Area Sales Manager, Enabling Technologies (Advanced Energy) - New Orleans, LA

Medtronic - New Orleans, LA

Full-time - Entry Level

New Orleans, LA

10,001+ employees

Miscellaneous Manufacturing

About the position

At Medtronic, the Enabling Technologies (Advanced Energy) Sales Representative II 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 Regional 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.

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.

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.

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.
• 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.
• Proficiency with Microsoft Office Suite.

Benefits

• Competitive Salary
• Flexible Benefits Package
• Sales Incentive Plan (SIP) for significant incentive compensation for achieving or exceeding goals