DiaMedical USA is looking to fill an Instructional Sales Manager position in our Farmington Hills, MI office. Our mission is to improve quality healthcare by acting as a turnkey solution for healthcare facilities and educational institutions, allowing clinicians and instructors to prioritize patient care. As one of the largest healthcare and education equipment providers in the country, we achieve our mission by simplifying the purchasing process and operating as a single source supplier of over 1,500 healthcare and instructional manufacturers.
The Instructional Sales Manager will be a part of our exciting expansion as we grow our brand in new markets across the US. They will be responsible for working with the Director of Sales to develop and lead the Instructional sales staff. They will also be responsible for helping develop strategies to acquire revenue streams from existing customers as well as bringing on new customers.
This position will work along with the Director of Sales to help drive their team to achieve defined goals through effective leadership, efficient business planning, and execution of corporate strategies. This will also be achieved by building, maintaining, and leveraging relationships with strategic partnerships and internal resources.
Key Responsibilities and other duties as assigned:
- Manages and oversees the daily sales activities of the instructional sales team including responsibility for training and engaging representatives, monitoring performance, and ensuring sales quotas are met for their assigned division.
- Oversees “key accounts” and helps grow and develop these relationships yearly, while maintaining a territory of their own.
- Ensures the achievement/overachievement of the set sales targets and gross profit pricing levels by maintaining, identifying, and developing sales opportunities through outbound sales activity and competing within the stated territory and/or named accounts.
- Conducts thorough research to develop tailored sales strategies. Observes and analyzes territory performance through the usage of sales analysis tools to determine whether strategies are effective and working.
- Provides a detailed analysis and routine reporting of the territory’s performance and recommends actions.
- Manages regional market performance in conjunction with the Sales and Marketing teams to determine campaigns in the region as well as doing a gap-to-close analysis with corrective actions as required.
- Utilizes a Solutions Selling approach at all levels of existing customers and/or prospects.
- Exercises discretion and independent judgment concerning all matters relating to sales, including comparing and evaluating possible courses of conduct relating to customer solutions.
- Maintains confidentiality of all records, products, demographic information, or any information that is specific to the planning, development, and operation of DiaMedical.
Travel:
- US Travel up to 10% for tradeshows.
Supervisory Responsibilities:
- Determines resource needs and aids in the management of the members of the territory’s Sales team as a highly functional team while promoting a diverse, harassment-free work environment.
- Responsible for team’s time management, performance management, and career development.
Education:
- Bachelor's degree in Business or closely related discipline and a minimum of 5 years of related, progressive territory sales management experience; or equivalent of 9 years combination of education and experience.
Skills and Experience:
- Proven track record of success in developing, maintaining, and growing a large book of business within an assigned geographic territory.
- The ability to lead from the front in sales and effectively influence, manage, and coach other professionals to build a strong, high performing regional sales team.
- Demonstrated ability to grow margin rates.
- Familiarity working with quotes, bid proposals, and contract negotiations required.
- The ability to calculate and monitor profitability at the item, order, and account territory levels.
- The ability to analyze accounts and territories to create a selling/marketing strategy specific to each territory’s unique geographic and demographic characteristics.
- Strong written and verbal communication skills and business presentation acumen.
- Proficiency with ERP systems and Microsoft Office programs including Word, Excel, and PowerPoint.
- Familiarity with Procurement Platforms and selling through Cooperatives & GPOs a plus.
- Experience working with the development of distributor/reseller network a plus.
- Experience in medical device or equipment sales is a plus.
Benefits and Compensation:
- Competitive wages.
- Medical and dental insurance coverage options.
- 401(k) with company match.
- Paid time off and paid company holidays.
- Casual dress code.
- The opportunity to make a difference in the ever-growing healthcare field.
Physical and Cognitive Demands:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit; stand; walk; talk; hear; use hands to finger, handle, or feel; and reach with hands and arms. The employee must occasionally lift and/or move up to 15 pounds. No employee is authorized to lift and/or move weight over 50 pounds without assistance. Specific vision abilities required by this job include color and close vision.
This role requires the individual to be able to understand, remember, apply and/or communicate complex information and problems, opposing points of view on complex issues, and collaborate and negotiate on alternative solutions; organize and prioritize thoughts, ideas, and own work schedule; apply common sense, analyze and make decisions which have significant impact on immediate work unit and monitor impact outside immediate work unit; express written and spoken word for internal and external communications and compose materials such as detailed reports, forms, letters, manuals, presentations and communicate information; add, subtract, multiple and divide in all units of measure using whole numbers, common fractions and decimals; compute rate, ratio, and percent; draw and interpret bar graphs and compute, analyze, and interpret statistical data for reporting purposes and/or to develop forecasts.
DiaMedical is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, genetic information, national origin, disability, veteran status, and other protected characteristics. Information is available here: http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf
