Position SummaryThe Area Sales Director - Acute Care must display consistent leadership, demonstrate the highest level of ethical standards and personal integrity. Excellent communication skills consistently achieved goals and steady focus on solutions will be keys to success in this role. Lastly, the Area Sales Director must be comfortable making important decisions and interact as a collaborative team player capable of a high-level consultative selling approach with C-Level customers.
Position QualificationsThe specific minimum competencies needed to perform the essential duties of the job include knowledge, skills, abilities, level of education, and experience necessary for successful performance. These competencies are generally demonstrated through specific service, education, or training.
Knowledge: Acquired through education, certifications, training, experience.
Level of Experience: 4 or more years of proven progressive sales management leading a geographically diverse team of sales executives selling medical products in the acute and/or alternate care markets.
Level of Education: Bachelor's Degree Required. MBA Preferred.
Travel: 60% Covering New York, New Jersey, Boston, MA, Hartford, CT and Philadelphia, PA
Essential Duties and ResponsibilitiesThe core tasks, duties, and responsibilities that must be performed on the job
- Achieve annual sales quota and overall revenue growth.
- Management of the Acute Care channel.
- Acute Care channel assigned National and Regional Distributors.
- Coordinate select sales meeting presence, Tradeshows and Regional Meetings with Distribution Partners.
- Corporate training.
- Co-travel with select customer sales reps.
- Manage monthly pipeline and variance reports.
- Clinical training/education of Acute Care Team, and customers as needed.
- Leadership role with sales process training and excellence in sales standards.
- Works with pricing team to improve profitability.
- Clinical support/liaison, includes providing input in portfolio development of new Acute Care products
- Understanding of environment of Acute Care - competitive bidding process, full portfolio of products and strategic market development.
- Provide coaching and development with direct reports (pre-call planning, review collateral tools and reports).
- Utilize Salesforce to monitor pipeline reports, variance reports, account content accuracy, and growth targets.
- Ensure quarterly and monthly goals are met for Key Accounts.
- Executes pricing agreements for Distributors and Key Accounts.
- Ensures samples request process is disciplined for all accounts.
- Ensures pricing and profitability is upheld with direct reports.
- Provide competitive intelligence, monitor competitive positioning, identify trends, and articulate potential impact on specific areas of the business
- Maintain oversight and accountability for average selling prices, overall profitability, and volume in the region.
Other Responsibilities- Focus on achieving our Company mission
- Demonstrate accuracy and thoroughness in daily work; look for ways to improve and promote quality & safety.
- Inspire the trust of others; treat people with respect and dignity and embrace the value of diversity.
- Use time efficiently; perform job accurately, thoroughly, and conserve Company resources to improve profits.
- Contribute to building and maintaining a positive team environment.
- Assure all policies and guidelines are implemented and followed.
