POSITION SUMMARY :
Lead and direct all sales and marketing activity within designated region through field sales team in order to develop new accounts and maintain or expand existing accounts. Execute on the Company's sales strategy and regional sales / market penetration goals. Implement and execute all sales initiatives within the region and establish and sustain revenue growth and market penetration. Develop and implement region-wide strategies to increase market share through the identification of targeted commercial and / or government physician practices, hospitals, wound care clinics, medical centers, surgical centers and related entities within sales representatives' assigned territory.
ESSENTIAL DUTIES AND RESPONSIBILITIES :
- Participate in the planning, development, and implementation of key accounts with field sales team
- Achieve regional sales goals operating within budget
- Provide strong leadership in the selection, development, coaching, and retention of field sales representatives
- Develop, direct, and update orientation program for new field sales representatives
Monitor development of their sales abilities and skills through direct observation and review of territory metrics, assessment of competencies and skills, organization, planning, etc.
Provide assistance to field sales representatives with patient specific reimbursement issues;Promote a collaborative relation with corporate reimbursement function to ensure the most effective reimbursement support is provided to physicians and their billing functionsMotivate regional staff and resources through strong leadership, providing clear definition of sales tasks and methods to achieve sales goalsStrengthen and maintain a goal-oriented regional environment that stresses performance, accountability, teamwork, credibility and successCoordinate sales activities with other departments acting as a liaison between field sales representatives and managementPrepare timely reports of departmental activity (e.g., sales results or projections, staff development, as requested by management); monitor review teams' expense reportsResearch, analyze and monitor region-specific sales factors to capitalize on opportunities and ensure company maintains competitive edge and growth in market sharePrepare and submit regional sales forecasts, detailed analysis of regional opportunities, potential, barriers to success and strategies for growth and penetrationEstablish regional plan to ensure achievement of revenue and sales goals for both budget year and strategic plan timeframe
Establish sales objectives by creating a territory-by-territory sales plan and quota in support of regional sales objectivesEnsure all regional activities are in compliance with the Company's policies and proceduresEDUCATION / EXPERIENCE :
Bachelor's degree required; MBA preferred3 years of progressive sales management experience preferably in the medical device and tissue segments of the healthcare industryExperience in high-growth organizations and developing brands that fueled the organization's growthA successful track record of achievement in growing revenue results in a related business or market segmentSKILLS / COMPETENCIES :
Excellent oral, written, and interpersonal communication skills, with a focus on customer serviceStrategic prospecting and active listening skillsProficient in Microsoft Office (Excel, Word, etc.)Organized, flexible, and able to multi-task while maintaining a high level of efficiency and superior attention to detailAbility to influence others to achieve desired results using tenacity and diplomacyStrong analytical skills, strategic and tactical analysis and problem solving skills ; high degree of quantitative analyses and ability to manage and plan complex issuesEffective and influential presentation, negotiating and relationship building skillsExecutive-level business acumen, sound business judgment and drive, with history of achieving and exceeding sales and marketing objectivesHigh energy, creative, flexible, results-oriented individual with ability to develop and motivate a highly experienced and motivated sales team; coaching and mentoring; hands-on styleBroad-based businessperson with a complete understanding of sales, sales and marketing planning and execution, and ability to build a top-notch sales teamAbility to communicate regional strategies and plans to senior management for approval, and direct sales team for implementationWORK ENVIRONMENT :
Work is performed at customer / clinical sites and / or home office. When at customer site, must follow appropriate dress code (scrubs and white coat) and adhere to their credentialing and registration system, which requires up-to-date vaccines. Must travel local and / or long distance within assigned territory on a regular basis.
Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
