Job Description

Job Opportunity:

The INR Senior Sales Manager will ensure that the assigned region meets or exceeds sales and profitability objectives. Formulates sales strategies for markets within the assigned geography and product lines in order to attain revenue goals set by the company. Works with sales representatives to identify and evaluate market opportunities and sales potential and to establish and achieve their annual sales objectives. This role will manage and coach the activities of sales representatives, clinical representatives, and other field personnel. The Manager will negotiate contracts with external customers. Keeps the company informed of market dynamics and competitive activity. Responsible for the management and implementation of company policies.

Job Responsibilities:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Lead and develop direct reports, ensuring execution of territory business plans, forecast accuracy, commercial plans, and compliance with corporate policies.
• Conduct monthly side-by-side observations for each Inside Account Executive in the region and complete respective Field Coaching Reports within 48 hours of each observation.
• Evaluate performance based on performance expectations including customer engagement, activity efficiency and effectiveness, account management, resource allocation, and quota achievement.
• Develop and launch monthly campaigns with target incentives talk-tracks for specific customer segments.
• Review all PowerBI and Salesforce reports daily to monitor performance expectations.
• Ensure direct reports maintain high levels of customer activity weekly, aligned with quarterly annual business objectives.
• Deliver forecast accuracy versus of Actual (Units).
• Ensure team attendance and engagement for all divisions, area, and national calls and meetings.
• Build and maintain a pipeline of candidates for future sales openings.
• Review all expense reports thoroughly for compliance with finance policies and USP&P.
• Ensure timely completion of Salesforce entries and other business critical requests within 24 hours unless specified otherwise by your manager.
• Maintain knowledge of company policies to support your team’s compliance with said policies.
• Recruits, coaches and develop organizational talent.
• Fosters a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives.
• Create an entrepreneurial environment.
• Provides direction and guidance to exempt specialists and/or supervisory staff who exercise significant latitude and independence in their assignments.
• May supervise non-exempt employees.
• Keeps the organization's vision and values at the forefront of decision-making and action.
• Demonstrates effective change leadership.
• Builds strategic partnerships to further departmental and organizational objectives.
• Develops and executes organizational and operational policies that affect one or more groups by utilizing technical/professional knowledge and skills.
• Monitors compliance with company policies and procedures (e.g. compliance with FDA, BSI, EEO regulations, etc.).
• Make decisions regarding work processes or operational plans and schedules in order to achieve department objectives.
• Develops, monitors and appropriately adjusts the annual budget for department(s).

Required Qualifications:

• Bachelor’s degree or an equivalent combination of education and work experience
• Minimum of 5 years prior experience, knowledge of medical devices preferred.
• Minimum of 3 years prior experience as an Inside Sales Manager.
• Provides direction and monitors progress of exempt specialists and/or supervisory staff toward departmental goals.
• Monitors costs of projects and of human and material resources within a department or unit.
• Monitors company-wide indicators such as market share and profitability.
• Monitors external environment in area of technical or professional responsibility.
• Will perform this job in a quality system environment. Failure to adequately perform tasks can result in noncompliance with governmental regulations.
• Experience with travel, position requires monthly travel.

Preferred Qualifications:

• Master’s degree preferred