Regional Sales Specialist – Houston/San Antonio, TX – Acclarent, Inc.

The role will optimally be based in Houston, with a territory that includes Houston, San Antonio, and Louisiana to the Florida Panhandle.

Chronic sinusitis affects 3 million Americans each year and five per cent of the U.S. adult population suffers from a phenomenon referred to as Eustachian Tube Dysfunction (blocked ears / ear pain). Acclarent is dedicated to supporting otolaryngologists with minimally-invasive ENT technologies that relieve this suffering as effectively and painlessly as possible. For more than a decade Acclarent has pioneered innovative technologies, including the balloon dilation system that’s been used to treat more than one million patients.  

Job Summary 

The Regional Sales Specialist (RSS) will be an integral part of Acclarent’s US Field Sales group reporting to the National Capital and Contracting Director and closely partnering with the Regional Business Manager (RBM) and training team. This role is for individuals who have demonstrated in-depth clinical and technical knowledge and who have a demonstrated successful track record of building business and growing market share. This position is responsible for partnering with field-based sales teams to target, strategize and grow sales while also offering development, mentoring, and field-based training. Through this role, the RSS will provide feedback to marketing and sales-education teams. This position is expected to achieve key business metrics by executing Acclarent’s strategies and tactics by partnering, aligning, and coordinating activities between commercial sales team and all other integral members. Additionally, the RSS will coordinate surgeon training and development opportunities with the TEC (Training Education Centers) sites. Following successful completion within assigned territories, the RSS will ensure a seamless transition to the local commercial sales team. 

Duties and Responsibilities 

• Work closely with VP of Sales, Area Director, Regional Business Manager, training and marketing teams to educate and develop the sales team with the tools, support and education needed to perform optimally. 

• Will provide expert clinical product and technical assistance and training to physicians and staff on the effective use during case procedures within an assigned geography, and in a manner that leads to meeting and exceeding business goals. 

• Instill Credo values and leads with integrity. 

• Communicate business related issues and/or opportunities to next management level. 

• Partner with sales consultants to develop sales skills, strategies and territory and focused sales plans. 

• Use consultative selling techniques to accurately assess customer needs, opportunities, and potential barriers at strategic accounts, establishing an adoption plan leading to business growth and sales goal attainment. 

• Coordinate with Regional Business Managers to develop a customized development program for targeted field-based sales consultants while working within the targeted territory. 

• Train, mentor, and coach field-based sales consultants including with: 

• Physician training and field-based marketing  

• Targeting, messaging, and pre-call planning  

• Utilization and compliance with Quality System requirements applicable to tasks performed by field-sales consultants  

• Completion of the weekly and quarterly planning tools, as well as accurate and timely reconciliation of emergency stock on a monthly basis 

• Identify growth opportunities in key accounts, establish sales strategies, roles and responsibilities, and lead sales team in securing and growing business. 

• Responsible for communicating business related issues or opportunities to next management level. 

• Responsible for ensuring that subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition, if applicable. 

• Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures. 

• Perform other duties and responsibilities as required or assigned by manager.  

Requirements 

• Bachelor's degree   

• At least 7 years of outside sales experience, including experience selling medical devices 

• Excellent written and oral communication skills 

• Ability to meet and exceed sales goals in a commission-driven position 

• Experience introducing market development programs to physician practices 

• Ability to work effectively as part of a team 

• Must be willing and able to travel overnight locally, regionally, and nationally 

• Must have valid driver’s license issued in one of the 50 United States 

• May be required to wear safety equipment in lab and operating room environments 

• Must be able to regularly walk, sit, stand, bend, push, pull and lift up to 60 pounds; occasionally, the position requires the ability to lift over 60 pounds 

• Ability to comprehend and communicate technical material 

Preferred 

• 7 years of sales experience including the following: 

• Medical device sales  

• Experience selling disruptive technologies. 

• Experience selling to surgeons in a Hospital Operating Room, ASC, and ENT Office environment  

• Experience calling on ENTs surgeons  

• At least 3 years of device selling experience 

• CRM utilization experience 

• Challenger Sales Approach Training 

• Integrity Selling Sales Approach Training 

Johnson & Johnson Family of Companies are equal opportunity employers, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, or any other characteristic protected by law. 

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