Area Sales Manager, Advanced Energy- Washington, DC

Medtronic•Columbia, DC

2d•Remote

About The Position

Medtronic is a global leader in healthcare technology dedicated to alleviating pain, restoring health, and extending life. This remote position requires the candidate to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential. The Neuroscience portfolio, specifically Cranial & Spinal Technologies (CST), focuses on improving lives through innovative medical technologies for neurological disorders, spine conditions, and chronic pain. The Advanced Energy- Area Sales Manager is responsible for establishing a strong sales presence, learning the product line and applications, following up on leads, and achieving sales targets. The primary focus in the first year will be opening new accounts, maintaining existing business, and growing overall business by more than $200k. This role reports to the Regional Sales Manager and involves collaboration with marketing, engineering, clinical, and management teams to support new product development and business growth. The position is field-based and requires travel within and outside the territory.

Requirements

Bachelor's Degree AND a minimum of 3 years of sales experience with 1 of those 3 years in medical sales; OR Bachelor's Degree AND 1 year of Medtronic Neuroscience (Pain, Brain or Spine) Clinical Specialist or Sales Rep I experience along with 2 years of additional prior sales or clinical experience.
Reside within the territory.
Valid driver's license.
Active vehicle insurance policy.
Ability to travel up to 75%.
Ability to function using healthcare universal precautions to minimize exposure to infectious disease and radiation.
Ability to work efficiently and autonomously with little direction when outside of clinical events.
Ability to attend national meetings, district meetings and other training as requested.
Ability to wear a 7-9 lbs. protective lead apron for extended periods of time in the operating room.
Ability to lift up to 40 lbs.
Ability to sit, stand, and/or walk for 8+ hours per day.
Ability to bend/stoop, squat and balance frequently.
Specific vision abilities required include close vision, distance vision, depth perception, and ability to adjust focus.
Must have a valid driver's license and active vehicle insurance policy.
Driving record will be reviewed.
Must be able to drive approximately 50% of the time within assigned territory.
May require overnight travel.
Possess unrestricted U.S. work authorization at the time of hire and for the duration of employment (for roles below Principal level).
Exceptional written and verbal communication skills.
Proficiency with Microsoft Office Suite.

Nice To Haves

Previous experience as an Advanced Energy Sales Specialist.
Direct strategic sales experience.
Experience in driving medical education.
Familiarity with general surgery.
Exposure to selling medical devices, using a concept selling process, to a customer base consisting of surgeons.
A record of accomplishment of building and managing strong sales, introducing new marketing programs, managing costs, budgeting, developing sales forecasting methods, improving margins, and increasing revenue.
Possesses leadership qualities, as identified by peers and superiors.
Hospital budgeting and economic understanding.
Ability to build relationships with a wide range of people and personalities.
Ability to work in an operating room setting.
Ability to work a flexible work schedule.
Ability to work in a culture that emphasizes superior customer service, empowerment, participation and openness.
Ability to be effective in a fast-paced environment.
Ability to communicate with management, peer groups and customers.
Ability to present regularly to individuals as well as large and small groups.
Ability to travel outside the territory.
Ability to drive to multiple accounts throughout the region.

Responsibilities

Learn all aspects of the technology, including technical aspects, specific industry applications, selling process, and pricing, within the first month.
Complete online training modules and attend home-office training.
Score at least 90% on a comprehensive product line test.
Attend procedures with a designated representative before training.
Be able to present the technology in an Operating Room or office setting within 45 days.
Identify major new and existing accounts in the territory and review the selling process by account.
Develop and implement a plan of action including identification of target accounts, sales team support needs, and competitive analysis within 60 days.
Prioritize the territory within 30 days.
Profile four of the top 10 accounts in the first 30 days.
Develop account plans for profiled accounts in 45 days.
Conduct a complete review of the territory’s sales plans and current tactics within the first 45 days.
Develop new programs to meet sales plans and increase market share.
Open one new account with a stocking order within 90 days.
Meet or exceed quarterly revenue targets within 180 days.
Provide a 90-day rolling forecast every thirty days, including information by account in unit volume.
Submit expense reports bimonthly.
Provide quarterly business objectives and updated account plans as instructed.
Share successful tactics, tough objections, and product issues with the team.
Arrange and conduct educational in-services in the top four accounts within 2 quarters.
Conduct Technical Symposium(s) in top four accounts within 2 quarters.
Create relationships with all clinical and administrative personnel in key accounts.
Identify opportunities to introduce Medtronic Advanced Energy’s executive management to major accounts.
Jointly develop a team strategy involving marketing, clinical, education, and management.
Execute an innovative marketing strategy using the Internet for demand generation and education.
Perform all activities in compliance with the Quality System.
Perform duties in compliance with environmental, health, and safety regulations.
Serve as the primary resource for scheduled and unscheduled clinical events, periodically working weekends, evenings, and nights.
Engage in overnight travel within own district or neighboring districts as needed.
Work efficiently and autonomously with little direction when outside of clinical events.
Attend national meetings, district meetings, and other training as requested.
Wear a 7-9 lbs. protective lead apron for extended periods in the operating room.
Lift up to 40 lbs.
Sit, stand, and/or walk for 8+ hours per day.
Bend/stoop, squat, and balance frequently.

Benefits

Health, Dental and vision insurance
Health Savings Account
Healthcare Flexible Spending Account
Life insurance
Long-term disability leave
Dependent daycare spending account
Tuition assistance/reimbursement
Simple Steps (global well-being program)
Incentive plans
401(k) plan plus employer contribution and match
Short-term disability
Paid time off
Paid holidays
Employee Stock Purchase Plan
Employee Assistance Program
Non-qualified Retirement Plan Supplement
Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)
Paid sick time (for temporary employees, as required by state law)