Area Sales Manager (Novalung)

Fresenius - Orlando, FL

Full-time - Senior

Orlando, FL

Ambulatory Health Care Services

About the position

The Area Sales Manager plays a critical role in driving the identification and adoption of new procedures for the Novalung system across Florida, Georgia, and Alabama. This position is strategic for a senior-level sales professional focused on expanding the use of Novalung Extracorporeal Life Support technology. The Senior Regional Sales Manager will partner with leadership, sales, marketing, and clinical specialists to identify and develop Key Opinion Leaders (KOLs) to enhance the adoption of this technology. The role requires collaboration with local sales representatives to coach, counsel, and train them on effectively selling to specialists in their assigned hospital accounts. In this unique position, the Senior Regional Sales Manager will develop professional expertise and apply company policies and procedures to achieve projected quarterly sales goals for assigned Heart and Lung products. They will create business plans for their geography and implement national sales strategies and programs, ensuring that assigned quarterly sales goals are met. The role involves maintaining accurate and timely reports, attending local and regional tradeshows, and participating in national sales meetings and required training. The manager will also be responsible for maintaining proficiency on all products and representing the company positively to customers. The Senior Regional Sales Manager will develop strong professional relationships with customers, utilize the SAP Customer Relations Management (CRM) tool daily, and manage customer contracts effectively. They will conduct strategic market development activities, execute sales activities to support KOL development, and provide feedback to enhance the sales representatives' ability to sell to specific specialties. The role requires regular face-to-face coverage of customers, extensive travel, and occasional weekend work to support trade show events. The physical demands include lifting and transporting medical equipment and supplies, as well as setting up portable booths. This position may also involve leading various levels of sales staff and requires a Bachelor's Degree, with extensive relevant experience considered in lieu of a degree. The ideal candidate will have a minimum of 2-5 years of cardiopulmonary or cardiac medical device sales experience and a proven track record of individual sales excellence.

Responsibilities

• Develops professional expertise and applies company policies and procedures to achieve projected quarterly sales goals for assigned Heart and Lung products.
• Develops business plans for their geography and implements national sales strategies and programs.
• Achieves assigned quarterly sales goals.
• Maintains accurate and timely reports including sales calls, product market shares, demographics, and sales target reports.
• Attends local and regional tradeshows that are important to the Senior Regional Sales Manager's business.
• Participates in national sales meetings and all required training.
• Communicates and works effectively with supervisor and company personnel.
• Operates within operating expense budget.
• Maintains proficiency on all products and represents the company positively to customers during and after duty hours.
• Develops strong professional relationships with customers.
• Utilizes the SAP Customer Relations Management (CRM) tool daily and maintains all current customer contact and product sales call information.
• Maintains timely and accurate management of customer contracts.
• Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations.
• Assists with various projects as assigned by direct supervisor.
• Achieves regular and consistent face-to-face coverage of customers.
• Develops Key Opinion Leaders (KOL) for ECMO and with potential further expansion towards other clinical indications.
• Conducts strategic market development activities in collaboration with sales leadership.
• Executes all sales activities in support of developing KOL proficiency as a Novalung user.
• Conducts on-site and wet lab training and develops advanced regional training programs.
• Serves as the market intelligence liaison for marketing and training teams.
• Conducts hospital and practice executive presentations.
• Develops future training pipeline by exposing existing physicians or converting strategic new targets to the Novalung technology.
• Identifies area needs, coordinates and runs competency programs with support from marketing and clinical support.

Requirements

• Bachelor's Degree required; extensive relevant technical, clinical, or related industry experience may be considered in lieu of degree.
• Minimum 2 - 5 years of Cardiopulmonary or Cardiac medical device sales experience required.
• 5+ years of medical device sales experience required.
• Professional demeanor and appearance at all times.
• Public speaking, communication, and presentation skills are essential.
• Basic computer skills are required.
• Track record of individual sales excellence is necessary.
• Excellent clinical selling skills and ability to quickly build credibility with a highly educated customer base.
• Strong clinical knowledge in extracorporeal technology and ECMO is required.
• Demonstrated ability to manage complexity and work in an environment of change.
• Proven ability to influence peers and effective communication skills across a broad organization.

Nice-to-haves

• Training and Leadership experience strongly preferred.