Sr. Director, Sales - West Region

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At MicroPort, we relentlessly strive to master every detail of our medical solutions with the purpose of prolonging and reshaping the lives of patients everywhere. We welcome motivated and talented people who want to join our dynamic and inclusive company, working together to deliver meaningful medical breakthroughs. In order to accomplish this, we hold true to our core values of Quality, Integrity, Accountability, Efficiency, Innovation, Aspiration, Dedication & Collaboration. Come and join Team MicroPort!

Why You'll Love MicroPort

You will find our team atmosphere challenging and rewarding. In addition to working with a world-class team, receiving a competitive base salary and bonus opportunities, our U.S. employees also enjoy the following benefits: Medical, Dental, Vision, Maternity Leave, Life Insurance, Short-Term Disability, Long-Term Disability, Bereavement, 401(k) (up to 4% match with vesting from day 1), PTO, Paid Holidays (10 each year), Employee Assistance Program, Education Assistance...and more! At MicroPort, we care about our employees and encourage them to make healthy lifestyle choices and embrace wellness opportunities to maintain their very best health and wellbeing.

Overall Summary

The Sr. Director, Sales is responsible for the design and implementation of long-term sustainable growth strategies for a specific region inside the US geography. Monitors and controls all daily sales management objectives and is the direct point of contact for the appointed Distributors and sales representatives as related to their specific geography and product mix. Works closely with regional sales support teams and Distributors to maximize growth opportunities for assigned product lines. Manages the territory within budget while executing strategic initiatives and building/maintaining a culture of high morale in the region. Works closely with sales support teams and Distributors to determine the best number of sales representatives to enable profitable achievement of growth and company objectives for assigned product lines, determine growth targets, monitor progress and intervene as needed to improve performance. Maintains strict adherence to corporate compliance training and all related policies.

Your duties will include:

1. Execute Sales Plan Objectives:

• Collaborate with Sales Management Team to set and prioritize strategies and tactics to ensure achievement of Sales Plan Objectives. (Budget and Quota)
• Identify customer needs and develop specific Sales Plan Objectives, strategies and tactics to best meet those needs in cooperation with the sales support team and Distributors.
• Execute strategies designed to open new customer accounts, increase penetration into existing accounts, and increase individual account revenue/profitability.
• Produce quarterly updates, revisions, and modifications to Sales Plan Objectives to maximize sales revenues and to meet or exceed corporate sales objectives.
• Forecast annual, quarterly and monthly revenue streams with input from field management.
• Share best practices and innovative ideas with the sales organization that can impact overall success.
• Remain informed of operating conditions that may affect sales efforts and the attainment of Sales Plan Objectives.
• Assist Distributors with the creation of annual sales performance plans.

2. Manage Sales Operations:

• Implement directives received from senior management on a timely basis.
• Maximize use of office time to schedule appointments, manage administrative tasks and maintain accurate records. (Target day to 1 day spent in home office each week.)
• Track sales, monitor sales results and analyze sales data within the assigned region.
• Submit completed reports on sales activities and/or required paperwork on a timely basis, as directed.
• Manage sales operations for assigned territory in accordance with company policies and procedures.
• Assist in tracking and monitoring field inventory for assigned region.
• Recommend and implement changes at the sales support and Distributor level when appropriate

3. Manage Customers:

• Understand, anticipate and address needs of all customers including the sales team, doctors, hospitals, insurance companies, etc.
• Create comprehensive Medical Education plan for each territory within assigned region (labs, training, etc.)
• Maintain knowledge of key customers, the market, industry trends, competitors, and leading competitive strategies.
• Serve as an ambassador while representing the organization, managing customer relationships, attending key events, symposia, etc.
• Maintain close contact with all customers, both existing and potential.
• Host and lead meetings with customers designed to present new products/technology
• Assist customers and Sales Representative team in the Operating Room when needed. (case coverage)
• Maintain strong understanding of relevant products and procedures and peer reviewed articles.

4. Product Commercialization:

• Assign pre-market trial sites with Marketing prior to commercialization, when appropriate.
• Develop a plan for the launch of new products within the regional geography including timelines and schedules.
• Assist Distributors to determine the target customers for new and existing product launches.
• Assist in developing a plan to obtain maximum exposure to current and potential customers at trade shows, medical conferences, symposia, etc.

5. Manage Inventory

• Work closely with Distributors to coach inventory best practices and help minimizes inventory costs
• Identify and remove barriers related to inventory management with each customer account.
• Develop and maintain a positive working relationship related to inventory management with hospitals, physicians, lab staff, lab supervisors, and purchasing personnel.
• Approve consignment inventory placement on a regional level

6. Manage Budget/Expenses

• Adhere to all guidelines for Sales Management related to expense management and control.
• Provide Concur expense reports and other budget management reports on a timely basis, as directed.
• Manage and oversee regional contracts.
• Notifies MicroPort Contract Team immediately upon receipt of Request for Pricing (RFPs)
• Assist in the management of inventory levels to avoid excess shipping charges and late fees and other implant and instrument kits.
• Adhere to Compliance Guidelines when expenses are incurred with Health Care Professionals. (HCPs)

7. Communicates with Marketing, Sales Reps and Sales Management:

• Host weekly, monthly and other conference calls with Distributors, sales reps and sales support team for each territory as appropriate, focusing on product updates, upcoming Med Ed opportunities, training opportunities, headcount, overcoming obstacles and general updates
• Maintain consistent, ongoing, positive communication with regional sales and Distributor teams as well as with the Marketing Teams regarding the latest economic/market trends, competitive updates and the attainment of quarterly sales plans.
• Communicate monthly sales forecast to VP of Sales for North America by the end the 15th business day of each month.

8. Travel:

• Attend specific events related to products or sales training, specific industry events such as AAOS, etc. as needed.

9. Other Duties and Responsibilities:

• Maintain all hospital credential records. (Reptrax, Vendormate, Vendorclear, etc)
• Participate in cadaveric (human specimen) training and education events on occasion.

Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

About You

We might be a great match if you have:

• A proven track record of expense management and control is required.
• Documented successful sales performance (high growth results vs. plan).
• Ability to work in a lab or an operating room environment required.
• Willingness to travel a high percentage of time, 50% or more, and willing to relocate when/if needed.
• Documented successful performance and responsibility expansion in prior roles.
• Strong market development skills, a competitive spirit and place a high value on ethical standards in regard to surgical procedures and patient outcomes.
• Self-starter with strong time management and planning skills, by demonstrating the ability to prioritize accounts and achieve results through a daily action plan.
• Capability of working in a process-driven environment

YOUR EDUCATION

Required: Bachelor's Degree in Business, Finance, or related field required.

Preferred: Master's Degree

YOUR EXPERIENCE

Minimum 7 years' experience in progressively responsible sales roles Experience in medical device strongly desired