West District Imaging and Resection Sales Manager

The Imaging and Resection Manager is responsible for achieving predetermined sales goals and quotas within the assigned territory specific to capital products. The Imaging and Resection Manager must establish, build, and maintain customer relations through constant communications and in-person appointments. This position is responsible for maintaining expert knowledge of the market leading product portfolio. You will be consulting surgeons in the operating room regarding the use of our capital equipment.

Essential Duties and Responsibilities

Primarily responsible for meeting and exceeding sales objectives for the territory. Represent Arthrex Bay Area, a leader in the orthopedic industry, by working with a sophisticated audience comprised of surgeons and healthcare professionals.

Manage, meet and exceed sales objectives for Arthrex Capital Equipment Products including endoscopic video, capital consumables, and power resection tools.

Bring knowledge and expertise to Arthrex Bay Area Teams, solidifying each Team’s reputation as best in class and a true, value-added partner for our Accounts.

Collaborate with Sales Managers and Teams to develop and implement new sales plans and effective marketing and management strategies to position the organization competitively and to meet / exceed Agency objectives.

Bring discipline to the trials process by ensuring proposed trials make fiscal sense and that appropriate approvals in time and investment are obtained from Hospital personnel and Agency participants, appropriate pre-approvals for write-offs of ancillary products are obtained from Arthrex, needed equipment is clearly identified well in advance, and decisions to move, obtain loaners, or purchase equipment are evaluated and clearly communicated to Operations VP and Sales VP with an eye towards managing cost.

Manage and participate fully in trials, including uncovering information prior to trial, pre-call planning, preparation of all marketing materials, quotes and information needed for the trial, and post-trial follow up.

Evaluate the success of each trial by Team and Account. Identify success markers or losses. Determine ways to ensure future success and implement change for future wins.

Accurate reporting and record keeping, including Sales Figures, Quotas and Annual, Quarterly, Monthly, Weekly Planning Worksheets. Entering and updating opportunities in CRM software.

Model Leadership behavior through clear communication, effective coaching and respectful collaboration to maximize relationships with Agency Teams and Accounts, ensuring long-term success.

Communicate with current and new customer accounts, Team Managers and Technical Consultants regarding product updates, changes to product portfolio, and educational programs.

Identify the needs of new prospects and develop appropriate responses. Perform field calls for the Account and assigned territory, including “on-call” and operating room consultation.

Cross-sell additional products or manage new product introductions as they become available.

Support compliance and the principles of responsibility (AdvaMed) by maintaining the privacy and confidentiality of information; protecting the assets of the organization; acting with ethics and integrity; reporting noncompliance; and adhering to applicable federal, state & local laws and regulations, accreditation & licenser requirements, and Company policies and procedures.

Work with Arthrex Bay Area Leadership by receiving coaching, training or mentoring; transfer knowledge to peer Sales Managers, Sales Execs, Technical Consultants and Customers.

Collect competitive data, remain current on industry, customer, and competitive trends and convey information to Sales Teams.

Participate in and attend sales meetings and professional association meetings outside of regular business hours, as required.

Incidental Duties

The above statements describe the general nature and level of work being performed in this job. They are not intended to be an exhaustive list of all duties, and indeed additional responsibilities may be assigned, as required, by management.

Education and Experience

Bachelor’s degree required.

Demonstrated ability to relate to customers and constituents within the orthopedic / sports medicine market

2+ years of Successful Video / Endoscopic Sales or Management.

Must be comfortable in surgery / operating room environments.

Knowledge and Skill Requirements / Specialized Courses and / or Training

MS Office required.

Strong public speaking and communication skills are required.

Strong sense of urgency is important.

Machine, Tools, and / or Equipment Skills

Current Driver’s license

Access to your own transportation

Travel required for job effectiveness.

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