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Capital Sales Manager

Company: Sequoia Surgical, Inc.
Location: Sacramento
Posted on: April 8, 2021

Job Description:

Title: Capital Sales Manager
Location: Sacramento, California
The Capital Sales Manager is responsible for achieving predetermined sales goals and quotas within the entire service area. The Capital Sales Manager must establish, build, and maintain customer relations through constant communications and in-person appointments. The Capital Sales Manager oversees the development of this product segment in our Sequoia Surgical geography. The Capital Sales Manager will coordinate a team of experienced sales reps; the right candidate must advance current customer relations and establish new relations through constant communications and in-person appointments alone and with team members. This position is specifically responsible for maintaining expert knowledge of our extensive Video, Integration, Power, and Resection portfolio and using this information to drive personal sales while motivating team members to do the same. The right professional will be consulting with surgeons and staff in operating room environments regarding the use of our equipment. We are looking for either an established Video Manager or an individual who can demonstrate that they are ready to take that next step into sales management. Proven experience driving and achieving medical device sales goals and quotas is a must. This role demands strong leadership and requires the professional to set him or herself as an example for all team members to follow.
Essential Duties and Responsibilities:

  • Primarily responsible for meeting and exceeding sales objectives for the territory. Represent Sequoia Surgical who is an authorized agency of Arthrex, a leader in the Orthopedic industry, by working with a sophisticated audience comprised of surgeons and healthcare professionals
  • Develops a Business Plan and Sales Strategy for the overall territory that ensures attainment of company sales goals, quotas, and profitability for Arthrex Video, Power, and Resection products.
  • Responsible for the development and performance of Teams and Individual Sales Associates within those Teams with regards to Products and Techniques as well as their sales goals.
  • Works closely with Medical Education Manager to ensure training and education protocols for Sales Representatives, Territory Managers, and New Hires.
  • Initiates and coordinates Annual, Quarterly, and Monthly Targeting & Action plan to grow business by pursuing sales of existing and new products, including key focus products.
  • Ensures all Sales Representatives meet or exceed all activity standards for appointments, presentations, proposals, and closes.
  • Builds strong relationships and works closely with Arthrex Regional Management to ensure the attainment of required company sales goals and proper protocols.
  • Consistently gains knowledge of competitive pricing used for pricing approvals while striving to maintain the maximum profit margin.
  • Able to prepare detailed professional presentations regarding current and future progress toward quota goals.
  • Creates and conducts proposal presentations and RFP responses in conjunction with the Management Team.
  • Forecasts the greater Sacramento market and the timing of sales opportunities.
  • Uphold the mission of Arthrex, "Helping surgeons treat their patients better---."
  • Travel to/from client sites to deliver/pick up equipment.
  • Communicate with current and new customer accounts regarding a variety of topics, including product updates, changes to product portfolio, and educational programs.
  • Cross-sell additional products or manage new product introductions as they become available.
  • Address any problems that arise at the account level.
  • Support compliance and the principles of responsibility by maintaining the privacy and confidentiality of information; protecting the assets of the organization; acting with ethics and integrity; reporting non-compliance; and adhering to applicable federal, state & local laws and regulations, accreditation & licenser requirements, and company policies & procedures.
  • Maintain training in sales skills, product features/benefits, and other critical business applications.
  • Participate in and attend sales meetings and professional association meetings outside of regular business hours, as required.
  • Ability to lift up to 35 pounds on a regular basis.
    Incidental Duties:
    The above statements describe the general nature and level of work being performed in this job. They are not intended to be an exhaustive list of all duties, and indeed additional responsibilities may be assigned, as required, by management.
    Education and Experience:
    • Bachelor's Degree
    • Minimum of 2 Years of field experience in Orthopedic sales.
    • Demonstrated ability to relate to customers and constituents within the orthopedic industry.
    • Experienced and comfortable in making executive presentations.
    • Must be able to comfortably present to 10 or more people in difficult negotiations.
    • Knowledge of surgical orthopedics.
    • Excellent listening skills, including the ability to identify and isolate customers and employee concerns or objections, in addition to excellent written and oral communication skills.
    • Strong relationship-building skills are required.
      Relationships and Roles:
      • Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
      • Demonstrates the ability to interact and cooperate with all agency and Arthrex employees.
      • Adheres to all company policies, procedures, and business ethics codes.
        Knowledge and Skill Requirements/Specialized Courses and/or Training:
        • Microsoft Office required.
        • Strong public speaking and communication skills are required.
        • A strong sense of urgency is important.
          Machine, Tools, and/or Equipment Skills:
          • Current Driver's license.
          • Access to your own transportation.
            To apply, please send your resume and cover letter to .

Keywords: Sequoia Surgical, Inc., Sacramento , Capital Sales Manager, Executive , Sacramento, California

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