Regional Sales Manager - Central Region (Aesthetics)
LUMENIS, Nashville, TN, United States
Title:
Aesthetics Regional Sales Manager Reporting to:
VP of Aesthetics Sales Location:
North Central Region This position requires travel of 50% or less, driving and/or flying throughout the assigned territory. POSITION PURPOSE:
Provides management and sales leadership for a specific region within the United States. Responsible for all sales activities (strategic and tactical) 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. Develops winning selling strategies and executes on implementation plans. Provides frequent coaching and feedback to sales reps, reinforcing established training programs while demonstrating best practice behavior. Manages staffing, training, and performance of sales reps throughout the year emphasizing a strong culture of continuous learning. Will coach sales reps in the development of pipeline of capital systems, marketing services, contracts, disposables and other services and to close all transactions while maintaining strong Average Selling Price and margins. Responsible for P&L of the region with accountability of all aspects of driving profitability. Meets with key clients, assisting sales reps with maintaining relationships and negotiating and closing deals. Ideal candidate will be in Ohio, Michigan, Tennessee, Indiana or New Orleans. PRINCIPAL ACCOUNTABILITIES:
Directs sales forecasting for the region and sets performance goals accordingly. Accountable for meeting or exceeding region sales and margin objectives on a monthly, quarterly, and annual basis. Analyzes data in SalesForce.com to aid in directing sales reps to highest priority activities. Meets with sales reps to develop quarterly, monthly, and weekly plans designed to maximize customer relationships and improve face-to-face selling time. Coaches' sales reps on the development of strategy for all new capital pipeline opportunities and to advance all such opportunities through the sales cycle. Manages performance and provides feedback in a timely manner. Works closely with US Marketing team to provide passion around specific market promotions. Provides important product market feedback to drive new market opportunities. Participates in the interview and selection of new sales reps using established tools. Manages escalated customer issues and brings in additional resources (service, technical support, etc.) as needed to provide resolution. 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. Develops and coaches articulate value propositions. Develop and maintain strong relationships with sales reps that enable collaborative efforts to be utilized. 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 analyzing Call Pattern Tracker of the sales reps; coaching them on how to gain knowledge of target customers, competitive accounts, new growth opportunities and time and territory management. Analyzes and controls expenses of the region to conform to budgetary guidelines. Required to continuously improve skills through company and outside training, demonstrating comprehension through achievement of associated examination threshold. EXPERIENCE:
Any bachelor's degree or equivalent (required) 8+ years of previous sales experience with demonstrated excellent results consistently 4+ years in a sales leadership role Must have previous Aesthetic Sales experience Prefer previous Aesthetics capital equipment sales experience Demonstrated ability to drive results in both an individual and team environment Ability to coach and mentor others Ability to manage and close complex sales (tangible and intangible) Ability to manage quotas in excess of $3M annually Ability to be successful in an unstructured environment. Laser and light-based product knowledge strongly preferred Compensation & Benefits:
Competitive Base Salary, Bonuses, plus uncapped commissions. Monthly car and home office allowance Travel and entertainment expense budget Benefits package including Medical, Dental, Vision, and company matching 401(k). Employee paid Life/AD&D/LTD. Benefits start day 1! Unlimited PTO Excellent culture 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. The job description outlined above reflects general details as necessary to describe the primary functions of this job and 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. Applicants responding to this posting must be able to provide proof of eligibility to work in the United States.
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Aesthetics Regional Sales Manager Reporting to:
VP of Aesthetics Sales Location:
North Central Region This position requires travel of 50% or less, driving and/or flying throughout the assigned territory. POSITION PURPOSE:
Provides management and sales leadership for a specific region within the United States. Responsible for all sales activities (strategic and tactical) 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. Develops winning selling strategies and executes on implementation plans. Provides frequent coaching and feedback to sales reps, reinforcing established training programs while demonstrating best practice behavior. Manages staffing, training, and performance of sales reps throughout the year emphasizing a strong culture of continuous learning. Will coach sales reps in the development of pipeline of capital systems, marketing services, contracts, disposables and other services and to close all transactions while maintaining strong Average Selling Price and margins. Responsible for P&L of the region with accountability of all aspects of driving profitability. Meets with key clients, assisting sales reps with maintaining relationships and negotiating and closing deals. Ideal candidate will be in Ohio, Michigan, Tennessee, Indiana or New Orleans. PRINCIPAL ACCOUNTABILITIES:
Directs sales forecasting for the region and sets performance goals accordingly. Accountable for meeting or exceeding region sales and margin objectives on a monthly, quarterly, and annual basis. Analyzes data in SalesForce.com to aid in directing sales reps to highest priority activities. Meets with sales reps to develop quarterly, monthly, and weekly plans designed to maximize customer relationships and improve face-to-face selling time. Coaches' sales reps on the development of strategy for all new capital pipeline opportunities and to advance all such opportunities through the sales cycle. Manages performance and provides feedback in a timely manner. Works closely with US Marketing team to provide passion around specific market promotions. Provides important product market feedback to drive new market opportunities. Participates in the interview and selection of new sales reps using established tools. Manages escalated customer issues and brings in additional resources (service, technical support, etc.) as needed to provide resolution. 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. Develops and coaches articulate value propositions. Develop and maintain strong relationships with sales reps that enable collaborative efforts to be utilized. 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 analyzing Call Pattern Tracker of the sales reps; coaching them on how to gain knowledge of target customers, competitive accounts, new growth opportunities and time and territory management. Analyzes and controls expenses of the region to conform to budgetary guidelines. Required to continuously improve skills through company and outside training, demonstrating comprehension through achievement of associated examination threshold. EXPERIENCE:
Any bachelor's degree or equivalent (required) 8+ years of previous sales experience with demonstrated excellent results consistently 4+ years in a sales leadership role Must have previous Aesthetic Sales experience Prefer previous Aesthetics capital equipment sales experience Demonstrated ability to drive results in both an individual and team environment Ability to coach and mentor others Ability to manage and close complex sales (tangible and intangible) Ability to manage quotas in excess of $3M annually Ability to be successful in an unstructured environment. Laser and light-based product knowledge strongly preferred Compensation & Benefits:
Competitive Base Salary, Bonuses, plus uncapped commissions. Monthly car and home office allowance Travel and entertainment expense budget Benefits package including Medical, Dental, Vision, and company matching 401(k). Employee paid Life/AD&D/LTD. Benefits start day 1! Unlimited PTO Excellent culture 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. The job description outlined above reflects general details as necessary to describe the primary functions of this job and 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. Applicants responding to this posting must be able to provide proof of eligibility to work in the United States.
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