I. POSITION SUMMARY : The Area Sales Manager manages all sales activities in the sales region, including while not limited to account identification, sales lead generation and qualification, sales visitation, promotional, KOL management and arranging clinical activities (clinical demonstration), deliveries, and training and follow up.
Seeking creative methods to support reimbursement of our products. The Area Sales Manager is responsible for achieving sales goals and for all communication to customers / accounts in the defined region.
Besides hospital / clinical clients and outpatient clinics, the Area Sales Manager is also responsible for sales of Ekso to individuals once these devices become available and could include distributor clients as required.
The Area Sales Manager reports directly to the Managing Director - EMEA.
I. POSITION SUMMARY : II. ESSENTIAL JOB FUNCTIONS / RESPONSIBILITIES :
Providing input to create and meet Sales Goals
Actively seeking out new customers and new growth and sales opportunities.
Plan, drive and implement various sales activities with potential customers including demonstrations, customer / clinical events, conferences and product demonstrations
Responsible for client satisfaction and for creating positive customer experience - pre- and post-delivery.
Maintaining and protecting existing accounts.
Responsible for all communication to customers in the sales region and for all activities that will be conducted at hospital level.
Participating in sales plan preparation.
Manage strategic hospital / other institutional accounts and associated relationships with leaders at these facilities.
Participate in trade shows and other marketing activities as appropriate.
Responsible for sales pipeline management and customer information tracking in Salesforce, reporting progress and status regularly to internal management.
Coordinate product issues with customer service, and physios and field service organization to ensure customer satisfaction.
Participate in regular sales and marketing, corporate and other meetings.
Promote seamless communication between clinical and customer service teams.
Other sales and customer related activities as assigned
III. POSITION SKILLS / REQUIREMENTS :
A. Job-related knowledge :
Minimum 7 years of experience selling into medical device or healthcare customers.
Superb verbal, written, and graphical communication abilities.
Self-driven and innovative problem solver of complex challenges.
Self-motivated, self-starter able to execute crisply with minimal direction
Ability to identify new opportunities for selling products and services.
Ability to engage customers, new and old, in expanding opportunities with existing products.
High level of influencing, relationship building, negotiating and closing skills.
Ability to manage multiple customers, is extremely organized, with proven data tracking capabilities.
Ability to work in complex customer (business to business) buying centers / selling situations (multiple people influencing the buying decision).
Exceptional customer relations / service skills.
A. Job-related knowledge : B. Job-related skills, including language, mathematical and reasoning (analytical) skills :
Bachelor's degree in Business or healthcare related field or relevant experience may be taken into consideration
C. Intellectual, creative and / or communication abilities :
Must possess a high sense of urgency, initiative and common sense. Must present a professional demeanor and demonstrate an ability to work with a diverse group of individuals.
Must be energetic, work quickly and efficiently with detail and accuracy; able to effectively manage multiple priorities in a fast paced and dynamic environment.
Must be computer literate and must be proficient with all standard office equipment.
Must have excellent verbal and written communication skills. Requires effective communication, persuasion and technical skills to develop, present and implement ideas to corporate management and customers.
Must work independently and be able to prioritize numerous duties. Ability to tolerate ambiguity across situations.
Must be able to lift 50-100 lbs.
Must possess driving license.
Must be comfortable with frequent travel and navigating through cities of customer sites.
Must speak, read and write in German and English. Further languages preferred.