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Business Development Manager - Integration in Atlanta ,  at Arthrex

Date Posted: 8/25/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Atlanta
  • Experience:
    5 to 10 years
  • Date Posted:
    8/25/2018

Job Description

Main Objective:


The Business Development Manager, Integration will be responsible for overseeing and managing the Integration solution sales opportunities, performance, training, and other activities with the sales force, surgeons, and accounts within his/her respective region.



Essential Duties and Responsibilities:



  1. Work with the Imaging and Resection Management and agency capital managers to set business development strategy for the integration business. Follow up with agencies frequently to ensure strategy is being executed. When needed identify weaknesses and offer evidence based solutions.

  2. Ensure agencies are uncovering opportunities and leveraging them to maximize growth of the integration product lines. This generally includes customer presentation and agency sales training.

  3. Assist with integration product pricing structure and qualifying discounts as they relate to volume and capital consumable bundling. Heavy intervention is required here due to the strategic and technical nature of the integration product line. Working with local, regional and national buying groups is essential.

  4. Assist representatives with evaluation and closing activities with key customers and reporting back to Imaging and Resection Managers and Integration Team on representative sales readiness as it relates to integration.

  5. Train representatives on integration solutions and sales cycle as needed.

  6. Assist Director of Sales and Regional Capital Imaging and Resection Sales Management in implementing sales playbook and execution of strategy. 

  7. Manage the entire quoting process for the integration solutions.

  8. Manage entire sales pipeline to monitor health of the business and maximize closure rate and success.

  9. Communicate sales opportunities to Integration Group Manager, Imaging and Resection Sales Management and Product Management.

  10. Communicating product attributes and shortcomings to product managers and recommending product line enhancements.

  11. Collecting key competitive information and ensuring that knowledge drives both sales effectiveness and product development direction.

  12. Coaching, teaching, and when necessary directing integration team via conference calls and in person visits on products/sales strategy/competitive info.

  13. Engage current and identify new Key Opinion Leaders for Local, Regional, and National peer to peer interactions.

  14. Lead the submittal of RFP and tender responses working with regional and agency sales managers.

  15. Up to 75% travel.



    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, MBA preferred.

  • 5 years sales experience with surgical video and integration products required.



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



  • Willing to travel up to 75% to sales presentations, demos, tradeshows, and customer meetings.

  • Knowledge of surgical video and integration.

  • Skilled in working with different functions and effectively coordinates their 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.

  • Strong relationship building skills desired.



Machine, Tools, and/or Equipment Skills:


Microsoft Office, PC, and various specialized software. SalesForce or CRM experience a plus.



Reasoning Ability:


Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.



Mathematical Skills


Ability to comprehend and apply mathematical principles to the degree required to perform the job based upon job requirements.



Language and Communication Skills:


Ability to comprehend and apply language skills to the degree required to perform the job based upon the job requirements listed above. Ability to verbally communicate ideas and issues effectively to other team members and management. Ability to write and record data and information as required by procedures.



Physical Demands:


The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the 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 talk or hear. The employee is frequently required sit; use hands and fingers, to handle, or feel; and reach with hands and arms. The employee must occasionally lift and/or move up to 10 pounds.

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