Area Sales Manager
19 hours ago
Rockford
Area Sales Manager Sophysa USA | Sales | Full-Time | Field-Based within Assigned U.S. Territory Reports to: General Manager, Sophysa USA, or designee Position Summary The Area Sales Manager (ASM) is accountable for profitable sales growth, Agent management, customer retention, new hospital account development, and effective sales coverage within an assigned U.S. territory. The role combines direct selling with leadership and development of assigned independent sales agents, where applicable. The ASM is responsible for commercial execution across Sophysa’s hydrocephalus, neuromonitoring, and external ventricular drainage portfolio, as available and authorized for sale in the United States. The ASM owns territory execution from prospecting and opportunity qualification through clinical evaluation, purchasing approval, conversion, and sustained product utilization. The role develops relationships with neurosurgeons, neurocritical care teams, nursing, supply chain, value analysis, hospital leadership, and other key stakeholders. Territory Growth & Account Ownership • Deliver assigned revenue, unit, product mix, new business, and account-growth objectives within approved pricing, expense, and commercial policies., • Protect existing business, identify account risks, and develop timely action plans to maintain customer relationships and product utilization., • Develop an annual territory business plan with quarterly priorities addressing target accounts, competitive conversions, underpenetrated accounts, coverage gaps, and product adoption opportunities., • Personally lead strategic opportunities and participate in joint customer calls with assigned agents., • Build relationships across clinical, administrative, and purchasing stakeholders to support long-term account growth., • Manage the complete sales process, including prospecting, needs assessment, approved product presentations, stakeholder alignment, evaluation planning, value analysis submissions, proposals, negotiation within authority, purchasing approval, and post-sale follow-through. Agent Leadership & Territory Coverage • Establish account priorities, sales objectives, reporting expectations, and action plans with assigned independent sales agents consistent with their agreements., • Develop agent product knowledge, selling effectiveness, account planning, and opportunity execution through regular communication and field engagement., • Review agent performance and pipeline monthly, identify gaps, establish corrective actions, and follow through on agreed expectations., • Identify inactive or insufficient coverage and recommend agent recruitment, territory adjustments, or replacement to the General Manager., • Support initial screening, onboarding, training, and transition planning for new agents., • Coordinate agent selection, agreement documentation, and administrative requirements with the U.S. Commercial Operations Manager as process lead. Clinical Evaluations & Product Adoption • Qualify evaluations before company resources are committed by confirming the clinical sponsor, intended use case, purchasing pathway, success criteria, timeline, and realistic conversion opportunity., • Coordinate evaluations and customer education with Clinical and assigned agents while appropriately managing available resources., • Track evaluation milestones, equipment placement, customer feedback, purchasing decisions, conversion status, and ongoing product utilization., • Support approved product launches, in-service education, and customer training., • Provide product support consistent with company training, approved labeling, and individual authorization. Clinical treatment decisions remain the responsibility of the treating healthcare professionals. Forecasting & Commercial Execution • Maintain accurate and timely CRM records, including opportunity stage, expected value, anticipated timing, stakeholders, next actions, and identified risks., • Provide evidence-based forecasts and communicate material changes affecting expected results., • Maintain an active territory pipeline sufficient to support assigned growth objectives., • Coordinate quotations, approved pricing, contracts, orders, consignments, demonstrations, rentals, and loaned equipment with Commercial Operations., • Support inventory accountability and timely resolution of customer service, order, pricing, or payment issues affecting assigned accounts., • Capture actionable competitive and customer feedback for the General Manager, Marketing, Clinical, and other appropriate functions., • Use approved promotional and educational materials and route requests for new claims or collateral through the appropriate company review process., • Follow applicable quality, regulatory, compliance, credentialing, and commercial requirements., • Promptly report complaints, potential adverse events, and product issues through designated company channels. Reporting Relationships & Decision Authority The General Manager retains direct oversight of ASM performance, sales priorities, quotas, territory assignments, agent coverage, and sales organization decisions. The ASM recommends agent appointments, coverage changes, territory priorities, commercial exceptions, and resource requirements based on documented business needs. The U.S. Commercial Operations Manager leads contract administration, commercial documentation, and related operational processes. Marketing supports positioning, campaigns, and physician engagement, while Clinical leads clinical education and evaluation support. The ASM remains accountable for the opportunity plan, customer relationship, and commercial follow-through. The ASM may operate within documented delegated authority. Agent agreements, employment decisions, nonstandard pricing, contract terms, unbudgeted commitments, territory changes, and other exceptions require designated approval before a commitment is made. Measures of Success Performance expectations and targets are established with the General Manager and may include: • Sales Performance: Territory revenue and units against plan, growth, product mix, customer retention, and price realization., • Business Development: Qualified opportunities, new active accounts, competitive conversions, evaluation conversion, time to conversion, and recurring product utilization., • Agent Effectiveness: Productive coverage, progress against account plans, completion of corrective actions, and quality of opportunity reporting., • Commercial Execution: Forecast accuracy, CRM completeness, expense discipline, equipment accountability, and timely completion of required training, credentialing, and quality reporting. Qualifications & Capabilities • Bachelor’s degree or an equivalent combination of education and relevant experience., • Typically, five or more years of successful hospital medical-device sales experience., • Demonstrated success achieving sales objectives, developing new business, converting competitive accounts, and navigating complex hospital purchasing processes., • Experience developing, managing, or working through independent sales agents is strongly preferred., • Neurosurgery, neurocritical care, hydrocephalus, or related clinical-market experience is preferred., • Experience selling capital equipment and associated disposable or recurring-use products is preferred., • Strong clinical learning ability, consultative selling, negotiation, account planning, coaching, analytical, organizational, and communication skills., • Ability to independently manage a geographically dispersed territory and prioritize competing opportunities., • Proficiency with CRM systems and standard business productivity tools. Travel & Working Requirements Regular territory travel is required, including approximately 2–3 overnight stays per week, depending on territory and business needs. Additional travel may be required for conferences, sales meetings, training, and customer activities. Some evening and weekend activities may be required. Candidates must be able to access hospitals and other healthcare facilities and satisfy applicable customer credentialing requirements. A valid driver’s license and acceptable driving record are required for positions involving company-related driving. Employment may be contingent upon successful completion of a criminal background check, drug screening, and other job-related or customer-required screenings, consistent with applicable law. The employee must be able to perform the essential functions of the position, with or without reasonable accommodation, including regular travel, transportation of product and demonstration materials, and field-based responsibilities within hospital and clinical environments. Additional details regarding assigned territory, compensation and incentive structure, travel reimbursement, territory residency expectations, and performance objectives will be defined for the applicable opening. Sophysa USA is an equal opportunity employer. Employment decisions are made without regard to legally protected characteristics and in accordance with applicable federal, state, and local law.
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