Area Sales Manager - Rochester/Upstate NY

axogen; Buffalo (NY); Remote; USD 90,000 - 120,000; Full time

Job summary

Axogen is seeking an Area Sales Manager to drive revenue in a defined territory. You will work from a home office within the territory and travel to customer sites, focusing on promoting and servicing Axogen's nerve repair portfolio while maintaining disciplined territory management.

The role requires a Bachelor’s degree and 5+ years in medical sales, with OR and orthopedic/medical device experience preferred. You must reside in the territory to ensure optimal coverage.

Qualifications

• Bachelor's Degree required.
• 5+ years sales experience in medical sales.
• Operating Room sales experience required.
• Orthopedic and/or Medical device experience preferred.
• Must reside in the territory.

Responsibilities

• Develop and maintain accurate account and territory records.
• Plan, implement and deliver on plans to achieve/exceed sales targets.
• Develop and implement strategies to counter competitors.
• Collaborate with other departments to manage field inventory and pricing.
• Establish and maintain relationships with internal/external key decision makers and customers.

Skills

5+ years sales experience

Operating Room sales experience

Orthopedic/Medical device experience

Residency in territory

Education

Bachelor's Degree

Job description

Axogen is committed to building and maintaining a strong and gratifying company culture that fosters professional growth. Our hands-on and personal approach makes transitioning to a new job a seamless and enjoyable process. Most benefits are effective on day one!

Axogen is an equal opportunity employer and does not discriminate against applicants on the basis of race, color, creed, religion, ancestry, age, sex, marital status, national origin, disability or veteran status.

Why you'll love working at Axogen:

• Friendly, open, and fun team culture that values unique perspectives
• Company-wide dedication to profoundly impacting patients' lives
• Comprehensive, high-quality benefits package effective on date of hire
• Educational assistance available for all employees
• Matching 401(k) retirement plan
• Paid holidays, including floating holidays, to be used at your discretion
• Employee Stock Purchase Plan
• Referral incentive program

Axogen Mission and Business Purpose

Our business purpose is to restore health and improve quality of life by making restoration of peripheral nerve function an expected standard of care. We aim to lead the markets we serve by always requiring the solutions we offer patients and caregivers provide an improved benefit-to-risk profile as compared to existing standards of care. To ensure we deliver improved benefit-to-risk solutions, we will guide and expect the market and design requirement specifications underlying our engineering, business development, and clinical research activities, objectively target advancements in standards of care.

Job Summary of the Area Sales Manager

In this position, you will work from your home office in the territory and will travel to customer sites. The Area Sales Manager achieves sales revenue targets and grows market share for a specified territory, by promoting, selling and servicing Axogen's portfolio of nerve repair products. Practices good, ethical territory management in terms of organization, planning, administration and expense planning and control. Increases sales and revenue by aggressively targeting and developing existing as well as new accounts. Trains appropriate medical staff on products and procedures. Meets expectations as defined by Sales Management.

Requirements of the Area Sales Manager

• Bachelor's Degree
• 5+ years sales experience in medical sales
• Operating Room sales experience
• Orthopedic and/or Medical device experience preferred
• Must reside in the territory

Responsibilities of the Area Sales Manager

PLANNING / RESULTS ORIENTATION

• Ability to develop, implement and deliver on plans to achieve/exceed sales targets. Plans, actions, and results should include:
• Consistent achievement/over-achievement of sales objectives
• Ability to handle multiple and competing priorities
• Specific targeted accounts/customers in which to maintain and grow business
• Identified competitive accounts in which to establish and promote new business
• Consistent follow through on all objectives and assignments
• Metrics and timelines to evaluate results

Territory Management / Account Development

• Develop and maintain accurate account and territory records
• Effectively manage time to ensure maximum coverage of targeted accounts within territory in order to achieve optimum level of exposure and results
• Develop and act on plans which identify growth opportunities within current and competitive customer accounts
• Develop and implement strategies to counter competitors
• In collaboration with other departments, manage field inventory to optimally balance availability of product with inventory costs
• Control and manage expenses in the most cost-effective manner for the company
• Effectively present, support and manage Axogen pricing policy and price agreements

INFLUENCE AND SELLING SKILLS

• Establish and maintain effective working relationships with internal/external key decision makers, customers and their staff, administrative staff, etc.
• Plan, implement and deliver effective sales/product presentations to customers, defining objectives and measuring success
• Probe to understand and confirm customers' needs, handle objections, and gain commitment by customers on actions to drive revenue growth and maximize profitability
• Maximize revenue potential by targeting specific customers develop and to drive growth

CUSTOMER SERVICE

• Respond to customer requests and resolve complaints in a prompt and effective manner
• Educate customers to ensure that products are understood and used effectively
• Maintain high standard of personal presentation and promote a professional image

SELF DEVELOPMENT AND PRODUCT KNOWLEDGE

• Proactively develop knowledge, skills and abilities in all relevant areas; e.g., clinical, technical, product and sales skills
• Recognize, understand, and be able to communicate features, strengths, benefits and value proposition AxoGen products provide.
• Participate in product and skill development programs and activities such as classroom education,