Manager, Territory Sales

Other

 

Posting Date:11/12/2011

 

Company:MicroPhage

 

Department: Sales and Marketing

 

Reports to: VP Sales and Marketing

                                   

FLSA Status:Exempt                                                                               

 

Expiration Date:2/12/2012

 

Position Summary/Objective:

The MicroPhage Sales Specialist is responsible for achieving sales goals through a coordinated effort with a distribution network in their assigned territory. Educates, trains and leads distributor sales managers and representatives to effectively launch and rapidly penetrate the market. Along with distributor partners, initiates and leads the integrated health system sales process including demand development, evaluation, and decision-making process. Develops and leverages strong working relationships with key opinion leaders in the field of infectious disease, microbiology and pharmacy to drive demand for MicroPhage products. Implements and drives the overall business plan in the specific territory. Develops target account lists, forecasts, implement sales strategies and tactics and meet assigned financial targets. Provides regular updates to the company on market trends, competition and customer needs.

 

Essential Duties and Responsibilities:

1. Develops, plans and leads integrated health system and individual account strategy, team and individual sales processes, post-sales implementation processes.
2. Develops, plans and leads distributor education, training, and product launch programs.
3. Develops, plans and leads a network of key opinion leader in the infectious disease field including infectious disease doctors, Infectious disease pharmacists, microbiologists and industry professional organizations to drive product adoption and sales leads
4. Acts as primary, on-call technical expert/sales support liaison for partner’s sales staff; assists in developing sales strategies for specific sales targets.
5. Participates directly in the sales process when higher level expertise is required; presents to decision-making committees and leading highly technical sales calls to close a sale; coordinates outside speakers.
6. In conjunction with MP Sales and Marketing management, participates in developing the goals and strategies to launch new products to the hospital, reference lab, and in the future to the physician office lab markets.
7. Assists sales and marketing management with identifying market penetration and revenue goals.
8. Performs other related duties as assigned.

 

Required Competencies (Skills, knowledge, abilities):

· Proven history of sales success with similar products and/or industry sectors

· Experience in product sales and promotion in hospital or medical laboratory environment, to infectious disease specialists or to microbiology laboratories

· Ability to develop sales training materials and personally deliver training to sales staff

· Ability to educate and motivate sales staffs with a wide range of technical and sales related skills and abilities

· Ability to bring together and influence a variety of stakeholders associated with the sales process

· Demonstrated expertise in relationship management

· Strong presentation skills and verbal and written communication skills must be demonstrated

· Interpersonal skills are essential, and the individual must be able to work well with customers, peers and management

· Proven ability to develop and deliver on accurate sales forecasts and manage operating expenses

· Computer skills are a must; CRM experience is a plus

· A clean driving record over the last three years is mandatory

 

Education and Experience:

Bachelor’s degree in business or product-related scientific or technical field (biology, microbiology, molecular biology, etc.) and 2-5 plus years in both direct sales and territory sales management.

 

Work Environment:

Typically will work out of a remotely located office, equipped to suit the communication needs of managing a geographically disbursed sales staff.  Frequent independent travel by car and airplane is required, up to 50% time.

 

Compensation:

Competitive salary

Incentive compensation (uncapped)

Stock options

 

How to apply:

Submit your resume/CV and a cover letter to Richard.Tsai@hopkinsbio.org with subject headline: “[Title of this job position]”