Area Vice President, Domestic Sales - West

JOB SUMMARY:

The Area Vice President, Domestic Sales is responsible for leading and executing the New World Medical commercial strategy across a designated US geography, driving revenue growth, sales force effectiveness, and customer engagement for key NWM products. This role provides leadership to Regional Sales Managers and the Domestic Surgical Sales organization while partnering cross functionally to support sustainable growth, market expansion, and organizational performance.

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES:

• Participate in the Commercial Leadership Team for NWM.
• Provide strategic leadership and direction for the Domestic Surgical Sales organization within the designated geography.
• Lead and develop Regional Sales Managers (RSM) responsible for coaching and performance management of Surgical Sales Consultants (SSC)
• Oversee Surgical Sales team deployment and execution.
• Working closely with the Chief Commercial Officer (CCO), provide input into the development of Surgical Sales Team compensation & commission plans.
• Develop and review annual domestic sales forecasts in conjunction with CCO.
• Develop and maintain relationships with key customers and Industry key opinion leaders.
• Develop and maintain strategic relationships with key accounts, including HMOs, government entities, GPOs, and large private equity backed organizations. 
• Develop and manage operational budgets specific to Domestic Surgical Sales Team (e.g., Salaries, Commission, Sales Rep Promotion budget, Samples, Travel and Entertainment, etc.).
• Work closely with Global Marketing and Global Training to provide input & feedback on Marketing and Training programs.
• Partner with Director of Global Commercial Operations and Customer Service teams to ensure improved customer interactions, compliance and overall sales effectiveness.
• Collaborate and work cross-functionally with other functions and departments to align key strategies and execute against key corporate initiatives.
• Drive accountability through performance metrics, data analytics, and sales effectiveness measures. 
• Support succession planning and leadership development across the Domestic Sales organization. 
• Lead organizational change initiatives and reinforce a high-performance culture.
• Responsible for achieving revenue growth, market share objectives, and strategic commercial goals within the designated geography

KNOWLEDGE, SKILLS, AND ABILITIES:

• Understanding of the sales process and selling cycle for disposable and implantable Medical Devices.
• Understanding of the various ophthalmic surgical procedures, primarily glaucoma and cataract related, as well as a solid understanding of the overall ophthalmic industry.
• Understanding of the reimbursement and market access landscape for ophthalmic medical devices in the US.
• Demonstrated ability to build, develop, and lead high performing teams with strong learning agility and accountability.
• Existing and demonstrated relationships within the ophthalmic community especially with leading Glaucoma KOL’s and customers.
• Ability to develop and nurture strong relationships with surgeons and other industry stakeholders
• Proficiency with Microsoft Office applications (Excel, PowerPoint, Word)

EDUCATION AND EXPERIENCE:

• Bachelor’s Degree required / master’s degree preferred
• At least 15 years of sales experience in Pharmaceutical and/or Medical Device field
• At least 10 years of direct sales management experience in Pharmaceutical and/or Medical Device field
• 3-5 years of experience leading sales teams at a national or area level including experience managing first line sales managers
• Experience in Ophthalmology strongly preferred
• Experience utilizing CRM systems and sales analytics tools to drive decision making and forecast accuracy.

PHYSICAL, TRAVEL AND OTHER REQUIREMENTS:

• Ability to travel up to 75% (US only). (Time includes meetings, conventions and other industry events)
• Expected to spend approximately 30% to 40% of time in the field with SSCs, RSMs, and customers.
• Valid driver’s license and passport with no major driving violations.
• Must be able to remain in a stationary position at least 50% of the time.
• Occasionally move about inside the office and travel to and from office buildings to access file cabinets, employee offices, office machinery, etc. This may include, but is not limited to, bending and walking.
• Must be able to operate a computer and other office productivity machinery, such as a computer printer, computer keyboard, calculator, etc.
• Ability to listen and speak with employees and vendors. Must be able to exchange accurate information in these situations.
• Occasionally lift up to 25 pounds. This may be performed with reasonable accommodation.
• View and type on computer screens for long periods of time.

This description reflects management’s assignment of essential functions; it does not proscribe or restrict the tasks that may be assigned.