Area Sales Manager

AxoGen   •  

Raleigh, NC

Industry: Pharmaceuticals & Biotech

  •  

5 - 7 years

Posted 36 days ago

Summary

The Area Sales Manager achieves sales revenue targets and grows market share for a specified territory, by promoting, selling and servicing AxoGen’s portfolio of nerve repair products. Practices good, ethical territory management in terms of organization, planning, administration and expense planning and control. Increases sales and revenue by aggressively targeting and developing existing as well as new accounts. Trains appropriate medical staff on products and procedures. Meets expectations as defined by Sales Management.

Responsibilities

The specific duties of the Area Sales Manager include but are not limited to:

PLANNING / RESULTS ORIENTATION
Ability to develop, implement and deliver on plans to achieve/exceed sales targets. Plans, actions, and results should include:
•Consistent achievement/overachievement of sales objectives
•Ability to handle multiple and competing priorities
•Specific targeted accounts/customers in which to maintain and grow business
•Identified competitive accounts in which to establish and promote new business
•Consistent follow through on all objectives and assignments
•Metrics and timelines to evaluate results

TERRITORY MANAGEMENT / ACCOUNT DEVELOPMENT
•Develop and maintain accurate account and territory records
•Effectively manage time to ensure maximum coverage of targeted accounts within territory in order to achieve optimum level of exposure and results
•Develop and act on plans which identify growth opportunities within current and competitive customer accounts
•Develop and implement strategies to counter competitors
•In collaboration with other departments, manage field inventory to optimally balance availability of product with inventory costs
•Control and manage expenses in the most cost effective manner for the company
Effectively present, support and manage AxoGen pricing policy and price agreements

INFLUENCE AND SELLING SKILLS
•Establish and maintain effective working relationships with internal/external key decision makers, customers and their staff, administrative staff, etc.
•Plan, implement and deliver effective sales/product presentations to customers, defining objectives and measuring success
•Probe to understand and confirm customers’ needs, handle objections, and gain commitment by customers on actions to drive revenue growth and maximize profitability
•Maximize revenue potential by targeting specific customers develop and to drive growth

CUSTOMER SERVICE
•Respond to customer requests and resolve complaints in a prompt and effective manner
•Educate customers to ensure that products are understood and used effectively
•Maintain high standard of personal presentation and promote a professional image

SELF DEVELOPMENT AND PRODUCT KNOWLEDGE
•Proactively develop knowledge, skills and abilities in all relevant areas; e.g., clinical, technical, product and sales skills
•Recognize, understand, and be able to communicate features, strengths, benefits and value proposition AxoGen products provide.
•Participate in product and skill development programs and activities such as classroom education, role playing, on-the-job training, and other relevant activities that assist in the development of the team and yourself

COMPLIANCE
•Adherence with all company policies and procedures; Sunshine Act, AdvaMed, etc.,
•Compliance with all relevant clinical and regulatory body guidelines
•Adherence to customer account policies and procedures where applicable
•Compliance with all safety standards, policies and regulations
•Compliance with all other standards, policies and legal requirements related to this position

Qualifications

•Bachelor’s Degree
•5+ years sales experience in medical sales
•Operating Room sales experience
•Orthopedic and/or Medical device experience preferred