Area Sales Manager

Job Summary

Responsible for selling the company's enabling technologies to include Xvision and associated products to hospitals, clinics, and physicians in their aligned territory.

This requires knowledge of selling disruptive capital technologies, the ability to build a team of advocates within each hospital, strong solution-based selling skills, and tenacity to ensure sales objectives are consistently exceeded.

Area Sales Managers (ASM) will have excellent presentation and capital-selling skills. Finally, the ASM will need to be a true collaborator with the ability to build meaningful relationships and trust with the clinical sales team to increase surgeon-utilization of the products.

Primary Responsibilities

• Manage the complex sales process of selling disruptive capital technologies into new hospitals
• Implement market strategies and sales activities to exceed goals set by senior management
• Develops and strengthens strategic relationships with hospital and hospital system stakeholders in an effort to influence buying decisions and promote adoption of company products
• Engages in key market development initiatives including strategic account development, Key Opinion Leader (KOL) management, business-to-business transactions, medical education, and product brand awareness
• Remains informed of industry / market trends and competitive developments and communicate information upstream as appropriate
• Cultivate surgeon and executive support and generate market awareness to drive the sale of xvision and associated products and affiliated services while rapidly growing the customer base
• Executive Discovery, Coaching, Presentations, and Negotiations
• Owning C-level interactions and negotiations
• Handle contractual issues and coordinate system installation upon purchase and approval / Manage the installation process ensuring consistent utilization within the initial 90 days
• Develop in-depth knowledge of applicable spinal procedures and products
• Achieve quarterly and annual sales objectives
• Collaborate with the clinical team to identify both capital and surgeon-growth targets to grow overall Augmedics business
• Build and manage a robust capital pipeline and assigned territory
• Develop key opinion leader relationships with both surgeons and executives
• Forecast Capital Sales
• Manage expenses within a budget

Qualifications and requirements

• Bachelor’s degree in marketing, communications, business management, or related field is preferred.
• Minimum of 3 years’ experience in successful capital medical device sales with spine surgeons and hospital systems
• Ability to travel up to 50%
• Experience aligning hospital stakeholders to adopt disruptive technology is preferred
• Experience in selling strategies to hospital executives is preferred
• Creating strategies for markets and hospital systems to incorporate technology
• Experience in accelerating the Capital Sales Process
• Proven experience in effectively building, growing, and maintaining positive professional relationships with hospitals and medical staff
• Experience with Integrated Delivery Networks is preferred
• Excellent communication, management, leadership, and organizational skills
• Cognitive negotiation and consultative sales skills
• Exceptional customer service skills
• Experience in high performance culture - team
• Successful performance track record
• High integrity, high energy, coachable, has grit, self-led
• Strong analytical and problem-solving skills
• Enjoys a team environment with a team first culture
• Sense of urgency tempo

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