Area Sales Manager

SUMMARY

The Account Executive (AE) will drive the sales of products for the assigned market territory. The AE is responsible for developing longstanding, productive relationships between LINET Americas and healthcare facilities in defined area. Works closely with clinical and service teams to provide leadership to develop and implement comprehensive sales strategy for LINET Americas’ products and programs.

ESSENTIAL DUTIES AND RESPONSIBILITIES  include, but are not limited to those listed below:

• Deliver strong sales and margin pipeline within the territory to exceed budget.
• Develop and execute strategies to build share of customer and long-term relationships within the territory, and continually grow our customers’ understanding of LINET Americas’ product and service offerings.
• Build LINET brand and image in marketplace through positive interactions and a high level of professionalism with key contacts in the territory.
• Successfully execute sales and marketing initiatives, and actively contribute to their development.
• Convert share of customer spending from incumbent suppliers to LINET Americas, prospecting, negotiating, quoting and closing sales, personal marketing and time management.
• Commit to excellence and quality with a special focus on rapid response to our customers. Drive the generation of new sales across products to health care providers embracing a solutions sell proposition.
• Understand the detailed functionality and benefit offering of each product, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit for the hospital.
• Define an overall strategy on an annual basis to drive sales growth in assigned territory.
• Demonstrate an effective understanding of competitive action in the assigned territory and work to develop a plan to address opportunity areas.
• Prepare analysis for, and development of, an overall package for new sales. Draw on resources from clinical areas for detailed explanation to customer of the product’s applications and benefits and for final development of a needs-based sales deal.
• Lead the efforts of sales specialists and services personnel to drive new sales as well as on-going customer satisfaction.
• Oversee the installation of new products once they are delivered to the customers – ensure the products have been installed, provide basic training, and follow-up to ensure customers are satisfied.
• Maintain on-going relationships with customers to ensure maintenance of current base as well as growth of new sales with the healthcare provider.
• Build LINET Americas relationships throughout all levels of the hospital with various departments to help expand our account presence.

SUPERVISORY RESPONSIBILITIES

This position does not have direct employee supervisory responsibility. Will provide leadership to clinical and service teams to meet territory goals.

CHARACTERISTICS & CANDIDATE PROFILE

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The items listed below are representative of the characteristics that are necessary to perform in this assignment.

MUST-HAVE:

• “Hunter” mentality; ability to scope and acquire new business with lean resources
• High level of integrity and strength of character.
• Results-oriented – proven capital sales performance focused on delivering results that exceed the company’s expectations.
• Learning agility and ability to adapt and adjust quickly based on emergent needs from the business.
• Exceptional interpersonal skills – ability to effectively deal with and manage a variety of strong personalities within the workplace, and the ability to lead by example.
• Excellent presentation skills.
• Excellent strategic planning capabilities.
• A strong propensity for growing and developing a business with entrepreneurial characteristics
• Effective influencing skills – adept at ability to understand the needs of, and influence personnel ranging from nurses to C-level decision makers.
• Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, and reach pivotal agreements in the sales cycle.
• Possesses the ability to consistently and predictably advance customer commitment on a weekly basis in order to navigate a complex and lengthy sales cycle
• Ability to organize and manage multiple priorities and determine the relative importance/ business impact of each activity
• Capability to understand market requirements; trends, dynamics, expectations, and competitive forces
• Strong customer orientation -- advocates on behalf of the customers’ needs/requirements

EDUCATION and/or EXPERIENCE

MUST-HAVE:

• Bachelor’s degree or equivalent; 5 years capital medical sales experience and/or training; or equivalent combination of education and experience.
• In-depth sales experience with strong understanding of the solutions selling process.
• Demonstrated excellence in account development and territory management.
• Strong performance against budget requirements and limitations.

PREFERRED:

• Clinical experience

LANGUAGE SKILLS

Ability to read, analyze, and interpret business journals, financial reports, and contracts. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to develop and deliver effective presentations to customers, top management, and public groups.

MATHEMATICAL SKILLS

Ability to apply mathematical concepts and operations.

REASONING ABILITY

Ability to define problems, collect data, establish facts, draw valid conclusions, and offer appropriate solutions.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand and sit. The employee is occasionally required to walk; use hands to finger, handle, or feel; and reach with hands and arms. The employee must occasionally lift and/or move up to 50 pounds. May be required to push and/or maneuver medical equipment throughout hospital corridors. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

The work environment will consist of employee’s home office and healthcare facilities, with the occasional requirement to be present at the company’s headquarter location at 9115 Harris Corners Pkwy, Suite 150, Charlotte, NC 28269.

TRAVEL

This position requires variable travel ranging from approximately 40% to 80%, locally, regionally, nationally and internationally. Overnight travel will be required, as well as travel via commercial air carrier, personal auto and rented vehicles (cars and large trucks).