Area Sales Manager - West
About Us:
At Globus Medical, we move with a sense of urgency to deliver innovations that improve the quality of life of patients with musculoskeletal disorders. Our team is inspired by the needs of these patients, and the surgeons and healthcare providers who treat them. We embrace a culture of exceptional response by partnering with researchers and educators to transform clinical insights into tangible solutions. Our solutions improve the techniques and outcomes of surgery so patients can resume their lives as quickly as possible.
Position Summary:
The Area Sales Manager is responsible for selling robotic, imaging, and navigation products and affiliated services to hospitals within their aligned territory. This requires knowledge of selling disruptive capital technologies, the ability to build a team of advocates within each hospital, strong solution-based selling skills, and tenacity to insure sales objectives are consistently exceeded. Area Sales Managers will have excellent presentation and capital selling skills. Finally, this individual will need to be a true collaborator with the ability to build meaningful relationships with the joint implant sales team. The Area Sales Manager will embody one team, one mission.
Essential Functions:
- Manages the complex sales process of selling disruptive capital technologies into new hospitals
- Implements market strategies and sales activities to exceed goals set by Senior Management
- Helps promote a successful team culture centered on excellence, results, integrity, and trust
- Cultivates surgeon and executive support and generates market awareness to drive the sale of robotic, imaging, and navigation products and affiliated services while rapidly growing the customer install base
- Owns C-level interactions and negotiations
- Manages the installation process ensuring consistent utilization within the initial 90 days
- Develops in-depth knowledge of applicable total joint procedures and products
- Achieves quarterly and annual sales objectives
- Collaborates with joint implant team to identify both capital and implant targets to grow the overall Globus business
- Builds and manages a robust system pipeline
- Handles contractual issues and coordinates system installation upon purchase approval
- Develops key opinion leader relationships with both surgeons and executives
- Forecasts system sales
- Manages expenses within a budget
- Adheres to the letter and spirit of the company Code of Conduct, the AdvaMed Code, MedTech Code, and all other company policies.
- Ensures Compliance with applicable governmental laws, rules, and regulations, both in the United States and internationally, by completing introductory and annual training and maintaining knowledge of compliance as it applies to your role
- Represents the company in a professional manner and uphold the highest standards of ethical business practices and socially responsible conduct in all interactions with other employees, customers, suppliers, and other third parties
Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
Qualifications:
- Bachelor’s Degree
- Minimum 5 years sales experience selling capital equipment in the healthcare industry, joint reconstruction experience is a plus
- History of top sales performance exceeding, not meeting expectations
- Knowledge of the operating room environment
- Ability to collaborate and influence across multiple sales divisions
- Excellent interpersonal, verbal and written communication skills
- Success in introducing new technologies into a market is a plus
- C-level negotiation skills
- Ability to travel up to 50%
Our Values:
Our Life Moves Us philosophy is built on four values: Passionate About Innovation, Customer Focused, Teamwork, and Driven.
- Passionate about Innovation: Improving patient care by delivering advanced technology to our customers is at the core of what we do. We are passionate in our role in improving the lives of patients by continuously developing better solutions
- Customer Focused: We listen to our customers’ needs and respond with a sense of urgency
- Teamwork: Working together, anything is possible. We value every person on our team and treat each other with respect. We are accountable to one another and support each other. Together, we make each other stronger
- Driven: We pursue our mission with energy and passion. We are nimble, results-oriented and decisive. We overcome obstacles that arise in our quest to deliver solutions that will improve the lives of our customers and patients.
Physical Demands:
The physical demands listed here are representative of those that must be met by and employee to successfully perform the essential functions of this job.
- Required to sit; climb or balance; and stoop, kneel, crouch or crawl
- Required to regularly lift and/or move up to 10 pounds, and occasionally lift and/or move up to 25 pounds
Required to possess specific visons abilities, including: close vision, distance vision, color vision, peripheral vision, depth perception and capacity to adjust focus.
Equal Employment Opportunity:
Globus Medical is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, age, disability, marital status, pregnancy, national origin or citizenship. We are committed to a diverse workforce. We value all employees’ talents and support an environment that is inclusive and respectful.
Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.