District Sales Manager - Tucson
Company: Vertos Medical
Location: Phoenix
Posted on: May 6, 2024
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Job Description:
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Job Type
Full-time
Description
POSITION SUMMARY
Responsible for effectively managing all aspects of customer
relationships in the assigned territory. This includes planning,
organizing, and implementing all account management activities
related to the sale and distribution of Company products, with high
accountability for achieving territory growth goals and
objectives.
ESSENTIAL FUNCTIONS OF THE POSITION* Demonstrate a strong work
ethic and represent the Company with high integrity, ethics,
honesty, loyalty, and professionalism at all times. * Cultivate new
and existing customers to establish long-term relationships that
generate high consistency and yield.* Achieve sales and utilization
quota results in the assigned territory, including performing
effective territory penetration, coverage, and account
identification to drive sales and increase the customer base for
the Company's product and deliverables. * Embrace what is required
to be successful in a growth based "Market Develop" versus "Market
Capture" business.* Pre-plan sales calls and maintain efficient
time management skills to ensure maximum customer contact and
highest level of customer service. * Use consultative needs-based
selling approach that focuses on building relationships with
providers and identifying solutions to their challenges through
open-ended questions and active listening. Includes physician
product training, educating MA, PA, and nurses that play a role in
patient identification, review imaging with physicians, and help
establish a patient pipeline prior to training. * Employ challenger
sales model to actively target, vet, teach and tailor the sales
process to take control of the customer conversation and establish
a motivation to adopt/integrate the product/procedure into the
practice.* Implement practice integration efforts to establish and
maintain consistently treating accounts:o Establish economic value
for a procedure. o Set standards with customers to drive best
practices around initial experience with product.o Educate all
members of the "care team" (MD, PA, Nurse, MA, etc.) so they can
readily identify patients.o Establish patient funnel with customers
and constantly monitor to ensure no lost patients.o Develop
relationship with schedulers to facilitate getting month-over-month
procedures booked.o Follow and reinforce patient outcomes to
validate procedure and motivate increased patient
identification/procedure volume.* Regularly communicate clinical
data and reinforce product/procedural efficacy, durability, and
safety to reinforce account success with the product. * Cover cases
to evaluate and ensure procedural comfort. Coordinate with clinical
training team for procedure support, setting up local/regional MD
trainings, and helping physicians with procedural efficiency. *
Partner with Marketing in a collaborative and cohesive manner to
identify and cultivate relationships with key physicians to develop
and support Key Opinion Leader strategy and plan execution.*
Provide key insights to market activities and opportunities through
active participation in cross functional calls and team meetings.*
Maintain consistent communication with Regional Sales Director on
all matters related to the territory and region, including accurate
forecasting. * Work within set budgets, timelines, and processes.*
Develop and maintain supportive, productive, and effective
relationships at all levels within the organization. * Complete
administrative responsibilities including quarterly business plans,
weekly expense reports, up-to-date territory account profiles, and
customer database. Manage day-to-day sales administration
activities in a detailed and timely manner.* Maintain thorough
knowledge and capabilities of the Company's products and updated
knowledge of the industry and competitive products. * Participate
in industry-related trade shows/meetings. * Maintain and increase
professional and technical knowledge by on-the-job training,
attending educational workshops, reviewing professional
publications, establishing personal networks, and participating in
professional societies.* Support compliance with the company
quality standards, FDA regulations and guidance, applicable EU
Medical Device directives, applicable ISO standards, and other
pertinent country specific medical regulatory requirements. *
Perform special projects and other duties as assigned.
Requirements
EDUCATION AND/OR EXPERIENCE
Required* Bachelor's degree or equivalent combination of education
and experience.* A minimum of four years' field selling experience
with at least three years of demonstrated success selling medical
products or services to physicians and/or other health care
providers. Medical sales experience may include any combination of
direct sales, market development, and/or clinical specialist roles.
* Experience with, and understanding of, contracting, negotiating,
and change management.* Basic knowledge of anatomy, medical and
surgical terminology.* Experience Managing a Territory through the
effective utilization of a CRM system, preferably experience
directly with SalesForce.Bonus* Direct customer experience with the
anesthesiology, pain management, spinal surgery or related
specialties audience.* Experience with consumables selling.*
Experience in conceptual selling and creating markets for
innovative market defining products.* Experience selling a
product/procedure that required educating many constituents in the
practice.* Prior roles involving a "consultative approach" to
understanding customer needs, identifying barriers and working to
overcome challenges and establish processes with the practice to
drive adoption.* Clinical use selling in an operating room
environment.* Clinical knowledge of lumbar spine anatomy,
physiology, and imaging techniques.* Cadaveric lab training
experience.
