Area Sales Manager - South NJ/East PA

Topcon Positioning Systems; Oregon; Hybrid; USD 99,000 - 121,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

401(k) with employer match

Tuition reimbursement

Paid holidays

Job summary

Topcon Healthcare is seeking an Area Sales Manager to promote our diagnostic and refractive instruments across a designated territory. You will travel up to 50% within the territory and attend trade shows on weekends, while staying current on product advances and clinical applications.

Ideal candidates have a background in B2B medical device sales, strong presentation and negotiation skills, and a proven track record of top performance.

Qualifications

• Bachelor's Degree preferred.
• Experience selling capital equipment into physician offices, hospital systems, IDNs, Government and National accounts is preferred.
• Business to Business Sales experience that demonstrates a comprehensive understanding of the sales process and ethical business practices.
• C-level call points and demonstration of strategic selling skills strongly preferred.
• Evidence of top performance in prior sales roles.
• Understanding of Health insurance and Payers strongly preferred.
• Strong presentation skills, business acumen, and leadership qualities.
• A solid grasp of sales metrics, performance measures, and technical indicators.
• A thorough aptitude for analysis and strategy.
• Excellent interpersonal and client-relations skills.
• Negotiation, conflict resolution, and presentation skills.
• Dynamic and creative problem-solving abilities.
• A strong client-focused mindset.

Responsibilities

• Promote and sell Clinical Diagnostic instruments such as OCTs, retinal cameras, topographers, refraction systems and Topcon's Harmony Healthcare Digital Management System.
• Develop an annual business plan to be modified and/or updated quarterly. The plan will include clear, concise action items and strategies to achieve quarterly and annual quotas.
• Responsible for effective territory planning and regular activity to achieve the maximum efficiency of time to prospect and cultivate new accounts, develop current accounts, obtain orders, and produce adequate sales volume to meet outlined sales goals.
• Effectively communicate with sales management and various departments within Topcon (Customer Service, Product Service, Marketing, Finance, etc.) on competitive issues, territory issues, status of orders, and complaints following the Topcon QMS processes.
• Conduct routine instrument demonstrations weekly while tailoring presentations and materials for specific customer needs and requirements.
• Maintain continuity with the customer as a consultant, source of information, problem solver, and educator.
• Maintain high-quality account profiles in our CRM (ongoing).
• Perform special projects or duties for individual enrichment, self-growth, and/or company benefit.
• Work closely with Topcon sales and marketing teams to uncover and win opportunities collectively and promote Topcon Healthcare.

Skills

Sales skills

Presentation skills

Negotiation

Strategic selling

Relationship management

Communication

Leadership

Analytical thinking

CRM software

Education

Bachelor's degree

Tools

CRM software

Job description

For over 90 years, Topcon's vision has been to solve societal challenges around the globe. In healthcare, we are developing innovations that improve patients' health and quality of life.We empower eye care providers with advanced imaging, diagnostic solutions, and intelligent data technology. Our robotic devices deliver simplicity without compromise, by capturing clear images with the push of a button.By joining Topcon Healthcare, you become part of a growing, diverse, global team. With office locations throughout North America, whether you are on-site, remote, or hybrid, our culture empowers you to contribute to company and personal success each day. At Topcon Healthcare, you can grow your career, gain new perspectives, and help address society's most pressing challenges. If you have drive, passion, and a desire to be part of a collaborative team, we want to hear from you.

Learn more about working with us at topconcareers.com

The Area Sales Manager (ASM) is responsible for promoting, influencing, and selling Topcon's Diagnostic and Refractive instrument platform in a designated territory. The ASM will be expected to travel at a minimum of 50% of the time within the territory and attend local and national trade shows as scheduled, including weekends. The ASM must become knowledgeable in both the clinical and technical application of all products and remain current on new advances, concepts, products, etc.

