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Area Manager- National Accounts South East Region in Atlanta ,  at Arthrex

Date Posted: 10/6/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Atlanta
  • Experience:
    2 to 5 years
  • Date Posted:
    10/6/2018

Job Description

The territory for this position will be: North and South Carolina, Georgia, Alabama, Mississippi, Florida, Louisiana, and SE Texas (San Antonio, Austin, and Houston). We ask that the ideal candidate live near a major metropolitan airport preferably in Atlanta, Houston, San Antonio, Austin, Miami, or New Orleans. This is a remote/work from home position.

Main Objective: Liaison with US Sales department interacting with Legal, Finance, Customer Service, and other departments in establishing a corporate relationship with select accounts (high volume) in the Western US with the overall goal of increasing sales across all product groups (Shoulder, Knee, Hip, Distal Extremity, Capital including Synergy Video, Arthroplasty, and Biologics)

Essential Duties and Responsibilities:

  • The primary internal contact for select accounts
    1. Maintains, strengthens, and/or expands existing relationships with selected accounts
    2. Develops, implements, and monitors sales and finance plans (contracts) with these accounts
    3. Develops, directs, coordinates, and monitors sales and finance plans (contracts) with appropriate contacts (Finance, Sales, Legal, Business Development, Regional Management, Agencies, and Sales Representatives)
    4. Has or will obtain a thorough understanding of selected account sales history, surgeon customers, buying group affiliations, objectives, and structure
  • Evaluates strategic opportunities with select accounts and outlines solutions in meetings with Finance, Sales, and Business Development (when appropriate). Works with Legal to review contracts and other matters if necessary.
  • Reviews with National Accounts Manager any regional manager and agent requests for account visits. If approved, account strategy will be formulated by the appropriate departments and request carried out by Northeast Accounts Manager and other personnel if necessary.
  • Understands and knows all products, surgical procedures, and programs and can speak knowledgeably with both account and surgeon customer on these subjects.
  • Coordinates regional management, agency, and sales representative training on standardized programs that will be implemented by National Accounts.
  • Assists National Accounts Manager in formulating creative new approaches to Arthrex’s National Accounts sales strategy.
  • Understands Cognos sales evaluation software and utilizes this program as an important tool in everyday job requirements.
  • Attends management and regional training meetings to gain additional knowledge about new and existing products, procedures, and programs. Makes presentations to attendees at the meeting if requested.
  • Attends industry meetings, if appropriate.
  • Provides market expertise for assigned accounts.
  • Writes a bi-weekly report to update National Accounts Manager and North American Director of Sales.
  • Travel over 50% of the time. (Must be located near a major airport within the covered geography).

    Incidental Duties:

    The above statements describe the general nature and level of work being performed in this job. They are not intended to be an exhaustive list of all duties, and indeed additional responsibilities may be assigned, as required, by management.

All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Job Requirements

Education and Experience:

  • Bachelor’s Degree required; preferably in Finance, Business, Economics, Accounting, Engineering. MBA preferred.
  • A minimum of 2 years account management experience, to include the operating room and orthopedic devices or implants required.
  • Experienced and comfortable making executive (“C” level) presentations.

    Knowledge and Skill Requirements/Specialized Courses and/or Training:

  • Knowledge of surgical orthopedics and/or arthroscopy.
  • Skilled in working with different functions and effectively coordinates activities to achieve desired results.
  • Excellent listening skills, including the ability to identify and isolate customers concerns or objections, in addition to excellent written and oral communication skills.
  • Ability to communicate in written form concisely and effectively.
  • Ability to persuade and stand ground while putting the whole room at ease.
  • Strong relationship-building skills required.
  • Experience uncovering, analyzing, and developing financial opportunities with mathematical models.
  • Strong mathematical skills.
  • Excellent public speaking and presentation skills are required.
  • Highly organized, dependable, detail oriented.
  • Must be able to calculate, evaluate, and explain grow and loss percentages at the account and IDN level.

    Machine, Tools, and/or Equipment Skills:

    Microsoft Office, PC and various and specialized software. Strong PowerPoint Presentation ability. Strong Excel ability. Cognos experience a plus.

    The territory for this position will be: North and South Carolina, Georgia, Alabama, Mississippi, Florida, Louisiana, and SE Texas (San Antonio, Austin, and Houston). We ask that the ideal candidate live near a major metropolitan airport preferably in Atlanta, Houston, San Antonio, Austin, Miami, or New Orleans. This is a remote/work from home position.

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