Area Sales Manager - Oklahoma City, OK

LINET Group•Oklahoma City, OK

About The Position

The Area Sales Manager (ASM) drives sales of LINET Americas products in an assigned market territory and develops productive, long-term relationships with healthcare facilities. The ASM works closely with clinical and service teams to develop and implement comprehensive sales strategies for the company’s products and programs. This position has no direct employee supervisory responsibility, but provides leadership to clinical and service teams to meet territory goals. The ASM develops and executes territory strategies to exceed sales and margin budgets, increase customer share, win business from incumbent suppliers, and build awareness of LINET Americas’ products and services. The role includes prospecting, negotiating, quoting, closing sales, executing marketing initiatives, analyzing competitive activity, and preparing sales packages. The ASM explains product functionality, applications, patient and caregiver benefits, and economic value to healthcare customers, drawing on clinical resources as needed. The ASM leads sales specialists and service personnel in generating sales and supporting customer satisfaction. Responsibilities also include overseeing product installation, providing basic training, following up with customers, and maintaining relationships across hospital departments to sustain and grow accounts. The work is conducted from a home office and healthcare facilities, with occasional presence at company headquarters. Travel is variable, approximately 40% to 80%, locally, regionally, nationally, and internationally; overnight travel is required.

Requirements

Bachelor’s degree or equivalent.
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 acquire new business with lean resources and a hunter mentality.
High integrity and strength of character.
Results-oriented approach and proven capital sales performance.
Learning agility and ability to adapt quickly to changing business needs.
Exceptional interpersonal skills, including the ability to manage varied and strong personalities and lead by example.
Excellent presentation skills and strategic planning capabilities.
Entrepreneurial propensity for growing and developing a business.
Effective influencing skills with personnel from nurses to C-level decision makers.
Business acumen to sell to senior healthcare administrators, structure sales deals, and reach agreements in the sales cycle.
Ability to advance customer commitment consistently through a complex and lengthy sales cycle.
Ability to organize and manage multiple priorities and assess 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.
Ability to respond to inquiries or complaints from customers, regulatory agencies, or members of the business community.
Ability to develop and deliver effective presentations to customers, top management, and public groups.
Ability to apply mathematical concepts and operations.
Ability to define problems, collect data, establish facts, draw valid conclusions, and offer appropriate solutions.
Regularly talk or hear; frequently stand and sit; occasionally walk, use hands to handle or feel objects, and reach with hands and arms.
Occasionally lift and/or move up to 50 pounds and potentially push or maneuver medical equipment through hospital corridors.
Travel approximately 40% to 80%, including overnight travel and travel by commercial air carrier, personal automobile, and rented vehicles, including large trucks.

Nice To Haves

Clinical experience.

Responsibilities

Deliver a strong sales and margin pipeline within the territory to exceed budget.
Develop and execute strategies to increase customer share, build long-term customer relationships, and grow customers’ understanding of LINET Americas’ products and services.
Build the LINET brand and image through positive interactions and professional conduct with key territory contacts.
Execute sales and marketing initiatives and contribute to their development.
Prospect, negotiate, quote, and close sales; convert customer spending from incumbent suppliers to LINET Americas.
Respond rapidly to customers and maintain a commitment to quality and excellence.
Generate sales across products to healthcare providers using a solutions-selling approach.
Understand product functionality, applications, benefits to patients and caregivers, and economic value to hospitals, and communicate these to customers.
Define an annual strategy to drive territory sales growth.
Assess competitive activity in the territory and develop plans to address opportunities.
Prepare sales analyses and develop overall packages for new sales.
Use 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, ensure installation is completed, provide basic training, and follow up on customer satisfaction.
Maintain customer relationships to retain and grow business with healthcare providers.
Build relationships across hospital departments and organizational levels to expand account presence.