Area Sales Manager, Advanced Energy - Colorado

Medtronic•Colorado Springs, CO

2d•Remote

About The Position

We are seeking a committed professional to join our team. While this is a remote position not located at a physical Medtronic site, the candidate hired will be required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role. This role will support our Enabling Technologies Advanced Energy business, delivering an innovative portfolio that includes Aquamantys Bipolar Sealers, PLASMABLADE Precise Soft Tissue Dissection Devices and RadiaLux Lighted Retractors. At Medtronic, the Advanced Energy- Area Sales Manager has the responsibility and authority for creating an effective sales presence in his/her area, learning the product line and its applications under different environments, following up on leads with a multi-prong contact approach, achieving sales targets, and utilizing the Medtronic Sales process for each class of customers. The key emphasis during the first year will be to open new accounts, maintain any existing business and grow overall business > $200k. This position reports to the District Sales Manager. There are no direct reports to this position, however the person will have interface with members of a corporate team consisting of marketing, engineering, clinical, and management. The primary function of these teams is to help in the successful development and/or launching of new products. The secondary function, is to help the representative grow the business. This is a field-based role.

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.
Ability to travel up to 75%
Required to function using healthcare universal precautions to minimize exposure to infectious disease and radiation
Ability to serve as the primary resource for scheduled and unscheduled clinical events, periodically required to work weekends, evenings and nights and may be required to engage in overnight travel within own district or neighboring districts
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 sitting, standing, and/or walking for 8+ hours per day
Ability to bend/stoop, squat and balance frequently
Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer.
Must have a valid driver's license and active vehicle insurance policy. In addition, your driving record will be reviewed and will be considered as part of your application. Must be able to drive approximately 50% of the time within assigned territory and may require overnight travel.
For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.
Candidates must possess unrestricted U.S. work authorization at the time of hire and for the duration of employment.

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.
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.
Exceptional written and verbal communication skills – including leadership, collaboration, and ability to communicate with management, peer groups and customers.
Ability to present regularly to individuals as well as large and small groups

Responsibilities

Learn the Product Line: During the first month meet with all key personnel to learn all aspects of the technology. Complete all modules in Medtronic Advanced Energy’s on-line training and attend home-officer training program to learn all aspects of the technology/product line: Address technical aspects, specific industry applications, selling process, pricing, and score at least 90% or better on comprehensive test. Attend procedure(s) with designated Medtronic Advanced Energy’s representative before training. Be in a position to present the technology, in the Operating Room or office setting, within 45 days.
Implement Key Account Program: Identify the major new and existing accounts in the territory. Review the selling process by account. Include the identification of major target accounts, determine the sales team and staff support needs, assess need for the addition of new selling programs and processes, conduct competitive analysis, and implement the plan of action. This should be available within 60 days for review between you and your RBD: Prioritize the territory within 30 days; Profile four of the top 10 accounts in the first 30 days; and, Develop account plans for profiled accounts in 45 days.
Achieve Sales Targets and Quotas: In the first 45 days, conduct a complete review of the territory’s sales plans and current tactics. Quickly identify the key voids and develop new programs to meet the company’s aggressive sales plans to increase market share: Open one new account with a stocking order within 90 days; and, Meet or exceed your quarterly revenue target within 180 days.
Keep Current With Administrative Task: Sales Management requires several ongoing tasks to help ensure success of the business. The successful Sales Representative II will provide the Regional Sales Manager timely: 90-day rolling forecast every thirty days. Provide information by account in unit volume. Forecast is used to project manufacture resource needs and future business strength; Expense reports bimonthly; Quarterly business objectives and periodic updated account plan: per Regional Sales Manager instruction; and, Team sharing successful tactics, tough objections and product issues.
Develop Account Relationships: Within 2 quarters arrange and conduct educational in-services in top four accounts. Conduct Technical Symposium(s) in top four accounts within 2 quarters. Create relationships with all clinical and administrative personnel in key accounts. Identify opportunity to introduce Medtronic Advanced Energy’s executive management to major accounts.
Jointly develop a team strategy –this includes marketing, clinical, education and management-- that involves being actively engaged in helping the organization succeed while exercising independent, critical judgment of goals, tasks and methods: Share and exchange information with team; particularly critical when sharing successful tactics, tough objections and product issues; and, Commit to and build trust that binds the team to take on and complete substantial initiatives.
Responsible for executing an innovative marketing strategy using the Internet as the cornerstone of demand generation and education.
All activities must be performed in compliance with the Quality System.
Performs duties in compliance with environmental, health and safety related site rules, policies or governmental regulations.
All other duties as assigned.

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 (subject to IRS earning minimums)
Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)