Area Sales Director

INTEGRA LIFESCIENCES SALES LLC; United States; Remote; USD 180,000 - 280,000; Full time

Job summary

Integra LifeSciences is seeking an Area Sales Director to drive the Acclarent & Acute Specialty Instrument US sales initiatives. This role manages five Regional Managers and Area Specialists, shaping strategy to hit a $90M revenue target and align with corporate growth objectives.

The position emphasizes forecasting, cross-functional leadership, and close collaboration with field and enterprise teams to secure top customers and expand market share, with substantial travel to maintain

Qualifications

• Bachelor’s degree required.
• 10+ years 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.
• 50 % field travel.

Responsibilities

• Manage defined sales regions within Acclarent & Acute Specialty Instrument US; oversee ~5 Regional Managers and Area Specialists.
• Provide strategic guidance to achieve sales and marketing goals.
• Drive forecasting accuracy using Sales Methodology and Sales Force CRM.
• Staff the Sales Division and coordinate with other functions to support sales channel development.
• Interface with existing and potential key customers; build rapport with national players and GPOs.
• Lead contract initiatives with Field and Enterprise teams to secure strategic position.
• Represent the company at conventions and customer gatherings in line with policy and values.
• Develop succession plans for key positions within the area of responsibility.

Skills

Sales leadership

Strategic selling

Forecasting

Data analysis

Hospital sales

Account management

Cross-functional leadership

Stakeholder influence

Communication skills

Project management

Travel 50%

Education

Bachelor’s degree

Job description

Changing lives. Building Careers. Joining us is a chance to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, our colleagues are challenging what’s possible and making headway to innovate new treatment pathways to advance patient outcomes and set new standards of care.

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 production 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. 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

Our salary ranges are determined by role, level, and location. Individual pay is determined by several factors including job-related skills, experience, and relevant education or training. In addition to base pay, employees may be eligible for bonus, commission, equity or other variable compensation. Additional Description for Pay Transparency: Subject to the terms of their respective plans, employees and/or eligible dependents are eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance, and savings plan (401(k)). Subject to the terms of their respective policies and date of hire, Employees are eligible for the following Total Rewards | Integra LifeSciences Integra LifeSciences is an equal opportunity employer, and is committed to providing equal employment opportunities to all qualified applicants and employees regardless of race, marital status, color, religion, sex, age, national origin, sexual orientation, physical or mental disability, or protected veteran status. This site is governed solely by applicable U.S. laws and governmental regulations. If you'd like more information on your rights under the law, please see the following notices: EEO Is the Law | EOE including Disability/Protected Veterans Integra LifeSciences is committed to provide qualified applicants and employees who are disabled veterans or individuals with disabilities with needed reasonable accommodations in accordance with the ADA. If you have difficulty using our online system due to a disability and need an accommodation, please email us at [e-mail].

Integra - Employer Branding from Integra LifeSciences on Vimeo

Whatever your specialty, you’ll find an ideal setting for building a rewarding career. Along the way, you’ll have the satisfaction of knowing your work matters, that it’s making patients’ lives better, making a positive and lasting difference. You’ll find that the pace is exhilarating – because the need is so urgent. You’ll be challenged – and supported – by the most dynamic and inspiring people in your profession. And you’ll grow a career that is more impactful and fulfilling then you thought possible. More than 4,200 Integra employees already know we’re a great place to build a career. Here’s your chance to discover that for yourself.