Executive Job Description | Do you have experience penetrating and developing relationships with GPOs and IDNs? Do you have experience selecting, establishing and managing dealers and distributors? Are you willing to learn how to sell to OEMs?
Do you have experience hiring, training, doing on-going development and management of direct and indirect sales people who sell medical products to end users and distributors? Are you looking for an opportunity that gives you P&L responsibility and other general manager responsibilities? Do you want to build a business?
Do you want a high-visibility, high-impact sales leadership position representing quality products with proven technology from a customer-oriented company? Are your interested in the challenge of developing, implementing and managing a business plan to sell a catalog of products to a diverse customer base such as hospitals, primary care, Ophthalmology, and ENT physicians, plus pharmaceutical and OEM businesses?
We have an outstanding opportunity for a National Sales Manager with excellent sales management and business management skills. The National Sales Manager will report to the Sales and Marketing Director based in the United Kingdom. If you have excellent sales leadership skills, extensive knowledge of the medical market and an entrepreneurial spirit, then we might have an exciting opportunity for you.
Key Duties/Responsibilities:
• Provides strategic and business direction for the United States. Devises and implements strategic plans for the development of company’s business in a manner compatible with the overall strategic plan.
• Manages the relationship with dealers, distributors and key purchasing groups. Establishes and manages strategic partnerships. Achieves budgeted sales and product targets by planning sales strategies, and by managing, training, and motivating US employees.
• Develops action plans designed to sell and promote the company’s products to a diverse customer base such as hospitals, primary care, Ophthalmology, and ENT physicians plus pharmaceutical and OEM businesses.
• Promotes current products, introduces new products and product improvements to customers and distributors in all key market segments Develop and maintain a student program. Maximizes developed contacts to further promote the business.
• In conjunction with the Sales and Marketing Director, develops appropriate country action plans plus strategic short and long term plans. These plans address needs of the marketing mix, including new products, pricing, distribution, promotion, and service strategies necessary to grow sales and market share.
• Participates in the determination of market potential and preparation of annual sales forecasts and sales expense estimates for the country. Responsible for executing plans.
• Develops and manages customer base and particularly the distribution network within the United States. Responsibilities include: routine calls on distributor and dealer management to promote and sell the company’s products; professional sales meetings and presentations with customers and -- where applicable -- distributors' sales representatives; selecting, training, motivating, and supervising sales personnel or distributors; sharing of sales strategies; introduction of new products; goal-setting and management. Maintains and builds relationships.
• Manages conflicts that may arise between distributors.
• Serves as liaison between distributors and the company’s German head office.
• Responsible for the identification and selection of new distributors. In some cases, establishes a special distribution system or distribution subsidiary for a particular area.
• Performs cost analyses for customers and users comparing product variations or options available. Negotiates pricing with customers and may assist distributors as needed.
• Provides regular reports on all market activity in the assigned area, including competition, customers, dealer performance, new business opportunities, new product suggestions, etc.
• Maintains thorough product knowledge of the company’s products and their applications.
• Helps organize and attends exhibitions, trade shows, and other promotional activities to maintain understanding of the marketplace, and to develop contacts.
• Coordinates promotional activities such as sales brochures, data sheets, and product information. Prepares personal development plans and scorecards for all self and all subordinates
• Travels to customers and company’s head office as required; coordinates sales force and personal schedule to ensure effective coverage of territory.
Requirements:
• Undergraduate degree required. MBA preferred.
• Minimum of 6+ year’s sales management experience of a direct sales force selling medical products.
• Experience selling medical products to Ophthalmology and ENT specialties is preferred, but not required.
• Must be willing to learn how to sell to OEMs.
• Knowledge of PC - word processing, spreadsheet and contact management programs highly desirable.
• Above average interpersonal, communications and organizational skills are REQUIRED.
• Personal situation must be supportive of considerable overnight travel – sometimes with short notice. Must be able and willing to travel throughout the US as needed.
• A genuine commitment to exceptional customer service is REQUIRED.
• Professional work ethic.
• Clean driving record.
Location:
The National Sales Manager will work from an office in the home and may be based almost anywhere in the United States, however must be located near a major airport. A location in the Central United States is preferred.
Company Information:
Our client is an innovator and manufactures and distributes diagnostic instruments and devices for doctors' practices and hospitals. Its products include sphygmomanometers, ENT endoscopes, thermometers, stethoscopes, laryngoscopes, gynecological instruments, percussion hammers, vital signs monitors and pulse oximeters, tuning forks, blood stasis products, pulmonary pressure measuring devices, dynamometers, pressure infusion instruments, veterinary instruments, and doctor’s bags and cases, as well as instruments for ENT, ophthalmology, and dermatology; and head mirrors, headlights, and halogen examination lamps.
Our client has a customer first philosophy. This means questions and concerns are promptly addressed. They are always looking to develop products and services to better suit their customers.
Compensation:
The compensation package includes a competitive base salary (dependent upon experience); bonus program based on growth of profitability; plus benefits and expenses.
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