Area Sales Manager Northeast

Job Description

Job Description

Description:

We are a local medical equipment company that is a rapidly growing leader in the provision of clinical respiratory and durable medical equipment and service to patients is seeking a highly-motivated, energetic and experienced individual to become part of our organization.

You'll be a valuable team member working with top physicians in the sleep, cardiac, and respiratory market to accomplish sales goals and increase awareness and education of our products. In this exciting and unique sales role, you will be responsible for sales and education of durable medical equipment, respiratory equipment and sleep related products to meet the needs of both physicians and patients.

In order to be considered for the position, you must live in one of the following states: SC, NC, VA, WV, MD, DE, NJ, PA, NY, VT, NH, MA, CT, RI, ME

Area Sales Manager (ASM) Responsibilities

Field Leadership & Coaching

• Active Field Mentorship: Spend 3–4 days per week conducting structured ride-alongs with sales representatives to coach them on clinical messaging, relationship management, and advanced sales techniques.
• Documentation & Accountability: Produce a formal ride-along review immediately following each field session to be placed in the representative’s employee file.
• On-Site Support: Attend lunches, after-hours networking functions, health fairs, and clinical "In-services" coordinated by reps to drive product adoption among healthcare staff.
• Operational Guidance: Provide daily tactical support, operational direction, and localized territory management for assigned field reps.

Performance Management & Accountability

• Goal Setting: Establish clear performance goals and quotas for sales representatives (pending final approval from the Regional Manager & VP of Sales).
• Data-Driven Analysis: Analyze field performance metrics, including VGM metrics, pipeline velocity, and account penetration, to identify market opportunities and performance gaps.
• CRM Discipline: Enforce strict CRM compliance and data integrity to ensure accurate local pipeline visibility and activity tracking.
• Performance Intervention: Conduct targeted weekly conference calls with underperforming reps; author and execute formal action/performance improvement plans (PIPs) as needed.
• Evaluations: Conduct comprehensive Monthly and Quarterly Performance Reviews for all assigned sales representatives.

Talent Management & Team Support

• Recruitment: Participate in the interview and vetting process for new sales representatives as requested.
• Onboarding & Training: Facilitate training for new hires and provide targeted support during their initial onboarding phase.
• Offboarding: Assist and participate in the termination process for underperforming representatives when required.
• Meeting Collaboration: Help Regional Manager & VP of Sales plan, organize, and execute team-wide sales meetings and contribute to weekly team conference calls.

Account Resolution & Compliance

• First-Line Escalation: Serve as the direct line of contact for localized account issues, billing discrepancies, or customer service friction, resolving conflicts before escalating to upper management.
• Regulatory Safeguarding: Ensure all daily field activities strictly adhere to corporate compliance policies and healthcare industry regulatory standards.
• Strategic Escalation: Promptly escalate high-level issues that cannot be resolved at the local level to the Regional Sales Manager.

*Additional duties to be assigned by VP or Sales and/or CEO 

Requirements: