ABOUT US Smith & Nephew is a diversified advanced medical technology business that supports healthcare professionals in more than 100 countries to improve the quality of life for their patients.
We have leadership positions in Orthopedic Reconstruction, Advanced Wound Management, Sports Medicine and Trauma:
- Orthopedics Reconstruction - joint replacement systems for knees, hips and
shoulders
- Advanced Wound Management - wound care treatment and prevention
products used to treat hard-to-heal wounds
- Sports Medicine - minimally invasive surgery of the joint
- Trauma & Extremities - products that help repair broken bones
We have over 15,000 employees around the world. Annual sales in 2015 were more than $4.6 billion.
We are a constituent of the UK's FTSE100.
As the Director of Sales you will be reporting to the Vice President, US Sales of Trauma and Extremities, and will be responsible for achieving the sales quota, profitability and marketing objectives in assigned region while operating within the Company policies/procedures and expense budget.
This role has responsibility for attracting, developing, training, retaining and managing sales talent to achieve sales revenue and gross profit in the region.
The role is also responsible for providing accurate and timely marketing information, analyses, recommendations and for facilitating good communications between the sales representatives and Smith & Nephew functions
Essential Functions: - Develops and implements business plans under the direction of VP Sales
Trauma & Extremities.
- Achieves sales quotas by driving sales teams to deliver above market share
growth through product sales introductions in assigned district/territory.
- Implements sales strategies and tactics for the area, promoting products to
existing and new customers through the sales reps.
- Establishes and develops rapport with key surgeons (Orthopedic & Podiatric)
in and out of aligned district.
- Engages with admin level customers (hospital and ambulatory surgery centers)
to lead and manage positive and productive relationships.
- Provides timely and meaningful customer reviews.
- Recruits, hires, trains and manages an effective sales growth oriented team
(Trauma & Extremity Specialists).
- Maintains routine and robust lines of communications, field rides, management
support, leadership, performance management and development of each
report.
- Leads via Sales Admin and Logistics Team to properly and profitably support,
align and utilize all needed product assets to drive sales and market share
growth.
- Ensures key Smith & Nephew Educational Programs are being communicated
and implemented for the respective sales specialists (Trauma Specialist /
Extremities Specialist), customers (Hospitals / Ambulatory Surgery Centers),
and surgeons (Foot & Ankle / Hand & Wrist) to support sales growth.
- Conducts routine Performance Evaluations (quantitative/qualitative) with
respective sales team, as well as with VP Sales Trauma & Extremities. Assure
compliance with all Smith & Nephew policies.
- Domestic travel within the region up to 75%
Qualifications Requirements: - Bachelor's degree in business/marketing or related field.
- Ability to travel extensively within the assigned region up to 75% to provide
customer support & development.
- Minimum 5 years successful sales experience within Med Device industry and
5 years proven success in sales management, including over achievement of
quota. Proven success in achieving sales objectives in a variety of distribution
structures and product segments.
- Must be able to understand various sales strategies in order to capitalize on
opportunities and competitive threats.
- Be able to understand financing options and is able to utilize resources to
accommodate clients needs.
- Strong analytical capability to understand deal profitability and problem solving
- Willingness to adapt and be flexible
- Strong presentation Skills and confidence
