Area Sales Manager - St. Louis, MO

LINET•St. Louis, MO

About The Position

The Area Sales Manager (ASM) drives sales of LINET Americas products in an assigned market territory and develops long-term, productive relationships with healthcare facilities. The role works closely with clinical and service teams to lead the development and implementation of comprehensive sales strategies for the company’s products and programs. The ASM develops territory plans, generates and closes sales, grows customer relationships and account presence, and promotes LINET’s brand and product offerings. The position supports customers through the sales process and after delivery, including coordinating product installation, providing basic training, and following up on customer satisfaction. The role has no direct employee supervisory responsibility but provides leadership to clinical and service teams in pursuit of territory goals. The work environment includes the employee’s home office and healthcare facilities, with occasional attendance at the company headquarters in Charlotte, North Carolina. Travel varies approximately from 40% to 80%, locally, regionally, nationally, and internationally. Overnight travel is required, using commercial air travel, personal vehicles, and rented vehicles, including large trucks. COVID-19 vaccination is required absent a valid approved exemption.

Requirements

Bachelor’s degree or equivalent, with five years of capital medical sales experience and/or training, or an equivalent combination of education and experience.
In-depth sales experience and a strong understanding of the solutions-selling process.
Demonstrated excellence in account development and territory management.
Strong performance against budget requirements and limitations.
Ability to scope and acquire new business with lean resources; a hunter mentality.
High integrity and strength of character.
Results-oriented record of capital sales performance focused on exceeding company expectations.
Learning agility and ability to adapt quickly to changing business needs.
Exceptional interpersonal skills, including the ability to manage varied personalities and lead by example.
Excellent presentation skills.
Excellent strategic planning capabilities.
Strong propensity for growing and developing a business with entrepreneurial characteristics.
Effective influencing skills and ability to understand and influence stakeholders from nurses to C-level decision makers.
Strong business acumen, including ability to sell to senior healthcare administrators, structure sales deals, and reach pivotal agreements.
Ability to consistently advance customer commitment through complex and lengthy sales cycles.
Ability to organize and manage multiple priorities and assess their relative importance and business impact.
Ability to understand market requirements, trends, dynamics, expectations, and competitive forces.
Strong customer orientation and advocacy for customer needs.
Ability to read, analyze, and interpret business journals, financial reports, and contracts; respond to inquiries or complaints; and develop and deliver effective presentations.
Ability to apply mathematical concepts and operations.
Ability to define problems, collect data, establish facts, draw valid conclusions, and offer appropriate solutions.
Regularly talk and hear; frequently stand and sit; occasionally walk, use hands to handle or feel objects, and reach with hands and arms; and occasionally lift or move up to 50 pounds. May need to push or maneuver medical equipment through hospital corridors.
Ability to travel approximately 40% to 80%, including overnight travel and travel by commercial air carrier, personal vehicle, and rented vehicles.
COVID-19 vaccination, absent a valid approved exemption.

Nice To Haves

Clinical experience

Responsibilities

Deliver a strong sales and margin pipeline in the territory and exceed budget.
Develop and execute strategies to grow customer share and build long-term relationships, while increasing customer understanding of LINET Americas products and services.
Build the LINET brand and image through professional interactions with key territory contacts.
Execute sales and marketing initiatives and contribute to their development.
Win customer spending from incumbent suppliers by prospecting, negotiating, quoting, closing sales, marketing products, and managing time.
Respond rapidly to customers and generate product sales to healthcare providers using a solutions-selling approach.
Understand product functionality, benefits, applications, patient and caregiver value, and economic benefits to hospitals, and communicate these to customers.
Define an annual strategy to grow sales in the assigned territory.
Monitor competitive activity and develop plans to address opportunities.
Prepare sales analyses and packages, drawing on clinical resources to explain product applications and benefits and develop needs-based sales proposals.
Lead sales specialists and service personnel in generating sales and maintaining customer satisfaction.
Oversee installation of delivered products, confirm installation, provide basic training, and follow up on customer satisfaction.
Maintain customer relationships to retain existing business and grow sales.
Develop relationships across hospital departments and organizational levels to expand account presence.