ENT Executive Sales Manager (Kansas City, MO)

What will you be doing?

• New Customer Acquisition: Formulate and articulate mutually beneficial strategies to potential customers. A core responsibility of the executive sales manager is to build on the current territory customer base by successfully converting surgeons from competitive products through proficient utilization of all company assets (clinical, marketing, sales and reporting tools) to aid in the customer conversion experience.
• Maintenance of Core Business: Protection of current business and maintenance of accounts on a regular cycle is vital to the long-term health of the territory. Conducting annual business reviews with customers and at minimum, quarterly analysis and calibration of the territory business plan with the DOS is critical to minimizing erosion and competitive losses. To be competitive, must be able to demonstrate resilience and determination in difficult and complex selling environments.
• Growth Within Current Accounts/Customers: Identify opportunities to expand usage of our ENT products with current and new surgeons within active accounts. Consistently operating with integrity and delivering "best in class" service are essentials to laying the groundwork for growth within existing accounts.
• Product/Procedure and Clinical Expertise: An expert regarding all S+N ENT products - to include the technical features of each product, the clinical basis for use and the competitive advantages and disadvantages vs. products and modalities currently in use. Additionally, will fully understand all relevant anatomy, surgical techniques and product advantages and limitations to be a valuable resource and consultant in the clinical environment. Experience in clinically supporting cases in awake patient environments is preferred. Must have the ability to digest clinical data and disseminate it to a surgical audience effectively.
• Selling Skills: Able to fully integrate the Smith+Nephew sales model, including Challenger, with existing selling style and experience. Should also have the skills to manage sales opportunities from identification, to close, to maintenance and growth. Strategically navigating the hospital purchasing process and experience with successfully selling into IDN's where needed.
• Business Acumen: Must have a good understanding of the customer's business and therefore will be able to present solutions in accordance with their business goals. Needs to have a basic understanding of reimbursement components and cycles so that they can guide customers to the right resources for support. Excellent organization, time management and the ability to balance field and administrative work are essential. The individual will also provide support to peers, management and marketing as needed in a team environment.

What will you need to be successful?

• Education: BA or BS degree (or equivalent work experience)
• Experience: 2-4 years direct sales experience (medical/hospital environment sales preferred)
• Demonstrated success in achieving quota year over year

Travel Requirements: within designated sales territory with 2-4 overnights a month. Infrequent national travel for events and conferences.

All field sales and or marketing professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully complete our credentialling process, which often includes COVID 19 vaccine management.