About NeurOptics
NeurOptics Inc. is the leader in the science of neurological pupillometry. Driven by a passion to help clinicians provide improved neurological patient outcomes, the company has developed an innovative technology for use in the areas of critical care nursing, critical care medicine, neurology, neurosurgery, and emergency medicine which enables clinicians to enhance their patient neurological evaluations by providing information from the human eye to facilitate critical medical decision making. Headquartered in Irvine, California, NeurOptics is represented in the US and over 40 countries worldwide.
At NeurOptics, we are passionate patient advocates. For us, helping clinicians provide improved neurological patient outcomes is our life's work.
Candidate Description
**This is a remote based role. Candidate can reside in Dallas, Austin, Houston or San Antonio**
The Area Sales Manager (ASM) is a key member of a dynamic sales and marketing sales management team charged with introducing advanced technology and standard of care in critical care neurological patient management. This position is based in a major city within the assigned area geography, with easy access to a primary airport hub in the designated area. This position will be home-based, with extensive overnight travel requirements and attendance and personal involvement in territory and national issues across multiple time zones daily.
In this high-profile role, the ASM, reporting to the Zone Sales Director (ZSD), is focused on the development of their sales team, to include Sales team coaching, sales goal achievement, team member sales skill development, strategic account and territory management skill development and sales execution of the Company Sales Game Plan. The ideal candidate will be a high-impact, self-motivated and team-oriented individual with a demonstrated history of sales success and effective account development. The individual is “other focused”, motivated to achieve success through their team and wholly enjoys attributing the recognition of success through their sales team members.
The Area Sales Manager candidate is an individual who emulates a collaborative, team-oriented approach. The successful Area Sales Manager candidate has a long history of demonstrated management skills to include:
- High level of emotional intelligence as it relates to developing team-oriented, positive and team-focused approach to interactions with their direct sales team members, colleagues, internal team members, etc.
- Driven by affecting the achievement of success through others. The Area Sales Manager position is wholly focused on effectively coaching, developing, and motivating their sales team to achieve their territory sales quota objectives, develop successful customer relationships, and develop their sales and territory management skills.
- Focused on the team’s success. The successful Area Sales Manager candidate, while having a demonstrated history of individual sales success, is an individual who is internally motivated by helping others succeed through coaching, strategizing, and working together with their sales teammates to achieve their team members’ territory goals.
- Enjoys and is motivated by affecting the achievement and recognition of success of others, vs individual success.
RESPONSIBILITIES
Direct Reporting Relationships/Geography: Area Sales Manager
- Direct responsibility for Associate Territory Managers (ATM)/Associate Clinical Territory Managers (ACTM) and Territory Managers (TM)/Clinical Territory Managers (CTM), totaling 7-10 direct reports. For the Southern Area, this would include direct reports residing in: Atlanta, New Orleans, Dallas, Phoenix and Denver.
- NeurOptics reserves the right to modify and change these geographical boundaries to meet the needs of the business.
Drive Sales Effectiveness
- Lead the growth of the sales team to an outcomes-based team, developing competencies in the clinical application of products and service offerings.
- Reinforce the best use of tools such as CRM to capture data, provide information, and form the foundation of account planning and analysis.
- Support our internal team (Customer Service, Operations, Marketing, Regulatory, etc.) across all aspects related to the Area Sales Team.
Manage, coach, and develop a sales team to achieve sales territory success
- Effectively coach, develop and motivate the Area Sales Team of ATMs/ACTMs/ TMs/CTMs. Create conditions that enable each team member to be successful.
- Implement compensation/commission plans and other sales incentive programs to drive and reward desired behaviors and results.
- Establish clear objectives and performance expectations to result in high sales team effectiveness with established metrics and rewards.
- Ensure that all required training is identified for and completed by the entire sales team.
- Work with the Zone Sales Director (ZSD) to hire, train, and promote individuals with the skills and competencies necessary to achieve superior results.
- Develop a team environment and culture that values each team member’s strengths to the benefit of the team and promotes individual career development.
- Exhibit positivity, flexibility, creativity, and a willingness to take on new responsibilities as requested or required.
Field Travel Requirements
- Prioritize and develop monthly travel calendars and quarterly work-with schedules to achieve field travel goals and metrics.
- Travel a minimum of 6 days quarterly with each ATMs/ACTMs/ TMs/CTMs, achieving a Field Travel Objective of a minimum of 3 full days/3 overnights per rep, as well as additional travel with sales team as needed.
