POSITION PURPOSE

Provides account management for a specific geography within the United States. Responsible for sales activities to include maintaining and expanding sales within existing customer base, prospecting and building pipeline for new business opportunities to include competitive accounts and targeted non-core physicians/businesses. Will be expected to develop pipeline of capital systems and to close all transactions (including services such as marketing, service contracts and disposables).  Will work closely with regional sales leaders to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis.

PRINCIPAL ACCOUNTABILITIES:

• Accountable for meeting or exceeding assigned sales objectives on a monthly, quarterly and annual basis.
• Develops quarterly, monthly and weekly plans designed to maximize customer relationships and improve face-to-face selling time in assigned territory.
• Develops strategy for all new capital pipeline opportunities, consults with Regional Sales Manager to validate strategies to advance all such opportunities through the sales cycle.
• Communicates and monitors all opportunities in a timely fashion and with a sense of urgency.
• Delivers tangible near term actions with a vision to longer-term sustainable revenues across company offerings.
• Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to positive decisions.
• Develop articulate value propositions.
• Develop and maintain strong relationships with Regional Sales Manager (RSM) that enables collaborative efforts to be utilized.
• Create accurate forecasts for the territory based on pipeline assessment. 
• Develop strong relationships with key decision makers at multiple levels.
• Demonstrate thorough understanding with the Lumenis products and of competitive products and positioning.
• Responsible for updating Call Pattern Tracker demonstrating knowledge of target customers, competitive accounts, new growth opportunities and time and territory management; submitting reports to RSM consistently on a weekly basis.
• Responsible for accurate and useful updates in Sales Force.com on a daily basis.
• Consistently submit expenses each week in Concur.
• Required to continuously improve skills through company and outside training, demonstrating comprehension though achievement of associated examination threshold.

PRINCIPAL RESPONSIBILITES:

• Implement strategic plans with execution activities to the tactical level
  • Accurate monthly rolling forecasts
  • Favorable management of individual expenses
  • Drive sales to meet or exceed targets
• Achieve quota for the assigned territory
  • Create sales plans to increase opportunities in the pipeline
  • Close business for all accounts
• Conduct customer research to identify specific customer challenges and needs
  • Build relationships with key customers in the territory
  • Partner with Marketing to provide materials that drive opportunities
  • Maintain full understanding of new developments with current and future technologies
• Continuously learn and develop sales skills as defined by the company
  • Attend sales training classes
  • Learn and demonstrate approaches to develop opportunities
  • Time management
  • Customer relationship management

JOB COMPLEXITY

Develop account objectives and action plans.  Achieve a balance: near term objectives with longer-term sustainable business without jeopardizing either. Errors in judgment can result in lost revenue, adverse impact to company image, and cause permanent loss of accounts.  Create differing solutions based on customer needs assessments and options within product attainment offerings. Requires frequent internal contacts within Sales and other functional groups within the company.  Create strong partnerships through the occasional contact with Service and Product Development teams. Frequent external contacts with customers, thought leaders, professional organizations and allied companies.

REQUIREMENTS

Excellent verbal, presentation and written communication skills. Very strong interpersonal skills with the ability to influence required.  Possess consistent time and territory management skills, inclusive of forecast accuracy, detailed customer information and competitive knowledge. Demonstrated proficiency in common PC applications, particularly within the full Microsoft Office Suite in addition to sales CRM such as SalesForce.com. Possess excellent organizational, negotiation, and analytical skills. Strong evidence of self-sufficiency creating and working a plan to drive revenue from assigned territory. Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results. Possess strong listening skills as demonstrated through the ability to ask secondary and tertiary probing questions. Prior track record of and possess a strong desire to continually learn and grow both personally and professionally. Must maintain technical/product representation skills and knowledge base at or above an exemplary level. Travel within assigned territory is required.

EXPERIENCE:

Bachelor's degree in Business, Life Sciences or related discipline. (Commensurate experience may be substituted for degree).

3+ years of previous medical sales experience with demonstrated excellent results (greater than 100% achievement) on a consistent basis.

3+ years of successful selling into hospital, clinics or specialized medical practice environments.

3+ years of successful selling into ophthalmological or vision practices

3+ years of successful selling into a medical specialization, with preference given to retina and/or glaucoma.

Demonstrated ability to drive results in a team environment

Ability to manage and close complex sales

Ability to manage quota in excess of $1M annually

COMPETENCIES REQUIRED:

Resiliency

Time management (productive use of time) and Planning

High regard for achievement and advancement

Communication of Solutions

Communication of Opportunities

Ownership and responsibility

Organization and logical thought processes

Manage multiple priorities effectively

Influence management.

Collect and organize account information

Utilize sales support resources (technology, people, materials)

Forecast accurately

Size up situations (accurately identifies customer influencers and decision makers)

Uncover and respond to customer needs

Handle service challenges

Demonstrate questioning or probing skills

 

The job description outlined above reflects general details as necessary to describe the primary functions of this job, the level of knowledge and skill typically required, but should not be construed as an all-inclusive listing of work requirements. Individuals may be asked to perform duties other than those mentioned above in order to cover absences or relief in the appropriate department to equalize peak work periods or otherwise balance the workload.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or on the basis of disability, gender identity, and sexual orientation.