Area Sales Director
Integra LifeSciences
Summary
The Area Sales Director is responsible for the management of a defined number of sales regions within the Acclarent & Acute Specialty Instrument US sales organization. The incumbent will provide strategic guidance in order to achieve sales and marketing goals while producing a profitable contribution to Integra LifeSciences. The Area Sales Director will manage ~5 Regional Managers and Area Specialists directly and oversee $90M in revenue goal.
Job description
- Develop realistic and achievable quarterly sales objectives.
- Achieve annual gross revenue and margin targets as planned.
- Analyze sales, marketing and financial information to monitor achievement towards sales and margin goals.
- Drive forecasting accuracy and predictability using Sales Methodology and Sales Force CRM.
- Staff the Sales Division and maintain communications with Sales colleagues so that they operate efficiently within established company policy and values.
- Provide input and instruction to all functions within Integra that support ongoing Acclarent & Acute Specialty Instrument sales channel development.
- Routinely interface with existing and potential key customers.
- Keep sales and marketing teams promptly and accurately informed of competitive, industry trends and products acceptance.
- Lead contract initiatives with our Field and Enterprise teams to secure top strategic position with our local, IDN and national Group Purchasing Organization partners.
- Develop rapport and positive business environments with an ever-increasing number of nationally recognized key customers in order to build the brand of the company.
- Participate in routine sales meetings directly related to increasing sales/profits.
- Represent the company in a manner consistent with policy and procedure at all conventions and key customer gatherings.
- Align with our Integra Core Values.
- Provide coaching and development to Regional Business Managers, Area Specialists and sales colleagues utilizing Integra Global Leadership Competencies and sales competencies.
- Develop and manage succession plans for key positions within the area of responsibility.
Qualifications
- Bachelor’s degree
- 10+ years of medical device sales experience, minimum of 5 years sales management.
- Track record of achieving exceptional sales results.
- Demonstrated ability to build, develop and lead teams that produce results.
- Developed successful strategic selling plans for new product and market segments.
- Experience analyzing data and market trends to effectively develop presentations, provide both, short/long term recommendations and accurately forecast revenue.
- Knowledge of hospital and outpatient healthcare delivery models and demonstrated ability to impact decisions resulting in new revenue.
- Adept at managing hospital sales and contracting cycles for complex product portfolios.
- Exceptional account management skills.
- Highly collaborative leadership style.
- Demonstrated ability to influence and motivate a wide variety of stakeholders across multi-disciplinary business and functions.
- Strong analytical, written, and verbal communication skills.
- Disciplined approach to project management and decision making.
- 50% field travel.
Requirements
- Bachelor’s degree
- 10+ years of medical device sales experience
- Minimum of 5 years sales management
- Track record of achieving exceptional sales results
- Demonstrated ability to build, develop and lead teams that produce results
- Developed successful strategic selling plans for new product and market segments
- Experience analyzing data and market trends to develop presentations and forecast revenue
- Knowledge of hospital and outpatient healthcare delivery models
- Adept at managing hospital sales and contracting cycles for complex product portfolios
- Exceptional account management skills
- Highly collaborative leadership style
- Demonstrated ability to influence and motivate stakeholders
- Strong analytical, written, and verbal communication skills
- Disciplined approach to project management and decision making
- 50% field travel
Benefits
- Medical, Dental & Vision
- Life insurance
- Short-term disability
- Long-term disability
- Business accident insurance
- Group legal insurance
- 401(k) savings plan
Company overview
Integra LifeSciences Holdings Corporation is a global medical technology company headquartered in Princeton, New Jersey, founded in 1989. As a publicly traded company on NASDAQ under the symbol IART, Integra specializes in developing and manufacturing innovative medical devices for neurosurgery, reconstructive surgery, and general surgery applications. The company is renowned for its pioneering work in regenerative medicine, most notably the Integra artificial skin, which was the first commercially reproducible skin tissue used to treat severe burns and other skin wounds. Integra's comprehensive product portfolio includes surgical instruments, neurosurgical devices, advanced wound care solutions, orthopedic hardware, dermal regeneration products, and tissue-engineered wound dressings. With approximately 3,946-4,396 employees worldwide, the company serves hospitals, outpatient surgery centers, and medical practices globally through direct sales representatives and an extensive distribution network. Integra's commitment to limiting uncertainty for surgeons enables healthcare professionals to focus on providing optimal patient care through simplified procedures and reliable medical technology solutions.