Senior Area Manager, B&S - New England/Upstate NY

Basic Function:

Responsible for sales growth of Össur bracing & support products. Makes sales presentations to  medical professionals within the assigned territory to elicit use of Össur orthopedic products and achieve sales goals within the defined territory or assigned customer base. Primary customer calls points: all departments within the hospital setting where Össur orthopedic products are utilized (e.g., Orthopedic, Neurosurgery, Trauma, Emergency Medicine and Materials Management) and private clinics with the focus on Orthopedic, and Orthotics & Prosthetics facilities.  Develop and build relationships with various decision makers to expand Össur’s core customer base and overall market share. Help to develop effective sales strategies to achieve sales goals and objectives within designated territory. Assist District Manager (DM) and/or Regional Sales Manager (RSM) in the execution of strategic revenue and profit goals. Assists the DM and/or RSM with the development of Area Manager’s within the Team. Assists in the management of Independent Representatives (IR) within assigned territory. The supported territory for this opening is New England/Upstate NY.

Responsibilities:

• Attains or exceeds monthly, quarterly and annual territory sales objectives for all products.

• Makes scheduled personalized sales presentations to medical professionals in the assigned territory or to the assigned customers to elicit use of Össur products and achieve sales goals.

• Utilizes all available tools to effectively execute the territory sales plan within the assigned geography and/or customer file, to include other sales team resources (e.g., Hospital Sales Manager (HSM), Business Development (BD), etc.), digital assets and promotional materials.

• Consistently maintains elevated level of output according to established productivity standards. Makes effective use of all resources to sustain optimum performance and efficiency with a focus on growth and profitability.

• Develops and executes strategic solutions towards the total market to effectively grow territory profitably. Responds promptly to the needs of both the internal and external customers. Is initiative-taking in cost containment and management of expenses.

• Maintains and uses a professional arsenal of industry, technical, and competitive knowledge to overcome objections and effectively implement our sales and product strategies.

• Maintains an acceptable level of technical competency, 90% or above on assigned courses.

• Maintains a prominent level of operating discipline with Salesforce CRM through the management of opportunities, activities, leads, contacts and account planning.

• Works collaboratively and assists District Manager (DM) and/or Regional Sales Manager (RSM) in managing the local “Independent Representative” organization and other distribution partners within the territory to ensure sales goals are attained.

• Maintains, analyzes and uses territory/customer reports and databases to effectively and efficiently organize and plan territory priorities and activities.

• Keeps management informed of customer and competitive activity, which could impact the sales or marketing position of our products.

• Submits accurate and timely territory reports to include expenses.

• Exercises good judgment in the use of company funds to achieve OPEX budget goals.

• Complies with both the spirit and letter of applicable laws and regulations. Seeks assistance when faced with potential legal or regulatory issues.

• Maintains a professional image and demeanor consistent with the image of Össur.

• Fulfills all responsibilities in an honest, ethical and professional manner.

• Responsible for maintaining confidentiality of company data including new product information, marketing strategies, discount programs, pricing information and other business proprietary information.

• Assists DM and/or RSM in the development of Area Manager’s through “Buddy Program.”

• Contributes to the planning and execution of team calls and regional meetings.

Qualifications

• Bachelor’s Degree required, preferably in a life science or business discipline.

• Minimum five + years in direct field sales, preferably in medical products.

• Prior experience selling to Orthopedic Clinics & Health Systems is highly desirable.

• Strong oral and written communications skills.

• Strong organizational, analytical, task and time management skills

• Must be able to maintain a rigorous travel schedule

• Ability to travel 50%

Physical Requirements:

The physical