CIVCO Medical Instrument Co Inc Sales Manager, Inside Sales and Virtual Demand Generation in Coralville, Iowa
This position has the opportunity to work remotely.
The Sales Manager, Inside Sales and Virtual Demand Generation is accountable for delivering on CIVCO Medical’s sales revenue and EBITDA objectives through the successful leadership and management of the U.S.A. Inside Sales team and the development and implementation of our Sale Development Rep (SDR) business model. Their responsibilities include the successful and timely recruiting, training, development, sales planning and execution, and performance management of the U.S.A. inside sales team and SDR team. Reporting to the Director, Global Sales Operations, they will collaborate across function and with the CIVCO Sales Channel Leaders to create and implement management processes of the sales pipeline and improve the velocity of prospects from leads to opportunities to close.
The Sales Manager, Inside Sales and Virtual Demand Generation will lead inside sales representatives to generate new sales opportunities by prospecting new targets for CIVCO’s product portfolio. They will train the team on utilizing tools available to assist reaching new prospects. The Sales Manager will also oversee the inside sales representatives to follow up on marketing generated leads to qualify as sales ready leads to add to the opportunities pipeline. The inside sales team will be tasked with managing opportunities and closing the opportunities to sale.
When appropriate, the Sales Manager, Inside Sales and Virtual Demand Generation will collaborate with the Corporate Accounts Team to win targeted Integrated Delivery Network (IDN) and large healthcare systems through system level relationships and strategic account business plans. The Sales Manager is responsible for creating, implementing, and executing excellent sales plans and processes to deliver on the inside sales/SDR objectives. They are accountable to ensuring that sales resources are trained and comply with all CIVCO policies and procedures. The Sales Manager will work with Sales Operations and Finance to administer the Inside Sales/SDR compensation plan, territory alignment plan, and quota allocation methodology. They will maintain contracts and ensure contract compliance. The Sales Manager will proactively implement sales management controls to ensure delivery of the sales strategy, plan, direction and develop, communicate, and execute quarterly sales direction. They will conduct call coaching with sales team members weekly, provide coaching guide documentation to the sales reps within one week of the call coaching. They will be skilled in Sales Force.Com and be able to analyze, build, and communicate excellent sales reports to assist sales team members with territory and account level sales planning. The Sales Manager will be skilled in virtual sales techniques, utilizing social selling, prospecting new leads, and efficient movement of leads through the funnel into opportunities and close. They will identify, cultivate, and manage profitable business relationships with alternative sales channels to include OEMs, Regional, and National Distributors to drive improved business results. They will work closely with Sales Operations, Field Sales, Corporate Sales, Marketing, Human Resources, & Finance to develop and implement business solutions to deliver on CIVCO’s strategic business plan and be held accountable to attaining CIVCO’s annual financial revenue and EBITDA objectives.
Essential Job Duties and Responsibilities (Other duties may be assigned):
Develop competencies and processes required to create an effective and efficient virtual sales organization to include Recruiting, Training, Development, Lead generation, Opportunities Management, Sales Planning, Performance Management, Customer Relationship Management, and Contract Compliance.
Enhance Lead-to-Close process to effectively and efficiently execute sales pipeline management.
Recruit, select, and on-board sales representatives in a timely and effective manner as needed.
Excellently and effectively develop, train, and retain a high-performing sales team.
Conduct analysis to create, implement, communicate and execute effective sales strategies, plans, and sales direction.
Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary. Work directly with sales representatives to build and execute excellent territory and account plans tied to quarterly sales direction.
Provide sales management, budget control, compensation programs & incentive plans.
Review compensation plan status monthly with sales representatives, identifying steps to improve earning potential.
Provide supervision through weekly call listening/coaching, observations, and measurement of results to include effective execution of the performance management process including but not necessarily limited to:
Weekly Call Coaching
Delivery of Call Coaching documentation to rep within one week of call listening.
Conduct Mid-Year and Year-End performance appraisals that are consistent with feedback provided throughout the year.
Effectively assist sales representatives in territory level analysis leading to sales opportunities.
Conduct quarterly business reviews, monthly pipeline review with inside sales representatives.
Review compensation and areas to improve earning potential monthly.
Proactively identify changes in healthcare, delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly.
Partner with the Corporate Accounts team in the development of key IDN and GPO customer relationship management strategies and plans. Maintain contracts currently in place.
Negotiate purchase agreements with the assistance of Inside Sales Representatives.
Establish effective relationships and collaborations with other departments and sales channels (Marketing, Finance, Field Sales, Customer Care Center, OEM, Distributors, etc.) to address key business issues and opportunities.
Maintain competitive knowledge to create and adjust sales strategies.
Attend clinical meetings, seminars, and conferences as appropriate.
Be skilled in Salesforce.com, Excel, and other sales reporting tools to provide sales direction and assist Inside Sales Representatives to create/execute excellent territory sales plans.
Provide skilled management of compensation plans and territory alignment plans
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education, Skills, & Experience Needed to Perform Position Function:
Bachelor’s degree from a 4-year college or university and prior experience in sales and sales management required. 2 years of successful sales management preferred
Prior experience selling virtually and in leading a virtual sales model preferred.
Proven business analysis ability.
Ability to professionally develop and coach team members.
Strategy development, project management, problem solving, sales analytics, & change management skills.
Solid understanding of healthcare and regulatory requirements and issues.
Exceptional selling and negotiation skills.
Ability to build positive working relationships, both internally and externally.
Self-motivated, driven individual that needs minimum oversight.
Proficient in sales analysis, Salesforce.com (or similar CRM), Microsoft Office, Excel, and use of Sales Enablement tools.
Excellent written and verbal communication skills.
Ability to manage multiple priorities in a fast-paced environment
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.
While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel and talk or hear. The employee is frequently required to stand; walk and sit. The employee is occasionally required to reach with hands and arms. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
Ability to travel as needed required; approximated at 10%. If remotely located, travel is approximated at 30-50%
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)