Manages all allograft business (average $15 million) in assigned territory by maintaining and growing sales through the development of strong business relationships with key MTF hospitals, clinics, and physicians, establishes an effective working relationship with all MTF Business Partner???s field staff in their territory and is responsible for client sales contracts in their territory.
Primarily responsible to maintain all existing sales for all Tissue Families in their territory. Secondarily responsible to identify key opportunities within existing client base in order to develop plans to grow the business. Applies basic financial concepts to analyze customer business conditions for the purpose of maintaining and growing the business. Develops and presents cost/benefit analysis as an element of a selling strategy to secure existing and new business. Identifies, maintains and effectively manages strong working relationships with key decision making personnel in all key accounts in the territory. Creates a positive awareness with all key personal within these key accounts as to MTF, its structure, how it functions, its operational relationships with its Business Partners and how those relationships affect or impact those key clients. Assesses existing contracts for each key client in order to maximize MTF business. Routinely reviews and manages contracts to ensure accounts reach negotiated volume targets. Conducts routine Business Review Meetings with key clients in order to jointly review contract performance against contract Terms and Conditions. When applicable, negotiates new contract Terms and Conditions for the existing contracts based on performance. Negotiates new contracts in coordination with field staff Business Partners functioning as Team Leader when applicable and coordinates with MTF National Accounts and Contract Administration. Implements and manages MTF Inventory Management Program at new and existing accounts by deploying IMA resources as necessary. Develops plan to manage consignment inventory in the territory. Hires, trains and manages Inventory Management Associates in the territory. Provides excellent customer service to all and in particular key customers and Business Partner field representatives in the territory as is justifiably determined to be needed. Sells the Better Approach to customers, Business Partners, and functions as the MTF tissue expert in the territory. Manages the sales interface with recovery partners. Communicates sales plans and objectives as necessary. Identifies strategic professional education opportunities and delivers/coordinates value-added CE programs where appropriate. Proficient in planning, organizing and time management in a large geographic territory. Utilizes a sophisticated, professional approach and self-starting mentality to meet all identified objectives. Seeks out opportunities to increase personal level of knowledge on all aspects of the allograft industry. Completes administrative duties on time, including reports, marketing surveys, and other assignments. Routinely communicates territory activities to MTF sales management and provides customer feedback to Marketing team. Assists on special projects and performs additional duties as assigned. MINIMUM QUALIFICATIONS Education: Bachelor's Degree
Years of Experience: 5 - 7 years
Other: Minimum of 5 years of medical sales experience. Prior experience calling on hospital departments including the operating room with surgical implantable devices or surgical disposable products required.
Specialized Knowledge, Technical Skills, and Abilities: 1. Documented sales success in generating new sales and maintaining existing business in accounts.
2. Demonstrated proficiency in PC applications including Microsoft Word, Excel, PowerPoint and contact management software.
3. Ability to maintain a home office and use personal automobile to travel extensively.
4. Ability to work independently and in teams.
5. Licensed driver with recent model year vehicle that is well maintained and insured.
6. Require residency within the geographic boundaries of the sales territory.
PREFERRED QUALIFICATIONS Education: Master's Degree
