Area Sales Manager (NovaLung- Northeast)

Ideal candidate will reside in MA, NJ or NY

(Territory includes MA, NY, PA, NJ, CT, MD, ME, VT, NH)

PURPOSE AND SCOPE:

Serves as a Area Sales Manager and plays a critical role in driving, identification and adoption of new procedures for the Novalung system. Partnering with leadership, sales, marketing and clinical specialists, the  Area Sales Manager will identify and develop Key Opinion Leaders to expand use of the Novalung Extracorporeal Life Support technology. They will also partner with local sales representatives to coach, counsel and train them on selling to specialists in their assigned hospital accounts. This is a unique and strategic role for a senior level sales professional, who is focused on identifying and expanding the adoption of new targeted users.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Develops professional expertise; applies company policies and procedures to achieve projected quarterly sales goals for assigned Heart and Lung products, as directed.

• Develops business plans for their geography and implement national sales strategies and programs.

• Achieves assigned quarterly sales goals.

• Maintains accurate and timely reports including sales calls, product market shares, demographics, and sales target reports.

• Attends local and regional tradeshows that are important to the Senior Regional Sales Manager's business.

• Participates in national sales meeting and all required training.

• Communicates and works effectively with supervisor and company personnel.

• Operates within operating expense (Annually) budget.

• Maintains proficiency on all products.

• Represents the company in a positive manner to customers during and after duty hours.

• Develops strong professional relationships with customers.

• Utilizes the SAP Customer Relations Management (CRM) tool daily and maintains all current customer contact and product sales call information.

• Maintains timely and accurate management of customer contracts.

• Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations.

• Assists with various projects as assigned by direct supervisor.

• Senior Regional Sales Manager needs to achieve regular and consistent face-to-face coverage of customers. Develops Key Opinion Leader (KOL) for ECMO and with potential further expansion towards other clinical indications

• Develops existing ECMO customers to potentially become case observation sites.

• Through collaboration with sales leadership, conducts strategic market development activities.

• For KOLs, executes all sales activities in support of developing their proficiency as a Novalung user. These activities include:

  • Selects appropriate case observation site.

  • Conducts on-site and wet lab training.

• Develops and leads advanced regional training programs.

• Serves as the market intelligence liaison for marketing and training teams.

• Conducts hospital and practice executive presentations.

• Develops future training pipeline by exposing existing physicians or converting strategic new targets to the Novalung technology.

• Provides feedback to enhance representatives' ability to sell to specific specialties.

• Identifies area needs, coordinates and runs competency programs with support from markering and clinical support.

• Leverages Sales resources to help scale launch of new procedures and/or products.

• Aligns with Sales leadership and marketing to manage ECMO training resources related to Utilization, Training effectiveness and Procedural volume outcomes.

• Analyzes and affects targeted specialty procedure trends; exploits anomalies and manages appropriately

• Other duties as assigned

Additional responsibilities may include focus on one or more departments or locations.  See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

The physical demands and work en