Sports Medicine Director of Sales (Richmond / Arlington Virginia )

At Smith+Nephew we design and manufacture technology that takes the limits off living. As Director of Sales, you will achieve the sales quota, profitability, and marketing objectives in the assigned region while operating within the company policies/procedures and expense budget.

Responsibilities

• Attract, develop, train, retain, and manage sales talent to achieve sales revenue and gross profit in the region.
• Provide accurate and timely marketing information, analysis, and recommendations.
• Facilitate effective communication between sales representatives and Smith & Nephew Sports Medicine.
• Forecast results appropriately for each fiscal period and meet and/or exceed overall key performance indicators including sales revenue, growth objectives, gross profit, inventory, and consignment.
• Manage execution by implementing the company’s sales strategies and tactics for the region, promoting products to existing and new customers through sales reps.
• Maintain an active management role with key accounts and strategic partners while assuring compliance with S+N policies.
• Develop and implement an annual business plan with measurable outcomes, establish quotas, discount targets, and set compliance measures for demo inventory, placed capital, and other financial programs.
• Analyze and report on changing needs for sales programs, organizational capacity, training, and utilization of field assets.
• Provide market insight, trends, competitive activity, and objective measurement standards.
• Actively hire and train self-motivated sales representatives to ensure territory vacancy does not exceed 4 weeks.
• Identify development and training needs to ensure the highest standard of clinical and technical competency.
• Establish sales objectives at the beginning of each year through the Smith & Nephew performance management systems and measure results each quarter.
• Meet with sales representatives weekly to ensure their activities are supporting their sales goals.
• Evaluate the sales representative’s performance against sales objectives and successfully identify and recommend individuals as developmental candidates.

Requirements

• B.S. degree or equivalent experience.
• Understand various sales strategies to capitalize on region opportunities and competitive threats.
• Territory size is generally $10M+ with 12 or more direct reports.
• Strong understanding of financing options available through SNE and ability to use resources to accommodate client financial needs.
• Minimum of 5 years successful sales experience within the Medical Device industry.
• 5 years proven success in sales management (preferably in medical device).
• Consistent track record of sales management including overachievement of quota.
• Strong analytical capability with respect to deal profitability and problem solving.
• Strong presentation skills, confident, ideally brings established relationships into the region.

Travel Requirements

• Weekly travel with sales reps for a minimum of 1 field visit/week.
• Overnight stays as required to support customer needs and rep development.

All field sales professionals who are required to gain entry into healthcare facilities to perform the basic remit of their role must successfully complete the credentialing process and comply with the requirements of those facilities they support, which can include adherence to any established vaccine protocols.

Pay

The anticipated base compensation range for this position is $125,000 - $150,000 USD annually. The actual base pay offered to the successful candidate will be based on multiple factors, including but not limited to job-related knowledge/skills, experience, geographical location, and internal equity. It is not typical for an individual to be hired at the high end of the range for their role at Smith + Nephew. Compensation decisions are dependent upon the facts and circumstances of each position and candidate. In addition to base compensation, this position is eligible for sales commission and incentives based on set targets.

Benefits

• Medical, dental, and vision coverage.
• 401k with company matching and additional 401k Plus Program.
• Discounted stock options.
• Tuition reimbursement.
• Medical leave programs and parental leave.
• Generous PTO, paid company holidays annually, and 8 hours of Volunteer time.
• Employee Assistance Program (EAP).
• Fertility and Adoption Assistance Program.
• Health Savings Account with employer contribution of $500+ annually.
• Discounts on fitness clubs, travel, and more.