Surgical Account Executive

Role Summary

Lead and manage all sales and marketing activity within the assigned market to develop new accounts and maintain or expand existing accounts. Execute the company’s sales strategy and market penetration goals. Implement and execute all sales initiatives within the market, and establish and sustain revenue growth and market penetration. Develop and implement strategies to increase market share through the identification of targeted therapeutic specialties within the assigned market.

Responsibilities

• Manage a smaller, developing market with several contract sales agents; a larger sales volume than entry level position, with no direct reports.
• Plan, develop, and execute key account strategies and business plans; identify high-use physicians and build key metro-area accounts.
• Develop systems and procedures for key accounts to ensure ease of product use, best patient outcomes, and positive customer experience.
• Prepare reports (e.g., sales results or projections, staff development) and market sales forecasts, and perform detailed analysis of market opportunities, potential barriers to success, and strategies for growth and penetration.
• Manage and develop local contract sales agents, resources, and budgets to ensure sales plan objectives are met or exceeded.
• Research, analyze, and monitor market-specific sales factors to capitalize on opportunities and maintain competitive edge and growth in market share.
• Strengthen and maintain a goal-oriented environment that stresses performance, accountability, teamwork, credibility, and success.
• Ensure all sales activities are in full compliance with company policies, procedures, and standards.
• Provide support to the local sales team in the assigned market, including fielding questions, providing approved company materials, and participating in conference calls and meetings.
• Coordinate sales activities with assigned accounts as a liaison between local sales team and contract sales agents to ensure a unified approach and accurate commission payments.
• Leverage company contracts and resources to recruit new contract sales agents to identify and work with high-use physicians; develop and manage training programs for new/existing agents to build product expertise and experience.

Qualifications

• Required: BS/BA in related discipline.
• Required: 2-5 years of experience in related field with 1-3 years of progressive responsibility.
• Preferred: MS/MA in related field; 1-3 years of additional related experience; certification may be required in some areas.
• Preferred: 3-4 years of experience in the medical device, biotechnology, and tissue segments of the healthcare industry.
• Preferred: Previous experience in high-growth organizations and developing relationships that fueled growth.

Skills

• Excellent oral, written, and interpersonal communication skills.
• Proficient in the Microsoft Office suite (i.e. Excel, PowerPoint, etc.).
• Ability to interact with all levels of management, both internal and external, and customers; ability to influence others to achieve desired results using tenacity and diplomacy.
• Organized, flexible, and able to multi-task while maintaining a high level of efficiency and attention to detail.
• Strong analytical, strategic and technical analysis, and problem solving skills.
• Ability to analyze markets, plan sales strategies, present clinical and scientific data to physicians.
• Proven track record of sales results and recognition.
• Demonstrated skills in strategic selling and market analytics.
• Ability to build a moderate-size network of relationships with health care providers (i.e. physicians, clinicians, program directors, etc.).

Education

• BS/BA in related discipline.
• MS/MA in related field (preferred).

Additional Requirements

• Travel: 30-40% of the time.