MEDACTA INTRODUCTION
Medacta® is an international orthopedics company specializing in the design and production of innovative orthopedic products and the development of accompanying surgical techniques. Established in 1999 in Switzerland, Medacta’s products and surgical techniques are characterized by innovation. Medacta is a pioneer in developing new offerings on the basis of the minimally invasive surgical techniques, in particular its Anterior Minimally Invasive Surgery (AMIS®) technique for hip replacements. Medacta has leveraged its orthopedic expertise and comprehensive understanding of the human body to develop the sophisticated MySolutions technology, which offers surgeons highly personalized pre-operative planning and implant placement methodologies by creating advanced personalized kinematic models and 3D planning tools for use in hip, knee, shoulder and spine procedures.
POSITION SUMMARY
The Area Director is responsible for the creation and implementation of sales strategy, supporting tactics, quota achievement, customer relations, budgets, and Territory development within a designated sales area. This position also has supervisory responsibility for Regional Manager, Senior Sales Representatives, Sales Representatives, Clinical Sales Specialist, and operational staff in company owned field distribution facilities.
SKILLS & COMPETENCIES
- Minimum 10 years overall medical sales experience with 5 years sales management experience.
- Excellent written and oral communication skills.
- Outstanding organizational development and demonstrated leadership qualities
- Strategic skills a must along with demonstrable sales management achievements
- PC, Microsoft Office software suite, iPad, general office equipment, orthopedic instruments, automobile, smart phone and mobile apps
QUALIFICATIONS
Educational Requirements:
BS Degree and/or professional certification in a medical profession.
INTERPERSONAL CONTACTS
Travel requirements: Travel of up to 75% may be required, domestic and international (Western Europe).
PRINCIPAL DUTIES
Participate in the establishment of an annual Sales Forecast
Monthly Sales Forecast updates
Meet assigned quotas; overall and by product category.
Achieve assigned Unit and ASP targets. Territory Development
Oversee recruitment and training of assigned Independent Sales Agents as well as direct sales and operational personnel.
Develop and engender a team model in the Area.
Conduct sales meetings as needed and insure support for all national meetings & sales training programs.
Identify KOL’s in the Area and secure advocacy for the Medacta products.
Work with GPO’s, IDN’s, ASC’s, and individual hospital customers to secure premium product pricing within their healthcare system(s.)
Attendance at regional and national trade shows and learning centers as needed.
Achieve assigned MPD targets and facilitate marketing programs as requested.
Realize Learning Center attendance targets.
Develop and execute annual strategic sales plan for the Area, supported by individual business plans for each Agent Territory.
Compliment product development/portfolio management efforts by participating in internal Business Team assignments.
Work with marketing personnel to produce necessary sales tools needed to advance the sale of all Medacta products.
External: Surgeons, Nurses, PAs, Allied Health Professionals, Hospital Administrators, Purchasing Groups.
Internal: Direct Reports, Marketing, Sales Administration, Customer Service, Professional Education, Sales Training, Clinical Research,
Human Resources, and all Medacta International Personnel. Asset Management
Develop and manage budgets for the Area; Sales, Operations, Inventory, and Instrumentation.
Physical assets: Samples, Literature, Templates, Computers, Software, General Office Equipment. Administrative Duties
Understand, train, maintain, and follow HCC policies.
Follow all Medacta policies specific to Professional Education.
Reporting: Sales, Forecasts, Expenses, Market Surveys, Personnel Evaluations • Contracting: Pricing Agreements, Independent Agent Agreements, and Suppliers.
Communication: E-‐ mail, Voice Mail, Written, Presentations, Customer, and Internal.
Market Data: Competitive Activity, Area Business Environment, Industry Trends
Must have a clear understanding of Medacta’s MPower: offering business objectives and be able to clearly illustrate the value proposition to our partners, executives, providers and payers.
Manage various MPower projects and understand the responsibilities, timelines and expectations of the participating parties.
Serves as a primary point of contact for partners and customers as it relates to procedural and operational issues that directly affect MPower related agreements and contracts.
Serve as a point of escalation for partner issues/disputes and serve as point of resolution.
Establish, nurture, collaborate, and maintain excellent business relationships with internal and external senior leaders to further develop a sense of trust and understanding around our market position and messaging.
Manage and maintain commercial data repository that consolidates and analyzes outcome data for participating MPower providers
OCCASIONAL DUTIES
Sales training, Area Sales Meetings, Learning Centers, National/Local Industry Conferences, International Congresses, Domestic and International Company Meetings.