- Attend key tradeshows as scheduled, providing field management leadership for our field team.
- Attend and participate in home-office based meetings with the internal support team routinely
Drive Customer Engagement and Customer Relationships
- Coach each sales team member as to how to develop deep customer relationships their accounts. Work closely with each sales team member to develop individual account strategies and plans to execute our Company Sales Game Plan.
- Teach and initiate follow-up coaching for ATMs/ACTMs/TMs/CTMs as to how to effectively map accounts, identify decision makers and influencers and how to identify and engage with these customers to drive sales.
Ongoing training and clinical knowledge development of sales team
- Provide ongoing product and clinical training with the sales team during field work-with experiences. Assess sales team member skills, identify opportunities for skill enhancement, and develop a plan and timeline to implement, coaching for skill enhancement.
- Implement product launch plans for products and services, as outlined by Marketing, focusing on effective execution of sales messaging at the account level by the sales team.
Vision and Leadership
- Drive sales execution across the sales team, demonstrating innovative thinking to generate customer-focused business solutions that drive sales in alignment with Company goals.
- Develop a strong business and financial acumen and partner with Marketing to identify, plan for and develop sales opportunities across the sales team existing and potential customer segment.
Funnel: Forecast, Upside and Pipeline
- Work with the sales team members individually and collectively to evaluate and advance sales opportunities along the selling cycle stages, focusing on closing opportunities to achieve sales performance goals.
Strategic Account Management
- Work with the sales team members individually and collectively to evaluate and advance sales opportunities along the selling cycle stages, focusing on closing opportunities to achieve sales performance goals.
Education, Experience and Qualifications
- A bachelor's degree required
- 5+ years successful track record of medical device sales experience
- 2+ years of experience managing a medical device sales team
- Previous history of successful, team-focused indirect coaching responsibilities that demonstrate the ability to lead and inspire others
- Demonstration of increasing responsibility in leadership positions
- Experience with systems that support tracking sales data and customer relationship manager (CRM) software
- Ability to integrate and apply complex figures, data, and information into potential sales models.
- Excellent communication skills, both oral and written
- Highly proficient in MS Excel, PowerPoint, Word, Outlook
- Up to 60-70% travel required
- Ability to independently operate a motor vehicle. Driver’s license required.
Preferred Qualifications
- Demonstrated successful pupillometry sales experience
- Experience selling into the acute care setting, specifically critical care units of hospitals ie. Emergency Room, Intensive Care Units
Compensation and Benefits
A first-year compensation opportunity for the ASM position includes a combined salary and monthly commissions, as well as a monthly technology allowance. NeurOptics is very proud to offer its employees a competitive employee benefits package which includes an employer-matching 401K Program, 100% employer-paid health insurance per Company health program, and paid vacation and holidays.
Company Benefits Overview
The full time ASM will be eligible for participation in the Company Employee Benefits Program to include:
- 100% Employee Healthcare coverage
- NeurOptics Employee Healthcare Plan
- Company Paid Life Insurance
- Technology Allowance
- Car Allowance
- Paid time off to include vacation, holidays, and sick time
- 401K Program- Employer Matching
Training and Continued Professional Development
A core value of NeurOptics is training and ongoing professional development. We invest in professional education to ensure all our field personnel are highly trained professionals who are completely prepared to meaningfully represent our products and services to our customers across the spectrum of clinical areas and medical specialties where the neurological patient is treated. Ongoing professional development will continue throughout the career of all NeurOptics’ field personnel.
Physical Requirements and Work Environment
The ASM-Full Time position is home-based with significant travel calling on hospitals and emergency departments across their territory to conduct training and inservice programs, and ensure our equipment is in good working order. Daily territory travel is a fundamental job component, so the ability to operate a motor vehicle and maintain a valid driver’s license is required.
The ASM-Full Time position requires frequent driving, sitting, standing, and walking. This position requires standing for extended periods when facilitating customer meetings or walking in hospitals and clinics. Daily use of a computer and other computing and digital devices is required. The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods.
Job Type: Full-time
Pay: $175,000.00 - $215,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Application Question(s):
- Are you willing to travel 70-80% of the time?
- Do you have experience selling into critical care units of hospitals?
- What city and state do you currently reside in?
- What total compensation range (base + commission) are you targeting?
- How many years of experience do you have selling medical devices?
- How many years of experience do you have managing medical device sales teams?
Work Location: Remote
