Territory Sales Manager - Orlando, FL

Bracco Medical Technologies - Orlando, FL

Full-time

Orlando, FL

About the position

Bracco Medical Technologies is seeking a dedicated and results-driven Territory Sales Manager to join our team in Orlando, FL. This full-time position is pivotal in achieving annual sales and profit goals for the ACIST Medical Systems brand, which specializes in interventional cardiology capital and consumable medical devices. The ideal candidate will reside in the Orlando metro area and will be responsible for managing customer relationships and sales opportunities within an assigned territory. The role requires a proactive approach to identifying and qualifying sales opportunities in catheterization laboratories, which includes engaging in prospecting activities such as visiting competitive labs and building relationships with current and potential customers through various channels, including medical school events and cardiology presentations. The Territory Sales Manager will promote the ACIST Medical Systems RXi Rapid Exchange FFR System and the CVi Advanced Contrast Delivery System technology, articulating their value propositions to interventional cardiologists, catheterization lab managers, and administrators. This position involves utilizing the complete sales process while adhering to a pre-determined budget to meet or exceed assigned sales quotas. Conducting product demonstrations and evaluations of the company's systems is a key responsibility, as is addressing any clinical questions from customers. Collaboration with Clinical Specialists and Install Specialists is essential to ensure reliability and superior customer satisfaction. In addition to direct sales activities, the Territory Sales Manager will develop relationships with hospital and clinic personnel during field sales calls and case coverage opportunities. Daily field activities will be guided by account segmentation in the CRM database (Salesforce.com), and the manager will utilize various resources, including the Regional Sales Manager and Marketing, to support sales efforts and report customer feedback. Attendance at industry trade shows such as the American College of Cardiology (ACC) and the American Heart Association (AHA) is also a requirement, representing Bracco Medical Technologies and promoting our products effectively.

Responsibilities

• Identify and qualify existing sales opportunities in catheterization laboratories within assigned territory.
• Conduct prospecting activities such as visiting competitive labs and building relationships with current and potential customers.
• Promote the ACIST Medical Systems RXi Rapid Exchange FFR System & Navvus Rapid Exchange FFR Microcatheter and the CVi Advanced Contrast Delivery System technology.
• Utilize the complete sales process to meet or exceed assigned sales quotas while staying within the pre-determined budget.
• Conduct product demonstrations and evaluations of the company's RXi Rapid Exchange FFR System & CVi Advanced Contrast Delivery System to customers.
• Work in conjunction with Bracco Medical Technologies Clinical Specialists and Install Specialists to ensure reliability and superior customer satisfaction.
• Develop relationships with hospital/clinic personnel during field sales calls and case coverage opportunities.
• Utilize the CRM database (Salesforce.com) to maintain records of daily activities, contacts, opportunities, etc.
• Attend and represent Bracco Medical Technologies at industry trade shows.

Requirements

• Minimum 2-5 years' proven business to business sales experience.
• A competitive drive motivated by meeting sales quotas.
• Thorough understanding of the needs/analysis approach to sales.
• High level of closing skills and demonstrated organizational and territory planning/management skills.
• Demonstrated ability to develop relationships and gain referrals.
• Four year college degree in related discipline.
• Ability to learn and retain product specific information as it pertains to the position.
• Ability to work as a team player while working autonomously within a defined region.
• Strong interpersonal, oral, communication, organizational and planning skills.

Nice-to-haves

• 3 or more years experience selling medical capital and diagnostic equipment and disposables.
• Demonstrated aptitude for the cardiac clinical environment with an ability to sell and conduct clinical evaluations.
• Knowledge of anatomy and physiology of cardiovascular system.
• High level of instructional skills, specifically instructing physicians and other clinicians in the clinical setting.
• Understanding of contract administration.