This role will lead the development and management of a sales organization dedicated to the sale of our client’s products particularly those utilized in surgical applications. This role is expected to collaborate on a cross functional basis to ensure that the existing product portfolio is maximized for profitable sales. Position will also support Marketing to maximize effectiveness of commercial efforts.
PRINCIPLE RESPONSIBILITIES AND RESULTS
Sales Strategy, Process, and Goals
Establish, align with executive management, communicate, and execute sales strategy.
Define sales process and align CRM to capture key performance indicators to facilitate a plan, do, check, adjust management practice.
Establish company and inpidual sales goals; ensure sales funnel is accurately maintained to enable effective sales and operations planning; participate in periodic sales and operations planning meetings
Establish pricing policies and ensure effective enforcement.
Ensure effective, and efficient communications are maintained with customers.
Ensure prospects are engaged in a timely and effective manner.
Sales Coverage and Quotas
Establish sales territories and ensure sales coverage is appropriate for achieving goals.
Hire contract 1099 sales representatives and or contract with distributors.
When appropriate, engage relevant OEMs with Sales Account Managers to maximize relationships.
Ensure sales reporting and distributor tracing reports are timely and effective for commission payments. Coordinate with Finance as appropriate.
Establish sales quotas and contracts for 1099 sales force; adjust and or replace representation as appropriate.
Ensure product training is effective, administered, and maintained.
Conduct sales “ride-along” to verify personnel, tools, and techniques are effective.
Group Purchasing Organization Management As appropriate negotiate buying group contracts and ensure organizational controls are in place to effectively comply with and enforce contract requirements.
Marketing Support
Provide competitive intelligence and market insight based on customer and colleague feedback.
Ensure customer feedback, complaints and requests for new opportunities are conveyed in an organized and concise manner; facilitate effective and accurate response from the company.
Lend support to site visits, photography and videography efforts including facilitating access to sites and products
As appropriate participate in trade shows and related marketing efforts, ensure sales team is available as needed.
Maintain awareness of competitive product alternative and or service offerings and inform the company of opportunities and threats in a structured and organized fashion.
Communicate customer and user feedback on product concerns or enhancement ideas are communicated to Marketing, Product Engineering, and Quality.
Collaborate with Marketing to enhance or change marketing content based on buyer/user responses and customer feedback.
Financial and Data Management:
Support company with periodic revenue and contribution margin forecasts as well as periodic budget development and or refinement.
Enforce and maintain compliance with Physician Payments Sunshine Act
Other Duties: Perform other duties as assigned
Live by and promote the company’s vision, purpose, and values.
Demonstrate a high level of professionalism, discretion and confidentiality with all tasks, especially when dealing with employees, customers, visitors, vendors, and members of the public.
Adhere to safety policies and procedures and promote a safe work environment for co-workers, customers, and suppliers
Periodic, overnight travel to meet with customers and attend tradeshows, as well as occasionally visit suppliers is required; travel may be domestic or international.
KNOWLEDGE, SKILLS, AND ABILITIES
Qualifications
Bachelor’s degree in science, business, or related field or equivalent experience
3-5 years of direct product sales experience, preferably direct sales to hospitals or clinics
Prior experience with the Physician Payments Sunshine Act is desirable
Experience setting sales quotas and managing sales personnel, either direct or 1099 status
Ability to travel with overnight stays; Travel time will be 75%-100%, with a mixture of local and non-local travel
Must be able to pass hospital credentialling process, including extensive background check and vaccine documentation
Proficient with Microsoft Office; Word, Excel, PowerPoint
Ability to communicate professionally with people at all levels of the organization and external contacts
Ability to analyze/write reports, ability to compute rate, ratio and percent and develop charts/graphs
Proficiency with ERP
Background with CRM is required
Strong leadership skills that build effective teams by coaching and mentoring
Proven ability to manage, measure and direct others to ensure results are achieved
Experience in strategic planning and execution
Must possess the ability to lead by example and have a high ability to motivate others towards the attainment of performance excellence
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About Fenton, MI
Ready to discover exciting job opportunities in the vibrant area surrounding Fenton, Michigan? Nestled in Genesee County, this charming region offers a perfect blend of small-town charm and big-city amenities. From the picturesque views at Silver Lake to the delightful flavors of locally owned restaurants serving up Michigan favorites like pasties and Coney dogs, there's something for everyone here. Explore the stunning artworks at the Shiawassee Arts Center or catch a show at the Fenton Village Players Theatre. With easy access to Detroit's professional sports teams and venues, as well as the serene beauty of Seven Lakes State Park, Fenton, MI, is where career growth meets quality living. Dive into our job listings and unlock endless possibilities in this captivating region.
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