West District Sales Manager

Arthrex Richmond; Charlottesville (VA); On-site; USD 110,000 - 160,000; Full time

Job summary

The District Manager at Arthrex Richmond is responsible for developing, implementing and leading effective business strategies to grow revenue within the defined service area. You will manage and coach the sales force, maintain productive surgeon relationships, and ensure thorough knowledge of Arthrex’s products and value proposition.

This field-based role requires travel to hospitals and clinics, strong leadership and execution skills, and a track record of medical device sales success.

Qualifications

• Three plus years’ experience in medical device sales.
• At least 5 years of proven leadership and people management.
• Significant success demonstrated in case coverage of sports medicine, distal extremities, arthroplasty, and trauma product lines.
• Successful completion of ECI Training prior to or within 12 months of start date

Responsibilities

• Develop and lead sales strategies within the district.
• Coach sales force to achieve goals and maintain culture.
• Identify customer needs and propose solutions aligned with policy and guidelines.
• Train surgeons on product use and oversee cadaveric labs as needed.
• Deliver sales reports and participate in meetings.

Skills

Medical device sales

Leadership

People management

Sales strategy

Tools

CRM software

MS Office

Job description

The primary responsibility of the District Manager (DM) is to develop, implement and lead business strategies for revenue growth within the defined service area. This position will maintain, communicate, and encourage a firm understanding of the company’s sales strategies and tactics while continuing to develop and maintain mutually beneficial relationships that allow for growth and development of the business. The DM must be knowledgeable in Arthrex’s extensive product offerings, including but not limited to techniques, features, benefits, and value proposition.

• Manage and coach assigned sales force to achieve sales and profit goals within the assigned area; engage in performance management; maintain a positive culture across the district
• Achieve sales goals and key business metrics in the assigned territory
• Work with sales force to identify customer needs and propose creative solutions that align with business objectives and guidelines, including pricing/billing in line with company policies
• Recommend products and methodologies to surgeons
• Manage relationships with key stakeholders at accounts within designated territory
• Participate in activities necessary to help train surgeons on the technical use of the products, including cadaveric labs, as necessary to maintain quality customer relationships
• Identify and understand market trends, surgeon preferences, competitive strategies, etc. and use this knowledge to implement business plans
• Plan, coordinate and ensure engagement at sales meetings
• Compile and deliver sales reports
• Complete all assigned educational courses and trainings
• Assist with covering surgical cases across the district
• Work cross functionally with other agency and corporate teams to accomplish objectives

The above statements describe the general nature and level of work being performed as a DM. They are not intended to be an exhaustive list of all duties, and additional responsibilities may be assigned, as required.

Minimal Requirements:

• Three plus years’ experience in medical device sales
• At least 5 years of proven success in leadership and people management
• Significant success demonstrated in case coverage of sports medicine, distal extremities, arthroplasty, and trauma product lines
• Successful completion of ECI Training prior to or within 12 months of start date
• Successful completion of various IOT and Intermediate Training Courses prior to or within 12 months of start date
• Adaptability and critical thinking skills
• Problem-solving skills and ability to provide action-oriented solutions
• Strong organizational and time management abilities
• Excellent communication, negotiation, and interpersonal skills
• Valid driver’s license, clean driving record and reliable transportation
• Resilience and adaptability in a competitive sales environment
• Proficiency in using Microsoft Office and smart phone technology

The DM is a field-based role and will spend a lot of time travelling to meetings, hospitals and practices to support the team and fulfill daily responsibilities. The DM will be constantly interacting, problem solving, and adapting to the needs of the team, healthcare providers, and the business.

Physical Requirements

• Sitting for Long Periods: Drive time between surgery sites and meetings can be extensive; due to locations of training, meetings and functions, periodic airline travel is required.
• Standing for Long Periods: time in the operating room or product demonstrations require standing so they can observe and engage with medical professionals.
• Lifting & Carrying: Medical devices can range from small tools to heavy equipment, requiring AMs to transport and set up displays or training materials (up to 50 lbs.)
• Walking Between Locations: In large hospitals or medical facilities, DMs may need to walk extensively to visit different departments.
• Dexterity & Fine Motor Skills: Setting up and demonstrating equipment may require precise handling and the ability to troubleshoot technical issues.