Area Sales Director

Summary

Join Calyxo, a medical device company, as their Area Sales Director and lead sales activities to exceed objectives. Develop and implement strategies to ensure regional sales teams successfully adopt the CVAC system. Manage and coach Regional Business Managers (RBMs), providing performance feedback and guidance. Collaborate with cross-functional teams on special projects, sales training, and strategic initiatives. Build and maintain relationships with key customers and KOLs. Develop and maintain area business plans, forecasts, and monitor competitive activity. Manage expenses and support company goals and objectives. Contribute to a positive team environment and embody Calyxo's values.

Requirements

• BA in Business (or related discipline) or equivalent work experience and a minimum of 10 years of related experience
• Minimum of 5 years of sales management experience required, with a proven track record of successfully leading and supporting remote-based teams; proven experience managing managers is strongly preferred
• Thorough knowledge of the medical device market, products, and area’s customer base
• Strong written and verbal communication and interpersonal skills
• Excellent negotiating skill and ability to adapt to changing work priorities
• Ability to maintain good working relationships while dealing appropriately with sensitive and confidential matters with a variety of personal and customer contacts
• Proficiency required with PC-based MS platforms including Microsoft Word, Excel, PowerPoint, and Outlook
• Ability to work independently
• Ability and willingness to travel up to 80% including overnight travel
• Valid driver’s license issued by the state in which the individual resides; good driving record

Responsibilities

• Meet or exceed monthly and quarterly sales quota for the Area by providing significant input into the development of quarterly quotas, MBOs, and compensation plans. Participate in the rollout of these plans to the Area
• Source, recruit, and develop talent with input from the VP of Sales, including building and maintaining a strategic hiring plan and prioritizing hiring for the entire Area
• Manage assigned Regional Business Managers (RBMs) within the assigned Area. Implement effective coaching techniques to maximize RBM productivity, the productivity of the teams, and the development of CVAC physician champions
• Provide written quarterly follow-up to Regional Business Managers on regional business objectives, sales performance, business planning, and strategic decision making in assigned geography
• Deliver performance feedback (e.g., post-field rides, mid-year and annual reviews, and other misc. opportunities) in a timely manner, partnering as needed with the VP of Sales and cross-functional teams
• Partner closely with the VP of Sales and cross-functional leaders to develop and manage special projects including Sales Training, corporate strategy initiatives, leadership development initiatives, and other related programs
• Provide ongoing career guidance to the team by facilitating situational skill development needed to achieve developmental goals. Identify potential leaders within the Sales organization and cultivate them for future leadership opportunities
• Ensure Area’s implementation and execution of marketing programs and launch supporting CVAC strategies. Assess the current strategy and messaging and collaborate extensively on new sales strategies and other sales initiatives as needed
• Continually maintain a complete and thorough understanding of the Area by working with the team to identify key target accounts and customers. Maintain a thorough understanding of missed business opportunities, challenges, and other related activities within the assigned Area and develop targeted strategies to address
• Build and maintain relationships with key customers and KOLs within Area. Partner closely with the VP of Sales and cross-functional teams to identify and prioritize customers for higher-level corporate relationships
• Maintain a quarterly and annual Area business plan that outlines area sales objectives and areas of vulnerability. Provide accurate monthly and quarterly forecasts for the Area
• Monitor and share competitive activity with the field and in-house stakeholders as appropriate
• Partner closely with RBMs and the broader organization to develop commercialization strategies
• Manage expenses, including travel, per the approved budget
• Proactively support company goals and objectives, policies and procedures, the Quality System, and other regulatory requirements
• Actively work to promote team building and morale within the organization
• Perform other duties as assigned
• Contribute to our culture by demonstrating our values of “high integrity,” transparency,” “win as a team,” and “find joy.”

Benefits

• Competitive salary - includes a generous $215,000 annual base salary, $120,000 uncapped annual commission at plan, car, internet, and cell phone allowance
• Stock options - ownership and a stake in growing a mission-driven company
• Employee benefits package that includes a 401(k) plan, healthcare insurance and paid vacation