District Sales Manager - Palm Springs / Inland Empire

Job Type Full-time Description

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

Requirements

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination o