Sr. Plastic Surgery Sales Representative (New Mexico & Tucson, AZ) – Johnson & Johnson MedTech, Aesthetics and Reconstruction
About The Position
The Sr. Surgery Plastic Surgery Sales Rep. position at Mentor Worldwide is an excellent opportunity to make an impact in the sales organization. The SPSR will support the Location geography by expanding the sales of Mentor products and to convert competitive products in a manner that is commensurate with company policy and sales direction. The Senior Plastic Surgery Representative is responsible for achieving Mentor product sales to new and established accounts to accomplish sales objectives and greater market penetration. This job is eligible for sales incentives/sales commissions. In accordance with all applicable federal, state and local laws/regulations and Corporate Johnson & Johnson, procedures and guidelines, this position: Understands and demonstrates proper surgical use of our products to physicians. Handles customer product questions and objections in a way that is consistent with sales training methodology. Maintains and expands current accounts, builds new accounts, develops strong customer relationships, and meets sales quotas for our products. Executes the selling cycle in a manner that is concise, professional, ethical, and persuasive; and which leads the customer to action. Operates within defined budgetary limits. Responsible for communicating business related issues or opportunities to next management level. For those who supervise or manage a staff, responsible for ensuring that subordinates follow all Company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition, if applicable. Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures. Performs other duties assigned as needed. Develop Customers/Account Management: Demonstrates effective product differentiation selling skills and business development by providing a consultative sales approach to the customer’s business, developing effective pre-call plans, assessing customer needs, handling objections, presenting visual aids, closing, and following-up. Builds strong relationships and holds customers accountable to commitments; high level of customer interaction. Proficient in managing account growth; strong knowledge of business environment and products (educates the customer, seeks to understand customer circumstances, needs and concerns); motivates customers to become product advocates; builds strategic working relationships; ability to develop and service KOL's; allocate marketing programs. Ability to proficiently position the Mentor portfolio for both augmentation and reconstruction settings. Productive and Efficient Territory Management: Meets productivity goals across product portfolio. Manages and executes across multiple product call points including private practice, surgery centers, and hospitals. Demonstrates ability to assess territory metrics to develop and implement territory business plans. Implements and promotes marketing programs in private practice setting. Meets sales training requirements set forth by senior leadership. Meets additional administrative requirements and timelines set by Regional Manager. Manages and completes all consignment audits before deadlines. Effectively maintains territory within Regional Travel and Budget. Proficiency of market knowledge; technical fluency across Mentor Portfolio and competitive product portfolios; knowledge of breast anatomy; demonstrates an expertise in supporting studies/material. Understands how individual tactics support the overall strategy and executes the marketing plan across the product portfolio. Ability to articulate strategy to customers, management and team members.
Requirements
- Bachelor’s degree
- 4-6 years of total work experience
- Minimum of 4 years of outside sales experience
Nice To Haves
- Surgical Sales Experience is preferred
- Knowledge of clinical, surgical techniques and procedures, and medical terminology preferred
- Typically oversees $1.5M to $3.5M in annual sales YOY, demonstrating sustained performance 3 out of 4 years.
- 4+ years of sales experience with documented history of 2+ years sales success in a medical device sales environment is preferred.
- Experience selling to surgeons in an operating room environment and/or experience calling on plastic surgeons is preferred
- Aesthetics sales experience and experience calling on plastic surgeons is preferred
- Ability to identify decision makers and influence decisions
- Ability to manage and prioritize workload, multi-task and manage a diverse mix of issues, responsibilities and challenges
- Excellent communication skills and presentation skills
- Ability to manage budgets, expenses and execute plans
- Strong computer skills
- Ability to function effectively in a high-performance team. Exhibits a high degree of flexibility in adapting to a rapidly changing environment.
- Strong organizational and prioritization skills.
- Ability to communicate scientific/clinical features and benefits of a product
Responsibilities
- Understands and demonstrates proper surgical use of our products to physicians
- Handles customer product questions and objections in a way that is consistent with sales training methodology
- Maintains and expands current accounts, builds new accounts, develops strong customer relationships, and meets sales quotas for our products
- Executes the selling cycle in a manner that is concise, professional, ethical, and persuasive; and which leads the customer to action
- Operates within defined budgetary limits
- Responsible for communicating business related issues or opportunities to next management level
- Responsible for ensuring personal and Company compliance with all Federal, State, local and Company regulations, policies, and procedures
- Demonstrates effective product differentiation selling skills and business development by providing a consultative sales approach to the customer’s business, developing effective pre-call plans, assessing customer needs, handling objections, presenting visual aids, closing, and following-up.
- Builds strong relationships and holds customers accountable to commitments; high level of customer interaction.
- Proficient in managing account growth; strong knowledge of business environment and products (educates the customer, seeks to understand customer circumstances, needs and concerns); motivates customers to become product advocates; builds strategic working relationships; ability to develop and service KOL's; allocate marketing programs.
- Ability to proficiently position the Mentor portfolio for both augmentation and reconstruction settings.
- Meets productivity goals across product portfolio.
- Manages and executes across multiple product call points including private practice, surgery centers, and hospitals.
- Demonstrates ability to assess territory metrics to develop and implement territory business plans.
- Implements and promotes marketing programs in private practice setting.
- Meets sales training requirements set forth by senior leadership.
- Meets additional administrative requirements and timelines set by Regional Manager.
- Manages and completes all consignment audits before deadlines.
- Effectively maintains territory within Regional Travel and Budget.
- Proficiency of market knowledge; technical fluency across Mentor Portfolio and competitive product portfolios; knowledge of breast anatomy; demonstrates an expertise in supporting studies/material.
- Understands how individual tactics support the overall strategy and executes the marketing plan across the product portfolio.
- Ability to articulate strategy to customers, management and team members.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
