Description: |
This position covers Washington, Oregon, Idaho, Montana, Wyoming, and Northern Colorado.
The primary responsibility of the Area Manager position is to increase the revenue from their defined Area. This is done by leading and motivating their Account Executives to establish and maintain Individual Testing Sites within individual physician accounts.
Area Managers are responsible for the management of the Account Executives within their region. The management of the Account Executives includes the implementation of the sales strategy for the Account Executive’s territory, providing feedback on sales calls and territory management. Managers must also ensure that Account Executives maintain high standards of product knowledge, effective physician target lists and frequent sales call activity. Regular field travel with Account Executives is mandatory. Administrative requirements for the Area Manager include field travel summaries, developmental plans and area business reviews.
Area Managers are also responsible for the territory and time management of Regional Medical Specialists utilized in their Area for educational purposes. Managers will monitor the effective use of their time and their calendar.
Additionally, Managers are responsible for the implementation of new strategies, customer database systems, marketing concepts and potential new tests as directed by the organization.
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Duties: |
Sales Objectives/Productivity Goals
Must meet assigned sales goals
Execute key implementation standards
Must meet assigned sales goals
Time Allotted for Responsibilities
10% of time evaluating territory business strategy and individual AE territories
60% of time (minimum) field travel within region
20% of time updating with Account Executives
10% of time completing administrative requirements
Measurement Tools:
Tracking of sales revenue (sales analysis reports)
Monthly Call Reports and Action Plans
Bi-annual Business Reviews
Tracking of sales revenue (sales analysis reports)
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Qualifications: |
Minimum Requirements:
BS Degree, at least 2 years of previous Sales Management experience, preferably in Biotechnology, Pharmaceuticals, Medical devices, or Diagnostics targeting the Health Care Professional as the Decision Maker.
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