Area Sales Director (Philadelphia, Baltimore, Boston, NYC/NJ area)

Company: Nuclein, LLC
Location: Boston
Posted on: October 29, 2024

Job Description:

Position Summary The Area Sales Director role at Nuclein is responsible for leading a dynamic team of Regional Sales Managers to achieve cartridge and consumable revenue goals, as well as system placement targets, for the DASH Rapid PCR platform. Reporting directly to the Chief Commercial Officer, the Area Sales Director will cultivate strong relationships with distributor partner networks, provide oversight for assigned customer base, and take a hands-on approach with key and/or strategic accounts as needed. This leadership role will develop and execute strategic sales plans, ensure accurate and up-to-date sales forecasts, and align their team with the company's overarching goals and performance expectations. Additionally, the Area Sales Director will attract, train, and retain top industry talent while fostering a culture of achievement, accountability, continuous development, and performance management across the sales organization. Essential Duties and Responsibilities Leadership and Team Development:

• Lead, coach, develop, and motivate a sales team of Regional Sales Managers, to meet and exceed objectives.
• Establish clear performance standards, provide coaching, and foster a culture of accountability and high performance.
• Implement performance management practices, including conducting ride-alongs, regular performance reviews, and field coaching to ensure continuous improvement. Distributor and Customer Management:
• Build and nurture strong relationships with key distributors to drive sales growth and ensure alignment with Nuclein's strategic objectives.
• Act as the primary contact for high-value customers, overseeing key account management, and negotiating contracts to drive long-term partnerships.
• Lead strategic account management efforts and regional planning, with a focus on achieving both immediate sales targets and long-term growth. Revenue and System Placement Goals:
• Achieve monthly, quarterly, and annual targets for DASH cartridges, consumables, and system placements.
• Develop and implement tactical sales strategies to increase product adoption and market penetration.
• Continuous collaboration with internal teams to ensure successful product launches and clear, achievable objectives. Sales Strategy and Execution:
• Develop and execute area-specific business plans that incorporate market strategies, competitive analysis, customer insights, distributor updates, and regional level performance.
• Work with internal teams, including marketing, to align efforts and ensure cohesive execution of sales strategies.
• Leverage CRM tools to manage customer base, track activities, monitor performance, and provide accurate forecasts. Collaboration and Cross-Functional Engagement:
• Work closely with internal teams, including marketing, operations, and customer support, to ensure successful product launches, promotional campaigns, and ongoing customer support.
• Participate in field visits with the Regional Sales Manager team to identify opportunities for improvement and ensure alignment with company objectives.
• Provide regular updates on regional activities, including customer feedback, market trends, and competitor insights. Business Acumen and Financial Management:
• Ensure fiscal responsibility by managing area budgets, controlling expenses, and ensuring profitability targets are met.
• Lead the negotiation and administration of customer agreements through Legal, Finance, and Customer Support.
• Satisfy administrative requirements on time (e.g. Expense Reporting, Monthly Reports, Business Plans, Projects).
• Continuously assess market trends and competitor activities to adjust sales strategies and improve business performance. Education, Qualifications, and/or Experience Education:
• Bachelor's degree in business, science, or a related field is required; or equivalent combination of experience and education can be considered. Qualifications/Experience:
• Minimum of 6 years of experience in diagnostics, medical devices, or healthcare, with at least 3 years of direct sales management experience is required.
• Point-of-care CLIA waived system and cartridge sales experience is strongly preferred.
• Experience in selling/contracting capital equipment, reagents, and consumables is strongly preferred.
• Expertise managing strategic or key accounts, negotiating contracts, and implementing sales strategies is required.
• Proven ability to manage distributor relationships is strongly preferred.
• Demonstrated experience of the entire sales process including prospecting, qualification, positioning/value creation, product demonstration, pricing proposal, negotiation/contracting, implementation, and account management is required.
• Strong track record of meeting or exceeding sales targets is required. Skills:
• Strong leadership and team development skills, with the ability to foster collaboration and high performance.
• Demonstrated product, market, reimbursement, and industry knowledge.
• Excellent communication, negotiation, and relationship-building abilities.
• Self-starter that acts with a sense of urgency.
• Relationship-builder with the ability to establish lasting business relationships with customers and distributor partners.
• Strategic thinking and a thorough understanding of market dynamics, reimbursement, and sales process.
• Proficiency in Microsoft Office suite, CRM tools, territory planning, and sales forecasting. Physical/Other Requirements Work Environment:
• Willingness to travel domestically up to 65% of the time. Includes customer sites, distributor meetings, national and local tradeshows/conferences, and company meetings.
• Remote position with a home-office base when not traveling. Physical Requirements:
• Repetitive Motion: Regular use of Computer (typing and moving computer mouse).
• Positions: Sitting and Standing.
• Use of Strength:
• Speaking and Communicating.
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Keywords: Nuclein, LLC, Westfield , Area Sales Director (Philadelphia, Baltimore, Boston, NYC/NJ area), Sales , Boston, Massachusetts