Remote Area Sales Manager

Summary

The Area Sales Manager is responsible for achieving sales goals in an assigned geographic area by managing Key Account Managers (KAMs). The role requires travel up to 75% of the time and involves coaching, mentoring, and leading a high-performing team. This position reports to either the VP of Sales or National Sales Director.

Requirements

• Bachelor’s degree preferably in Marketing, Business, or a related field
• 7-10 years of sales experience, ophthalmic market preferred
• 1-3 years in sales management, pharmaceuticals/medical device experience
• Possess a current and valid driver's license

Responsibilities

• Achieve sales/revenue goals in an assigned geographic area
• Manage 8-10 Key Account Managers (KAMs)
• Identify, recruit, coach, and retain top talent of the region assigned
• Lead a team of KAMs to grow sales through crucial account development, coaching, management, and mentoring
• Proactively manage the team's customer-facing activity levels as a leading indicator of sales performance
• Provide detailed and accurate sales forecasting by each Key Account Manager (KAM)
• Weekly KAM performance reviews vs. goals and other customer activity should be routine
• Plan on working, in-person, with each KAM at least once every 6-8 weeks for an established territory but at least once a month for a new KAM hire
• Assess and refine individual KAM skill sets and define and implement corrective actions as needed to maximize sales impact and development
• Effectively manage budget and resources
• Responsible for meeting or exceeding monthly, quarterly, and yearly revenue goals for the region
• Execute sales plans to achieve objectives in assigned region
• Oversee and evaluate sales performance and adjust as needed to meet competitive conditions
• Monitor customer, market, and competitor activity and update the organization accordingly
• Establish and maintain relationships with key opinion leaders and strategic partners
• Direct staffing, to include recruitment, hiring, and training of additional team members and delivering performance evaluations following company requirements
• Meet with key customers and new prospects, and assist Key Account Managers (KAMs) with negotiating and closing business transactions
• Review and analyze KAM sales performance and plans to determine effectiveness in achieving individual goals
• Lead regional sales activities and manage resources to deliver profitable growth to the organization
• Coach and mentor team members to achieve regional objectives through consultative and value-based communications with the ophthalmic community
• Utilize resources to enhance productivity and provide optimal customer satisfaction
• Works closely with and execute cohesive strategies with Commercial Leadership, Marketing, Market Access, Medical, and Sales Operations to ensure portfolio success