The Area Director of Sales is responsible for creating and executing sales strategies within their area that drive top-line revenues in the rehabilitation market for the Immersive Healthcare Business under general supervision. To support these strategies, the Area Director of Sales is also responsible for partnering with the Vice President of Sales, Immersive Healthcare with regards to sales compensation, resource planning, acquisition and management, and professional sales development needs for direct reports in their area to include Territory Managers and Clinical Specialists.
What You’ll Work On
Leadership and Development
• Recruit team of Territory Managers and Clinical Specialists to increase sales, drive utilization, and customer satisfaction with the REAL Immersive System.
• Ensure Territory Managers and Clinical Specialists are educated on new products, competition, and changing customer landscape.
• Develop Territory Manager sales skills.
• Work with VP of Sales and team members to develop and implement an area plan aimed at increasing market share and improving quality of service to customers.
• Manage team to create a dynamic, supportive, and cohesive environment.
• Work with team to increase regional market penetration and utilization of system within existing accounts for new orders and existing line of products and services.
• Establish a system of communication with Territory Managers and Clinical Specialists to ensure proper execution of business plans and achievement of quarterly objectives.
• Lead professional development for all levels of sales team members, identifying and implementing day to day tools for sales management and development, and supplementing with professional sales development and training programs as needed.
Customer Relationships
• Develop relationships with existing and prospective customers and other KOLs.
• Ensure that customer service and customer satisfaction are at a level that provides a competitive advantage.
• Work with Territory Managers and Clinical Specialists in respective area to develop plans to effectively launch new system experiences.
Planning
• Plan, coordinate and participate in local, regional, and national meetings and trade shows.
• Review market analysis across regional area to determine market potential within specific customer and market segments.
• Establish, implement, and monitor sales and marketing plans for regional business based on customer needs and focused approaches that align with the goals of the Company.
• Collaborate with VP of Sales to develop and maintain territory configurations that aligns territory locations and economic potential with key customer access
• Work closely with product marketing, field-based marketing, National Accounts, and Strategic Accounts teams as needed to implement key sales and marketing strategies for rehabilitation market to meet sales objectives.
• Select, manage, train, and develop staff. Establish objectives and assignments and provide ongoing feedback through performance reviews and development plans.
• Adhere to the Company’s Quality Management System (QMS) as well as domestic and global quality system regulations, standards, and procedures.
• Understand relevant security, privacy and compliance principles and adhere to the regulations, standards, and procedures that are applicable to the Company.
• Ensure other members of the department follow the QMS, regulations, standards, and procedures.
• Commit to travel as necessary for position and product line support.
• Perform other work-related duties as assigned.
What You Contribute
• Bachelor’s degree in business, neuroscience, life science, rehabilitation discipline, or related field with 10+ years of related experience in medical device/rehabilitation product and/or services sales, or equivalent combination of education and experience
• Previous sales leadership experience with track record of building strong, high performing teams
• Ability to exercise discretion and good judgment with confidential and sensitive information
• A highly successful track record in building, leading, and retaining an experienced, professional medical device sales teams
• A solid foundation of experience introducing new concept medical therapeutic technologies to health care providers in new market segments and effectively driving adoption
• Solid project management skills to handle multiple projects and management timelines • Good business acumen and excellent organization and communication skills
• A “team player” who works closely with other members of Immersive Healthcare team to jointly achieve business objectives
• A goal-oriented individual who operates with a high sense of urgency
• A clear desire to succeed and be effective working in a fast-paced, small company environment, while exhibiting the highest standards of ethics and integrity
• The ability to carry out human resource management responsibilities such as employee recruiting and development, performance appraisals, promotions/terminations, and compensation administration
• A self-confident, proactive, decisive leader with the personality and people skills to achieve maximum results in a teamwork environment
Working Conditions
Field based. Extensive business travel 50% or more. Requires some lifting and moving of up to 10 pounds. Must be able to remain stationary and use a computer or other standard office equipment, such as a printer or copy machine, for an extensive period of time each day. Must be able to read, prepare emails, and produce documents and spreadsheets. Must be able to communicate and exchange accurate information with employees at all levels on a daily basis.
Annual Base Salary Range: $175,000 - $195,000
We offer a competitive compensation package including a sales incentive program plus benefits.
