The Imaging & Resection Senior Sales Leader is crucial in meeting predetermined sales targets within their designated territory, focusing on capital products. This person will have more than 5 years of medical device experience, preferably in surgical imaging, OR integration, power instruments, or arthroscopic disposables. They will have formal presentation training experience in utilizing finance programs, negotiating and bundling, and managing the capital sales process for both hospitals and surgery centers. They will work specifically with the sales force to drive product strategy and will have direct interaction with customers. The Senior Sales Leaders must maintain in-depth knowledge of our leading product portfolio and provide consultation to surgeons in the operating room regarding the use of our equipment. They will communicate and strategize with the Arthrex Regional Imaging & Resection/Capital manager to execute the current and future market strategy based on assessing the competitive environment and customer requirements. This person will work with the area managers to manage material and personnel resources to optimize sales growth cost-effectively. This role will report directly to the VP of sales and the I&R/Capital Manager.
Essential Duties and Responsibilities:
Responsible for leading the team in meeting and exceeding sales objectives for the territory.
Increase territory results by building and maintaining strong business relationships and by developing and implementing sales strategies.
Communicate with current and new customer accounts regarding a variety of topics, including product updates, changes to product portfolio and educational programs.
Implement new sales plans and effective marketing strategies to position the organization competitively and to meet/exceed territory objectives.
Create and submit team quotas to executive sales leadership, including vice president and agency owner.
Establish and nurture relationships with residency and fellowship programs to drive product adoption, use and brand awareness.
Support and assist product managers with anything they need to establish quotas to be submitted to the vice president and agency owner.
Devise and implement plans and meetings that hold all levels of the team accountable for staying on target with quota achievement.
Identify new prospects' needs and develop appropriate written, telephone and face-to-face responses.
Cross-sell additional products and manage new product introductions as they become available.
Receive coaching, training or mentoring from director of sales; transfer knowledge to other managers, sales representatives and sales associates as needed.
Lead by example. Demonstrate proper time and sales initiative use. Constantly analyze sales performance and opportunities for growth.
Regularly analyze market trends and competitor activities to identify opportunities for growth and differentiation.
Mantain a strong sense of urgency, multi-tasking skills and the ability to manage responsibilities under strict deadlines.
Ability to lift up to 35 pounds on a regular basis.
The above statements describe the general nature and level of work being performed in this job. They are not intended to be an exhaustive list of all duties, and indeed, management may assign additional responsibilities as required.
Requirements
Education and Experience:
5+ years medical device sales experience, preferably in surgical imaging, OR integration, power instruments, or arthroscopic disposables.
Bachelor's degree
Demonstrated ability to relate to customers and constituents within the orthopedic/sports medicine market
Must be comfortable in open operating room environments
Knowledge of orthopedic procedures and terminology as it specifically relates to Arthrex
Knowledge of operating room protocols and procedures
Ability to learn a high level of technical information, anatomy and indications as it relates to surgery and procedures
Prior sales experience is a plus
Knowledge and Skill Requirements/Specialized Courses and/or Training:
MS Office
Strong public speaking and communication skills
Excellent organizational and time management abilities, effectively managing multiple priorities
Strong sense of urgency
Ability to work well under pressure
Self-assurance and competitive drive
Ability to work independently, make decisions and take responsibility for them
Abide by all Compliance and Code of Conduct policies
