify pain points. Organize Extended Test Drives to demonstrate capabilities. Create OR Flow Charts and Pain Points presentations to build tailored business cases. Facilitate peer-to-peer interactions at expert centers. Translate improvements into financial terms for business cases. Convene All Surgeons Meetings to present observations and business cases. Complete Clinical Plans with data on indications, volumes, and goals. Coach hospital project representatives for C- Level validation and begin negotiations. Validate decision-making criteria and pricing models with Economic Buying Influencers. Verify budget availability and refine Single Sales Opportunities. Create product solutions, validate with internal stakeholders, and negotiate technical and financial solutions.
- Interactions : Use multiple interaction methods (face-to-face, phone, mail, webinar, user meetings, congresses) and maintain records in the CRM system.
- Product Knowledge : Develop superior product and procedure knowledge to train operators and engage relevant staff.
- Collaboration : Coordinate with other sales roles and functions (marketing, scientific services, support, medical affairs, customer care). Build strong relationships with Country / Sales Managers.
- Administration / Internal Communication : Adhere to company policies and communicate effectively with the Sales Manager, France.
- Personal and Professional Development : Continuously improve therapy and technical
- knowledge, and develop selling, negotiating, and presentation skills.
Qualifications, Skills & Attributes
Compensation, Benefits & Other Details