Provides strategic account management and sales leadership for a specific geography within the United States. Geography will include Account Manager Territory as well as assigned Territory Manager Territories. Responsible for sales activities to include maintaining and expanding sales within existing customer base, prospecting and building pipeline for new business opportunities to include competitive accounts and targeted non-core physicians/businesses. Will be expected to develop pipeline of capital systems and to close all transactions (including services such as marketing, service contracts and disposables). Responsible to assist with the strategy and selling process (including closing transactions) of significant accounts in Territory Manager geographies. Will coach and mentor Territory Managers within assigned geography to enhance overall sales capabilities. Will work closely with regional sales leaders to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis.
' Accountable for meeting or exceeding assigned sales objectives on a monthly, quarterly and annual basis.
' Develops quarterly, monthly and weekly plans designed to maximize customer relationships and improve face-to-face selling time in assigned territory.
' Develops strategy for all new capital pipeline opportunities, consults with Regional Sales Manager to validate strategies to advance all such opportunities through the sales cycle.
' Coach, mentor and lead Territory Managers through the sales process of significant accounts.
' Communicates and monitors all opportunities in a timely fashion and with a sense of urgency.
' Delivers tangible near term actions with a vision to longer-term sustainable revenues across company offerings.
' Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to positive decisions.
' Develop articulate value propositions.
' Develop and maintain strong relationships with Regional Sales Manager (RSM) that enables collaborative efforts to be utilized.
' Create accurate forecasts for the territory based on pipeline assessment.
' Develop strong relationships with key decision makers at multiple levels.
' Demonstrate thorough understanding with the Lumenis products and of competitive products and positioning.
' Responsible for updating Call Pattern Tracker demonstrating knowledge of target customers, competitive accounts, new growth opportunities and time and territory management; submitting reports to RSM consistently on a weekly basis.
' Responsible for accurate and useful updates in Sales Force.com on a daily basis.
' Consistently submit expenses each week in Concur.
' Required to continuously improve skills through company and outside training, demonstrating comprehension though achievement of associated examination threshold..
' Travel within the assigned territory and in the United States for training, tradeshows and company/team meetings is required
Bachelor's degree in Business, Life Sciences or related discipline. (Commensurate experience may be substituted for degree).
3+ years of previous sales experience with demonstrated excellent results (greater than 100% achievement).
Demonstrated ability to drive results in a team environment
Ability to manage and close complex sales
Ability to manage quota in excess of $3M annually