Territory Sales Manager

Lutanya Search Partners is recruiting for a Territory Sales Manager in Michigan, ideally in Detroit, Kalamazoo, or Lansing. This is our longest standing client, we know them very well. Solid products and an absolutely amazing culture!

73,000.00 salary, 220K Total OTE, uncapped, plus company car

Primary Duties and Responsibilities:

Identify and qualify existing sales opportunities in catheterization laboratories within assigned territory. This includes prospecting activities such as visiting competitive labs, building relationships with current and potential customers through attendance at medical school events, cardiology presentations, calling on supporting cardiologists to obtain references, attending Cardiology and Vascular Society meetings, meeting with Key Opinion Leaders (KOLs), etc.

Promote the company products and articulate their value proposition to interventional cardiologists, catheterization lab managers, and administrators. Utilize the complete sales process, while staying within the pre-determined budget, in order to meet or exceed assigned sales quotas.

Conduct product demonstrations and evaluations of the company’s products to customers as needed, explaining the benefits of the Systems to the customer and address any clinical questions the customer may have

Work in conjunction with Clinical Specialists and Install Specialists to ensure reliability and superior customer satisfaction. Develop relationships with hospital/clinic personnel (e.g. through casual conversation, meetings) during field sales calls and case coverage opportunities. Hospital targets and daily field activities are based on account segmentation in the CRM database (Salesforce.com).

Utilize appropriate resources such as the Regional Sales Manager, Marketing, Service, Engineering and other departments in order to support sales, report customer feedback, determine appropriate product pricing, etc.

Attend and represent the company at industry trade shows (eg.; American College of Cardiology (ACC), Transcatheter Cardiovascular Therapeutics (TCT), American Heart Association (AHA)

Utilize the CRM database (Salesforce.com) and other data-recording tools to maintain records of daily activities, contacts, opportunities, etc

Required Skills:

Minimum

2-5 years’ proven business to business sales experience

A competitive drive that is motivated by meeting sales quotas

Thorough understanding of the needs/analysis approach to sales

High level of closing skills and demonstrated organizational and territory planning/management skills

Demonstrated ability to develop relationships and gain referrals

Four year college degree in related discipline

Ability to learn and retain product specific information as it pertains to the position

Ability to work as a team player while working autonomously within a defined region

Strong interpersonal, oral, communication, organizational and planning skills

Preferred

3 or more years experience selling medical capital and diagnostic equipment and disposables

Demonstrated aptitude for the cardiac clinical environment with an ability to sell and conduct clinical evaluations

Knowledge of anatomy and physiology of cardiovascular system

High level of instructional skills, specifically instructing physicians and other clinicians in the clinical setting

Understands contract administration

Other

Ability to travel a minimum of 70-80% of the time or as required by role

Able to lift and manipulate equipment weighing 50#

Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced

Valid drivers license