Department: Sales
Function: Manage sales activities, sales staff and independent sales representatives.

 

JOB ENVIRONMENT
Reports to: CEO
Supervises: Direct and independent field sales representative, inside sales.
Accountability: Responsible to deliver the sales to meet revenue goals while maintaining margin targets and managing sales expenses. Manage the four company sales channels: Domestic Resellers, Clinical, Consumer and International.
General: A seasoned sales professional that can drive the organization to succeed.

SUCCESS FACTORS
Key Performance measure: Revenue growth, gross margin, revenue / sales expense.
Education requirements: BS degree preferred. Course in selling skills in education background.
Experience: At least 5 years in sales, preferably in the medical device industry with significant exposure to sales into the home care sector.

JOB ELEMENTS
1. Achieve the Sales Plan.
2. Manage the independent sales rep group. Establish account targets and manage the sales activities around those target accounts.
3. Work with sales representatives to set objectives and monitor performance to those objectives.
4. Physically visit the sales representatives and ride along with them during their sales calls. Evaluate their selling techniques and implement improvements in their techniques.
5. Generate sales analysis data from the company information system, analyze sales data to inform decision making.
6. Ensure complete sales coverage of the entire US.
7. Establish a clinical sales plan to sell NeoPAP and other hospital products.
8. Maintain a strong, positive long-lasting business relationship with major customers. Understand the customer's need.
9. Establish a sales technique for each product line.
10. Train sales personnel in selling techniques and in use, features, and benefits of products.
11. Establish, implement and maintain sales policies for sales personnel, dealers and distributors.
12. Present revenue and expenses forecasts to the management team.