Area Sales Director - West Oxford Immunotec
The Area Sales Directors are responsible for directing the execution of the T-SPOT.TB selling strategy and for meeting U.S. revenue targets in a multi-state geographical area through a team of sales and clinical support representatives. They are members of the executive leadership team and will work directly with senior management on key commercial business matters.
Other responsibilities include:
? Implementation of a rigorous funnel management process to ensure the timely progression of accounts from qualification to close, as well as to provide accurate forecasting of progress against key performance metrics (e.g., new accounts, volume potential, penetration, price).
? Identification of selling resistances and obstacles (e.g., financial, labor/workflow, logistics) and the tactics and tools to overcome them. Tool and tactic development may often be accomplished in concert with marketing.
? Development and implementation of training programs for new hires as well as experienced reps.
? Product, clinical and selling expert to aid in the development of territory managers and to be a tactical and strategic resource for selling situations that require it.
? Identify and develop Key Opinion Leader relationships that lead to their advocacy of OI products.
? In collaboration with Senior Director, US Sales, President, N.A. and other area sales directors, develop and implement a sales compensation strategy that optimizes performance against key objectives and contributes to retention of a high-performing, energized sales team.
Ability to recruit, develop and retain a high-performing sales team.
? Excellent consultative selling skills and the ability to teach it to both experienced and inexperienced territory managers.
? Experience and success selling to clinical laboratories and clinicians, as well as selling a ?concept sale? with multiple call points.
? Ability and willingness to travel extensively fir field travel with territory managers, attendance at trade shows, attendance at management meetings etc.
? Strong problem-solving skills.
? Excellent verbal and written communication skills.
? Funnel management and forecasting skills.
B.A., B.S. (or equivalent), preferably in business or the natural sciences. 10+ years medical sales experience with a minimum of 2 years of sales management experience.
||Marlborough, MA |