Responsibilities

• Promote and sell Clinical Diagnostic instruments such as OCTs, retinal cameras, topographers, refraction systems and Topcon's Harmony Healthcare Digital Management System.
• Develop an annual business plan to be modified and/or updated quarterly. The plan will include clear, concise action items and strategies to achieve quarterly and annual quotas.
• Responsible for effective territory planning and regular activity to achieve the maximum efficiency of time to prospect and cultivate new accounts, develop current accounts, obtain orders, and produce adequate sales volume to meet outlined sales goals.
• Effectively communicate with sales management and various departments within Topcon (Customer Service, Product Service, Marketing, Finance, etc.) on competitive issues, territory issues, status of orders, and complaints following the Topcon QMS processes.
• Conduct routine instrument demonstrations weekly while tailoring presentations and materials for specific customer needs and requirements.
• Maintain continuity with the customer as a consultant, source of information, problem solver, and educator.
• Maintain high-quality account profiles in our CRM (ongoing).
• Perform special projects or duties for individual enrichment, self-growth, and/or company benefit.
• Work closely with Topcon sales and marketing teams to uncover and win opportunities collectively and promote Topcon Healthcare.

Requirements and Experience

• Bachelor's Degree preferred.
• Experience with selling capital equipment into physician offices, hospital systems, Integrated Delivery Networks (IDNs), Government and National accounts is preferred.
• Business to Business Sales experience that demonstrates a comprehensive understanding of the sales process and ethical business practices.
• C-level call points and demonstration of strategic selling skills strongly preferred.
• Evidence of top performance in prior sales roles.
• Understanding of Health insurance and Payers strongly preferred.
• Strong presentation skills, business acumen, and leadership qualities.
• A solid grasp of sales metrics, performance measures, and technical indicators.
• A thorough aptitude for analysis and strategy.
• Excellent interpersonal and client-relations skills.
• Negotiation, conflict resolution, and presentation skills.
• Dynamic and creative problem-solving abilities.
• A strong client-focused mindset.
• The candidate must reside in south New Jersey, east Pennsylvania, or Delaware

Physical Requirements and Working Conditions

• Must be available for overnight travel up to 25% to 50% of the time, including occasional weekend and holiday trips.
• The candidate must live no more than 1.5 hours from a major U.S. airport.
• Ability to work remotely.
• Extensive travel by plane and automobile.
• Physical: lifting and lowering boxes and instruments from one level to another (25-100 lbs.).
• Standing: Occasional 8 hour or more time periods during trade show

Compensation

Base Pay: Expected Base Pay: $100,000 Annualized. The base pay included is a projected hiring range for a position, level and potential work location(s) listed. Topcon provides the compensation range that it in good faith believes it might pay and/or offer for this position. This compensation range is based on a full-time schedule. Car Allowance Eligible: In addition to base pay, compensation for this position includes eligibility for a $600 monthly car allowance. Sales Incentive eligible: In addition to base pay, compensation for this position includes eligibility for certain Sales Incentives/Commissions. Benefits* : Topcon offers a comprehensive benefit package for this position including medical, dental, vision, life insurance, disability insurance, tax saving spending accounts a 401(k) plan with employer match, tuition reimbursement in addition to other perks and benefits. We also offer time off for our employees to recharge. Our employees are eligible for paid company holidays, paid personal time off, and paid sick time that meets or exceeds state/local requirements. Topcon reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation; individual candidate compensation may be determined based on individual skills, experience, training, certifications, education, final work location and other factors not related to an applicant's sex or other status protected by local, state, or federal law. Changes in the position level, location or other factors associated with the role may change the final determined compensation.

Benefits

• Topcon offers a comprehensive benefit package for this position including medical, dental, vision, life insurance, disability insurance, tax saving spending accounts a 401(k) plan with employer match, tuition reimbursement in addition to other perks and benefits. We also offer time off for our employees to recharge. Our employees are eligible for paid company holidays, paid personal time off, and paid sick time that meets or exceeds state/local requirements.
• Topcon time off policies can vary between roles which are exempt or non-exempt. For hourly ("non-exempt") employees, we offer personal paid time off which accrues in accordance with local standards. For salaried ("exempt") employees, we offer a flexible paid time off policy giving you flexibility to take time when needed, while supporting business needs. All paid time off policies are in accordance with or exceeding local law. Employees working at least 30 hours per week are eligible for our Health and Welfare benefit package.

EEO Statement

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.