PURPOSE AND SCOPE:
Serves as a Area Sales Manager and plays a critical role in driving, identification and adoption of new procedures for the Novalung system. Partnering with leadership, sales, marketing and clinical specialists, the Area Sales Manager will identify and develop Key Opinion Leaders to expand use of the Novalung Extracorporeal Life Support technology. They will also partner with local sales representatives to coach, counsel and train them on selling to specialists in their assigned hospital accounts. This is a unique and strategic role for a senior level sales professional, who is focused on identifying and expanding the adoption of new targeted users.
Develops professional expertise; applies company policies and procedures to achieve projected quarterly sales goals for assigned Heart and Lung products, as directed.
Develops business plans for their geography and implement national sales strategies and programs.
Achieves assigned quarterly sales goals.
Maintains accurate and timely reports including sales calls, product market shares, demographics, and sales target reports.
Attends local and regional tradeshows that are important to the Senior Regional Sales Manager's business.
Participates in national sales meeting and all required training.
Communicates and works effectively with supervisor and company personnel.
Operates within operating expense (Annually) budget.
Maintains proficiency on all products.
Represents the company in a positive manner to customers during and after duty hours.
Develops strong professional relationships with customers.
Utilizes the SAP Customer Relations Management (CRM) tool daily and maintains all current customer contact and product sales call information.
- Maintains timely and accurate management of customer contracts.
Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations.
Assists with various projects as assigned by direct supervisor.
Senior Regional Sales Manager needs to achieve regular and consistent face-to-face coverage of customers. Develops Key Opinion Leader (KOL) for ECMO and with potential further expansion towards other clinical indications
Develops existing ECMO customers to potentially become case observation sites.
Through collaboration with sales leadership, conducts strategic market development activities.
For KOLs, executes all sales activities in support of developing their proficiency as a Novalung user. These activities include:
- Selects appropriate case observation site.
- Conducts on-site and wet lab training.
Develops and leads advanced regional training programs.
Serves as the market intelligence liaison for marketing and training teams.
Conducts hospital and practice executive presentations.
Develops future training pipeline by exposing existing physicians or converting strategic new targets to the Novalung technology.
Provides feedback to enhance representatives' ability to sell to specific specialties.
Identifies area needs, coordinates and runs competency programs with support from markering and clinical support.
Leverages Sales resources to help scale launch of new procedures and/or products.
Aligns with Sales leadership and marketing to manage ECMO training resources related to Utilization, Training effectiveness and Procedural volume outcomes.
Analyzes and affects targeted specialty procedure trends; exploits anomalies and manages appropriately
- Other duties as assigned
Additional responsibilities may include focus on one or more departments or locations. See applicable addendum for department or location specific functions.
PHYSICAL DEMANDS AND WORKING CONDITIONS:
The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Must be able to physically cover and maintain regular face-to-face contact with customers over a large geographic area.
Extensive travel by automobile, train, or airplane is often necessary to cover assigned territory and includes 3-4 overnight stays weekly. Contact with customers by phone alone is not adequate. Occasional weekend work necessary to support trade show events.
Lifting requirements include setting up portable booths, occasional lifting and transporting medical equipment and supplies for purposes of in servicing customers.
Must reside within assigned territory as permissible under state law.
May be responsible for leading various levels of Sales staff.
Bachelor's Degree required; in lieu of degree extensive, relevant technical, clinical, or related industry experience may be considered.
EXPERIENCE AND REQUIRED SKILLS:
Minimum 2 - 5 years of Cardiopulmonary or Cardiac medical device sales experience required.
5+ years of medical device sales required.
Professional demeanor and appearance at all times.
Public speaking, communication, and presentation skills.
Basic computer skills.
Bachelor's degree required.
Track record of individual sales excellence.
Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base.
Strong clinical knowledge in extracorporal technology and ECMO.
Demonstrated ability to manage complexity and work in an environment of change.
Proven ability to influence peers.
Effective communication skills across a broad organization with a variety of focuses.
Training and Leadership experience strongly preferred
EO/AA Employer: Minorities/Females/Veterans/Disability/Sexual Orientation/Gender Identity
Fresenius Medical Care North America maintains a drug-free workplace in accordance with applicable federal and state laws.
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