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Area Sales Director at Minerva Surgical
United States of America

Responsible for managing the sale of Minerva’s products and developing key customer relationships throughout the assigned United States area.  Responsible for developing key customer relationships among physicians, nursing, hospital administration and influential insurance carriers in the area. The Area Sales Director will be responsible for being proficient in the use and instruction of Company products during surgery consistent the device instructions for use (IFUs).

DUTIES & RESPONSIBILITIES:

  • Hire, train, develop, motivate, retain and effectively manage a team of direct Territory Managers. 
  • Schedule and complete at least one FULL 2-Day Field Visit with each Territory Manager per quarter; sending a Field Visit Letter as follow-up within 3 days of each visit.
  • Develops professional selling skills of Territory Managers during field visits with effective customer interaction during calls and meaningful post-call debriefs/reviews.
  • Develop and manage to the quarterly and annual sales plan for the area to meet or exceed corporate revenue goals.
  • Develop the annual headcount and expense budget necessary to exceed the area sales plan. Oversee budget for area sales and support personnel.
  • Plan and execute an interactive strategic and tactical territory sales plan designed to assist in the attainment of sales quotas and objectives. 
  • Work with Marketing to develop selling tools to be used in the field.
  • Work with Sales and Marketing team to develop effective sales and surgeon training programs.
  • Plan and implement sales activities to meet goals set by senior management.
  • Meet or exceed territory sales quota, to include equipment and disposables.
  • Deliver educational programs in the field that are within AdvaMed and company guidelines.
  • Develop relationships with key physicians, nurses, administrators, and important insurance groups.
  • Provide surgical procedure and technical product support while in the surgical suite.  Maintain excellent customer service and response times.
  • Report customer inquiries, complaints, and service requests within 24 hours of being notified.
  • Provide market intelligence feedback to Marketing and senior management on things such as pricing, reimbursement, competitive strategies and tactics, demonstration techniques, customer training needs, etc.
  • Comply, meet, and abide by all territory healthcare facility vendor credentialing polices.
  • Accurate, consistent, and timely management of product inventory.
  • Timely submissions of sales/marketing reporting.
  • Timely and accurate review and approval of expense report adhering to company guidelines
  • Manage to and adhere to all corporate policies, procedures, instructions, directives, code of ethics, AdvaMed guidelines and other required training.
  • Must possess a valid driver’s license.

PREFERRED QUALIFICATIONS:

  • Excellent leadership, management, collaboration, and decision-making skills.
  • Proven track record of hiring and developing staff.
  • Ability to demonstrate effective leadership in ambiguous and frequently changing situations.
  • Proven ability to positively impact company culture and demonstrate flexibility in fast paced environment.
  • Must possess excellent written and verbal communication skills. 
  • Polished presentation skills and public speaking ability.
  • Excellent knowledge of company products and competitive market.
  • Understanding of Operating Room protocols.
  • Proven ability to develop and maintain key customer relationships.
  • Strong sense of urgency to achieve goals and objectives.
  • Word, Excel, and PowerPoint or equivalent.
  • Demonstrative compliance with necessary administrative functions of the position.
  • Able to at least lift 40 lbs.
  • Able to travel up to 60% of the time.

Preferred Education and/or Job experience:

  • 10+ years of experience in regional/area sales management positions overseeing up to 8 Territory Managers.
  • At least 3 years of experience in target market segments.
  • Bachelor of Arts/Science from an accredited university.