TITLE: Senior Sales Manager
REPORTS TO: Vice President of Marketing and Sales
EMPLOYMENT STATUS: Exempt, Full-Time
POSITION SUMMARY:
The individual will manage the Account Executive team by guiding both strategic and day-to-day activities that facilitate sales achievement, in addition to growing and developing their team. They help retain and grow existing relationships, generate demand for new business, and facilitate the close of new revenue opportunities in primary segments of Medicaid DME/HME and National Providers and related distribution partners. As a commercial team leader, they are accountable for collaborating on Tranquility revenue and marketing opportunities across all channels, as well as seeking future growth opportunities. This position serves as a subject-matter-expert for the incontinence product market, effectively communicating the PBE value proposition with target audiences.
SPECIFIC RESPONSIBILITIES:
Sales Management and Strategy Development
- Effectively manages the Account Executive team to meet or exceed sales goals monthly, quarterly and annually.
- Develops strategic sales plans for each account/market/territory to optimize the potential for his respective territory and achieve sales goals.
- Support AE Team in retaining and growing sales with current and new customers.
- Support AE Team with generating new sales opportunities with Distributors, Medicaid DME/HME, and eCommerce accounts.
- Prepares (or ensures team participation in) developing reports with accurate pipeline opportunities, sales activities, forecasts, etc. Reviews and analyzes sales performances against plans to determine effectiveness. Revises as necessary to achieve sales quotas.
- Participates on task and project teams as needed to effect superior product, service, quality, or marketing efforts.
- Facilitates regular feedback with marketing and sales leadership identifying customer, competitor and market insights (product suggestions, industry trends, market activities and competitor activities).
Individual Account Ownership
- Closes sales and develops relationships with key and prospective client stakeholders through professional consultative sales activities, including meaningful analysis of current needs, utilization and issues, guidance on improvements, and product application.
- Leads proposal process, including budget and pricing development, value positioning, contract negotiations, and client presentations
- Facilitates regular Business Reviews, in-service presentations and education to customers and prospects, as needed to strengthen of PBE’s customer base/intimacy standards.
Leadership
- Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking best-in-class industry practices; and participating in professional associations.
- Coach and mentor sales and marketing team members for sales excellence
- Exemplifies and leads core values and mission alignment
MINIMUM QUALIFICATIONS:
A bachelor’s degree in a related field, such as sales or sales management, or equivalent experience.
Five to eight years of sales leadership experience. Strong demonstrated “track record” in business development in healthcare products.
Experience in the Medicaid market preferred.
Experience in B2B and B2C ecommerce business development.
Expertise in consultative selling.
The ability to communicate effectively, both verbally and in writing, with co-workers and internal and external customers.
Excellent organizational skills.
Excellent computer skills in MS Office (Word, Excel, PowerPoint, and Outlook). Knowledge of and demonstrated competency in usage of CRM.
PHYSICAL REQUIREMENTS:
- While performing the duties of this job, the associate is regularly required to sit, walk and stand; talk or hear, both in person and by telephone; use hands repetitively to finger, handle, feel or operate standard office equipment; reach with hands and arms lift up to 30 pounds
- Ability to travel up to 30%