SKILLS, ABILITIES, AND CHARACTERISTICS* Strong interpersonal and
communication skills.* Ability to communicate effectively, orally
and in writing, with all levels of employees. * Proven ability to
provide a high level of customer service and support to achieve
practice integration of mild and the Vertos business methodology. *
Procedure delivery and execution, ensuring a high level of
customer/patient satisfaction.* Exercise a high degree of
adaptability in dealing with an ambiguous and complex work
environment and balance multiplicity of demands in a responsive and
professional manner.* High level of accountability, reliability and
extremely responsive.* Ability to make effective and persuasive
communications and technical presentations to physicians,
management and/or large groups. * Ability to thoroughly understand
and communicate the attributes and qualities of Company products
using professional selling and closing skills. * Positive attitude
and passion for working within the pain management and
anesthesiology field. * High level of organization with regard to
schedule management and follow-up skills. * Team-oriented and
ability to work collaboratively with and through others at all
levels of the organization.* Tech savvy: proficiency in Microsoft
Office applications and in mobile/cloud resources including CRM
software (preferably Salesforce); comfortable learning new
technical systems as needed such as Box, Zoom, Slack, Tableau and
Concur.
PHYSICAL REQUIREMENTS/WORK ENVIRONMENT* Travel (Distributed
Workforce) - Ability to travel up to 75% of the time in order to
adequately cover the territory including multi-overnight stays,
attend tradeshows, and corporate and training meetings.* Physical
Demand - While performing the duties of this job, the employee is
regularly required to stand, walk, and sit for extended periods of
time. Some of the time standing will include wearing radiation
safety equipment (lead aprons, thyroid shield, radiation badge,
etc.). Physical effort required by handling objects of up to 25
pounds frequently. Specific vision abilities required by this job
include close vision, distance vision, depth perception, and
ability to adjust focus in relation to travel and operating a
personal computer. The physical demands described here are
representative of those that must be met by an employee to
successfully perform the essential functions of this job.
Reasonable accommodations may be made to enable individuals with
disabilities to perform the essential functions.* Mental Demand -
Moderate to high degree of concentration due to volume, complexity,
and/or "pressure" of work. Ability to make critical thinking skills
decisions under pressure.* Work Environment - o Potential exposure
to bloodborne pathogens, pharmaceuticals, chemicals, needles, and
sharps, and radiation (from x-ray / fluoroscopy and similar medical
equipment).o Possess and maintain a valid drivers' license and a
driving record satisfactory to the Company. Driving records may be
monitored on an annual basis or as needed.o Possess and maintain a
criminal background satisfactory to the Company. Criminal
backgrounds may be monitored on an annual basis or as needed.o Meet
and maintain customer/medical facility access requirements,
including regular or periodic drug screenings and background checks
with a satisfactory result in accordance with Company requirements
and the requirements of the customer/medical facility serviced.o
Reasonable access to airport for travel.o When working in a home
office environment, a dedicated office with minimal distractions
which assures maximum privacy of computer screens to protect
confidential and sensitive information is required; highspeed
internet connectivity is required to work effectively.
Disclaimer: The above statements are intended to describe the
general nature and level of work being performed by employees
assigned to this position. They are not intended to be construed as
an exhaustive list of all responsibilities, duties and skills
required of all employees assigned to this position. Nothing in
this job description restricts management's right to assign or
reassign duties and responsibilities to this job at any time.
In addition to offering a great culture and work environment,
Vertos also offers the following benefits:
Health Insurance* Medical* Dental* Vision* Basic Life and AD&D*
Supplemental Life & AD&D* Long-Term Disability* Health Care and
Dependent Care Flexible Spending Accounts (FSAs)* Health Savings
Accounts (HSAs) with employer contribution
Paid Time Off* Paid Time Off * Paid Holidays* Jury/Witness Duty
Leave* Bereavement Leave* Parental Leave Salary Continuation*
Short-Term Disability Salary Continuation
Other Benefits* 401(k) Retirement Savings Plan with employer match*
Employee Assistance Program* Voluntary Accident, Critical Illness,
Hospital Indemnity and Legal* Access to BenefitHUB discounts for
200,000 + vendors
Salary Description
90,000 Base Salary
Keywords: Vertos Medical, Sun City West , District Sales Manager - Tucson, Hospitality & Tourism , Phoenix, Arizona
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