Summary:Sales Manager supports and drives the success of the sales team within a local market by leading key referral initiatives, managing performance, supporting administrative processes, and fostering a positive, high-performing team culture.
Key Responsibilities: Manage Sales Representative Activity: Oversee Sales Rep activity using SP.
- Conduct weekly or monthly 1-on-1 meetings, depending on quota performance.
- Areas of oversight include:
- Routing: Ensuring effective planning and territory coverage.
- Activity Metrics: Monitoring calls, visits, and overall productivity.
- In-Service Metrics: Tracking and ensuring target in-service numbers are met.
Support Sales Representatives through In-Services: Attend in-services with Sales Representatives to provide training, leadership, and support.
- Once strong referral relationships are established through in-services; Sales Reps are able to maintain
- Partnering with Sales Representatives to win top accounts helps build a culture of teamwork and success.
- Minimum 3 in-services per week requirement, until the office meets plan (tier 3), allows for correct support needed to achieve plan.
Manage Patient Care Representatives (PCRs) - Ensure PCRs communicate promptly and consistently with patients.
- Oversee paperwork processes to ensure all documentation is completed and submitted on time
- PCRs support Sales Representatives by handling administrative and documentation tasks, allowing Sales Reps to focus on building relationships and generating referrals.
Manage ATP Support: Ensure ATP Support works closely with Sales Reps and PCR to make sure patient gets correct mobility equipment while providing top service.
Open Territory Coverage: Manage open or vacant territories until a new Sales Representative is hired and/or performance reaches 7-point territory standards.
- By handling new or "troubled" territories, the Sales Manager helps ensure a smooth transition and sets new Sales Reps up for success.
Foster Positive Team Culture: Bring consistent positive energy to the Sales Team, regardless of challenges.
- Promote a "No Failure Attitude"-Sales Managers set the tone for resilience and success.
- Celebrating wins regularly to reinforce a culture of achievement
Key Competencies- Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
- Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
- Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
- Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
- Planning/Organizing - Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
- Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
- Dependability - Follows instructions, responds to leadership direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
Education- Bachelor's degree required or a minimum of 10 years of relevant Durable Medical Equipment (DME) industry experience.
- Comparable record of sales leadership experience required.
- At least three years of sales experience required.
