District Sales Manager - Orlando, FL - 2 of 2

POSITION SUMMARY

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

ESSENTIAL FUNCTIONS OF THE POSITION

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times.
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables.
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service.
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:

o Establish economic value for a procedure.

o Set standards with customers to drive best practices around initial experience with product.

o Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.

o Establish patient funnel with customers and constantly monitor to ensure no lost patients.

o Develop relationship with schedulers to facilitate getting month-over-month procedures booked.

o Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.

• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product.
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency.
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting.
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization.
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products.
• Participate in industry-related trade shows/meetings.
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements.
• Perform special projects and other duties as assigned.

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees.
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology.
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups.
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills.
• Positive attitude and passion for working within the pain management and anesthesiology field.
• High level of organization with regard to schedule management and follow-up skills.
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment –

o Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).

o Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.

o Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.

o Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.

o Reasonable access to airport for travel.

o When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Disclaimer:The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of all employees assigned to this position. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

In addition to offering a great culture and work environment, Vertos also offers the following benefits:

Health Insurance

• Medical
• Dental
• Vision
• Basic Life and AD&D
• Supplemental Life & AD&D
• Long-Term Disability
• Health Care and Dependent Care Flexible Spending Accounts (FSAs)
• Health Savings Accounts (HSAs) with employer contribution

Paid Time Off

• Paid Time Off
• Paid Holidays
• Jury/Witness Duty Leave
• Bereavement Leave
• Parental Leave Salary Continuation
• Short-Term Disability Salary Continuation

Other Benefits

• 401(k) Retirement Savings Plan with employer match
• Employee Assistance Program
• Voluntary Accident, Critical Illness, Hospital Indemnity and Legal
• Access to BenefitHUB discounts for 200,000 + vendors