Manager, Associate Hospital Sales

About the role

The Manager, Associate Hospital Sales is responsible for leading and developing a team of Associate Hospital Sales Representatives. The primary responsibilities include the hiring, coaching, and development of Associate Hospital Sales Representatives to “field sales readiness,” while directing sales activities through a complex medical device sales process associated with driving growth in the respective region.

Responsibilities

• Hire, coach, and develop Associate Hospital Sales Representatives to be field sales ready.
• Manage key performance indicators, including but not limited to: sales and margin targets, new business growth, progression in sales process, funnel performance/accuracy.
• Create and regularly monitor annual development plans for sales representatives to drive continuous improvement, while ensuring proper adherence to corporate policies, guidelines, operating rules, and budgets.
• Target team performance, obstacles, needs, marketing trend information, and competitive pressures.
• Develop and facilitate execution of strategic initiatives that align sales efforts with Company and regional targets, drive sales and improve the sales effectiveness of the Associate Hospital Sales Representatives.
• Consistently demonstrate understanding of the industry and foster this understanding with Associate Hospital Sales Representatives.
• Facilitate ICU customer success under challenging market conditions.
• Meet or exceed sales forecasts for assigned regions while ensuring appropriate profit margins are maintained.
• Develop and grow ICU Medical’s Infusion Therapy, Device, and Oncology businesses with existing customers while continually cultivating new customers for our products.
• Drive the creation and execution of successful selling strategies, creating detailed tactical action plans to drive share gain and standardization at strategic/key accounts by thoroughly understanding account competitive positions, buying influencers, key clinical differentiators, and customer service/support expectations.
• Drive the development and management of a robust/accurate opportunity pipeline sufficient to achieve annual top line growth targets.
• Ensure consistency of sales and reporting expectations, including but not limited to pre-call plans, detailed contract management, quotations, communication/tracking, and project stage management.
• Work closely with the Marketing team on tactical and strategic marketing programs to drive brand recognition, image, and sales by participating in industry tradeshows & conferences, and managing field-level execution of tactical marketing programs.
• Proactively gather and report important VOC on clinical, application, and market trends—as well as competitor activity—to help drive future initiatives and priorities, including product development and strategic marketing.
• Work cross functionally and maintain strong relationships with Sales Leadership, internal and external stakeholders.
• Know the strengths and weaknesses of competing products in the market and how to position ICU Medical’s offerings against them clinically.
• Work on special assignments as they arise.

Requirements

• Proven success closing complex, multi-shareholder deals in the US Acute Care Hospital market required.
• Field Trainer experience preferred.
• Self-motivated, energetic, professional, and able to perform job duties with minimal supervision.
• Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.).
• Able to work cross functionally across multiple departments/divisions.
• Strong leadership and coaching skills with the ability to lead and develop a team.
• Able to multitask in a fast-paced environment.
• Excellent verbal, written and presentation skills.
• Highly proficient in CRM, Excel, Word, PowerPoint, and Outlook.

Qualifications

• Must be at least 18 years of age.
• Bachelor’s degree from an accredited college or university is required.
• Minimum 5 years of sales experience in the Medical Device industry with a proven track record of sales growth.

Skills

• Proven success closing complex, multi-shareholder deals in the US Acute Care Hospital market required.
• Field Trainer experience preferred.
• Self-motivated, energetic, professional, and able to perform job duties with minimal supervision.
• Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.).
• Able to work cross functionally across multiple departments/divisions.
• Strong leadership and coaching skills with the ability to lead and develop a team.
• Able to multitask in a fast-paced environment.
• Excellent verbal, written and presentation skills.
• Highly proficient in CRM, Excel, Word, PowerPoint, and Outlook.

Benefits

Commensurate with experience.

Pay

TBD

Schedule

Remote

Contact Information

For inquiries, please contact humanresources@icumed.com.