Director of Sales (Phoenix, AZ )

General Summary:

Reporting to a Regional Vice President, the Director of Sales is responsible for achieving the sales quota, profitability and marketing objectives in assigned region while operating within the Company policies/procedures and expense budget. This role has responsibility for attracting, developing, training, retaining and managing sales talent to achieve sales revenue and gross profit in the region. The role is responsible for providing accurate and timely marketing information, analyses, recommendations and for facilitating good communications between the sales representatives and Smith & Nephew Endoscopy.

Responsibilities:

Manage Execution

• Meet and/or exceed overall key performance indicators including sales revenue, growth objectives, gross profit, inventory, consignment, etc.
• Implement the company's sales strategies and tactics for the region, promoting products to existing and new customers through the sales reps in the region.
• Forecast results appropriately for each fiscal period.
• Maintain an active management role with key accounts and strategic partners.
• Assure compliance with all Smith & Nephew policies, (ie Advamed Code of ethics.)

Set Direction

• Develop and implement an annual business plan and measure outcomes.
• Establish quotas, discount targets and set compliance measures for demo inventory, placed capital and other financial programs.
• Analyze and report on changing needs within the region for sales programs, organizational capacity, training and utilization of field assets.
• Provide market insight, trends, competitive activity and objective measurement standards.

Leadership (Develop Self and Others)

• Recruit, select, hire and train sales representatives to ensure territories are not vacant for any longer than 4 weeks.
• Set sales objectives at the beginning of each year through the Smith & Nephew performance management systems and measure results each quarter.
• Work in the field with sales representatives weekly to ensure their activities are supporting their sales goals. Evaluate sales representative's performance against sales objectives.
• Identify development and training needs to ensure the highest standard of clinical and technical competency within the region.
• Retain and develop talent. Identify and recommend sales representatives as developmental candidates. Develop a profile of each sales representative.

Scope of Position Responsibilities:

For Supervision:

Endoscopy Sales Representatives, Associate Salse Reps and Service Technicians

For Internal and External Relationships

Customers, Sales Management, corporate support groups such as finance, sales operations, customer service, etc.

Requirements:

Must understand various sales strategies in order to capitalize on region opportunities and competitive threats. Territory size is generally $10M+ with 12 or more direct reports.

Strong understanding of financing options available through SNE and able to utilize resources to accommodate client financial needs.

Expectation is weekly travel with reps for a minimum of 1 field visit/week. Will require travel and overnight stays as required to support customer needs and rep development.

Education: B.S. degree or equivalent experience."or equivalent" (at end of this field)

Experience:

• Minimum of 5 years successful sales experience within the Medical Device industry
• 5 years proven success in sales management (preferably in medical device)

• Proven track record of sales management including overachievement of quota.
• Strong analytical capability with respect to deal profitability and problem solving
• Willingness to adapt, flexibility
• Strong presentation skills, confident, ideally brings established relationships in the region

The above job description is intended to describe the general content, identify the essential functions of, and requirement for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or requirements.

About Us:

Smith+Nephew has a proud history of more than 160 years of improving health around the world. Whilst we have grown significantly from our beginnings as a small family pharmacy in Hull, England, our caring spirit has remained the same.

Care, Collaboration, & Courage:

• Care means that we show empathy and understanding for each other, our customers and patients.
• Collaboration means we work together as a team, based on mutual trust and respect.
• Courage is about continuous learning, innovation and accountability.

At Smith+Nephew, we offer competitive and rewarding compensation and benefits packages!

Our benefits packages vary from country to country and by level, but often the total package includes the following:

A competitive salary with an annual commission plan

Strong Healthcare coverage.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

All field sales professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully compete our credentialing process, which often includes COVID 19 vaccine management.

Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.