About Smith & Nephew
Smith & Nephew is a global medical technology business dedicated to helping improve people's lives. With leadership positions in Orthopaedic Reconstruction, Advanced Wound Management, Sports Medicine and Trauma, Smith & Nephew has around 11,000 employees and a presence in more than 90 countries.
General Summary: Reporting to a Regional Vice President, the Director of Sales is 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 responsible for providing accurate and timely marketing information, analyses, recommendations and for facilitating good communications between the sales representatives and Smith & Nephew Endoscopy.
Essential Job Functions: Meet and/or exceed overall key performance indicators including sales revenue, growth objectives, gross profit, inventory, consignment, etc.
Implement the companyales strategies and tactics for the region, promoting products to existing and new customers through the sales reps in the region.
Forecast results appropriately for each fiscal period.
Maintain an active management role with key accounts and strategic partners.
Assure compliance with all Smith & Nephew policies, (ie Advamed Code of ethics.)
Set Direction
Develop and implement an annual business plan and measure outcomes.
Establish quotas, discount targets and set compliance measures for demo inventory, placed capital and other financial programs.
Analyze and report on changing needs within the region for sales programs, organizational capacity, training and utilization of field assets.
Provide market insight, trends, competitive activity and objective measurement standards.
Leadership (Develop Self and Others)
Recruit, select, hire and train sales representatives to ensure territories are not vacant for any longer than 4 weeks.
Set sales objectives at the beginning of each year through the Smith & Nephew performance management systems and measure results each quarter.
Work in the field with sales representatives weekly to ensure their activities are supporting their sales goals. Evaluate sales representativesrformance against sales objectives.
Identify development and training needs to ensure the highest standard of clinical and technical competency within the region.
Retain and develop talent. Identify and recommend sales representatives as developmental candidates. Develop a profile of each sales representative.
Must understand various sales strategies in order to capitalize on region opportunities and competitive threats. Territory size is generally $10M+ with 12 or more direct reports.
Strong understanding of financing options available through SNE and able to utilize resources to accommodate client financial needs.
Expectation is weekly travel with reps for a minimum of 1 field visit/week. Will require travel and overnight stays as required to support customer needs and rep development.
Qualifications Experience: Education: B.S. degree or equivalent experience.
-Minimum of 5 years successful sales experience within the Medical Device industry
-5 years proven success in sales management (preferably in medical device)
-Proven track record of sales management including overachievement of quota.
-Strong analytical capability with respect to deal profitability and problem solving
-Willingness to adapt, flexibility
-Strong presentation skills, confident, ideally brings established relationships in the region
Smith & Nephew is an Equal Opportunity/Affirmative Action Employer - AA/EOE/M/F/D/V and participates in the E-Verify Program
