Area Director

Job Description

Job Description

Position Summary:

The Area Sales Director – West involves working to recruit, hire, and lead a sales and clinical commercial field team while managing daily field operations, delivering upon annual business objectives, and controlling expenses within budget for the US West region (California, Las Vegas, Seattle, Denver, Phoenix).

 

Essential Duties and Responsibilities:

• Recruit, hire, train, develop and manage US field representatives.
• Actively coach direct reports to meet annual objectives through the development of competent business skills, product knowledge, and market intelligence.
• Lead assigned region's opportunity development and forecast management strategies and activities that translate into accurate monthly, quarterly, and annual projections.
• Work collaboratively with relevant cross-functional partners to drive business strategies related to clinical and commercial activities, competitive targets, mobilization strategies and clinical/commercial initiatives.
• Plan and execute effective activities to communicate clear expectations, stimulate productive information exchange, and facilitate the transfer of necessary skills.
• Responsible for meeting forecasting, trial enrollment, and future revenue objectives while managing expenses for the region.
• Develop and implement aggressive talent development initiatives that optimize team productivity, drive bench development, and support organizational talent cross-pollination.
• Identify and own strategy and customer relationship development at key regional customer and integrated delivery networks.
• Responsible for developing, building, and strengthening long-term relationships with stakeholders including key opinion leaders and related major medical associations and academic centers of excellence.
• Collaborate with key internal stakeholder groups as well as peers to identify and address trends and to support business goals and strategy.
• Conduct and/or evaluate market research including customers and competitors' activities.
• Develop and/or implement market development plans/strategies and changes as needed.
• Assess customer needs and feedback regarding new products and/or modifications to existing products and communicate to internal stakeholders including RD, Operations and Marketing.
• Adhere to periodic reports analyzing business performance.
• Conduct product presentations or instructions to promote adoption and increased utilization at the customer level.
• Support key business projects that enhance training capabilities and outcomes for Sales, Marketing, Clinical Regulatory, and Research and Development.

Supervisory Responsibilities:

• Responsible for the management, training, and development of territorial managers and field clinical representatives.

Qualifications:

Education and Required Experience:

• Bachelor's degree or equivalent (minimum 8 years) work experience.
• Minimum of 10 years of medical sales experience with relevant sales and leadership experience.

Knowledge, Skills, and Abilities:

• Documented track record of exceeding assigned quota and/or business objectives.
• Experience in the structural heart and/or Cardiac Rhythm Disease management/Electrophysiology fields preferred.
• Proven track record of recruiting, hiring, mentoring, and developing talent.
• Demonstrated ability to work effectively in a complex, matrixed, geographically distributed environment.
• Strong written, verbal, and listening communication skills, with deep experience presenting to senior management.
• Proven track record of selling to and influencing C-level and executive level stakeholders as well as complex customers.
• Proven ability to create and deliver high-level presentations and business correspondence.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Demonstrated positive and constructive attitude that drives team cooperation in achieving company objectives.
• Strong background and understanding of healthcare/reimbursement policy, competitive landscape, and related implications for providers.
• Ability to establish strong key opinion leader relationships that can support marketing initiatives.
• Ability to influence and drive cross-functional teams with or without direct authority.
• Demonstrated characteristics of a transformational leader who can lead others through corporate and environmental change and difficult circumstances.
• Well-developed organizational and time management skills.
• Must meet all credentialing requirements mandated by healthcare facilities and clients and pass all pre-employment drug, background, and reference checks.