Area Sales Manager

Vocera Chicago , IL 60602

Posted 3 days ago

Sr. Area Sales Manager

Location: Home Office, United States

Type of Employee: Full Time

Vocera has one mission: to simplify and improve the lives of healthcare professionals, patients, and families. Founded in 2000, we changed the way care teams communicate. Today, we continue to offer the leading platform for clinical communication and workflow. About 1,400 hospitals and health systems around the world use Vocera solutions. Our platform provides software for voice, secure text messaging, and patient engagement. It integrates with more than 120 clinical and operational systems: EHRs, nurse call, physiologic monitors, and more, with event-driven alarm management. Our wide choice of devices includes smartphones and hands-free wearables. Vocera is headquartered in San Jose, Calif., with offices in Indiana, Canada, India, United Arab Emirates, and the United Kingdom. Learn more at www.vocera.com and follow @VoceraComm on Twitter.

Position Description: Vocera is seeking a ambitious Area Sales Manager to lead identifying new customer sales opportunities in a designated territory, developing a sales pipeline, managing the sales cycle and achieving new customer booking goals. A key focus is extending the reach of Vocera as an enterprise-wide solution with new customers as well as some expansions with existing customers. This position will be based out of a geographic home office and will require local travel to customers and prospects within the designated region.

Responsibilities

  • Quota achievement: Identify, qualify and close new customer sales opportunities. Consistently meet or exceed quota targets within an assigned territory

  • Sales Strategies: Plan and implement effective territory sales strategy required to progress deals through the sales process

  • Pipeline: Maintain necessary pipeline to support quota achievement quarter over quarter

  • Achievement of deals: Advance opportunities efficiently and with a sense of urgency through the sales cycle

  • Executive relationships: Build and maintain executive and key stakeholder relationships through the C-suite to build trust and close deals

  • Lead solution focused customer presentations, including coordinating the involvement of all necessary internal team members

  • Accurately forecast business and sales pipeline

Competencies

  • Executive presence and influencing skills; excellent negotiation and ability to close deals

  • Superior communication skills (written, verbal, presentation) especially the ability to present concepts and articulate business value in a clear concise manner

  • Strong interpersonal skills to build positive, productive, and effective professional working relationships with internal teams and external partners

  • Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels

  • Solid understanding communication technology trends and industry dynamics in healthcare

  • Ability to effectively convert leads into new relationships and closed deals, self-starter

Requirements

  • BA/BS degree or equivalent; advanced degree a plus

  • 7+ years of direct health care sales experience in technology, software (clinical systems or other business applications), services, and/or medical devices. Experience with wireless communications preferred

  • Proven track record of consistently meeting and/or exceeding sales quotas

  • Disciplined use of a formalized sales methodology; e.g., The Complex Sale, Target Account Selling, Power-Base Selling, etc.,

  • Enterprise complex deal experience selling a multi-faceted solution

  • Experience with Salesforce.com, and virtual meeting and presentation tools

  • 50-75% travel within assigned region

Belief in Diversity

Vocera Communications is an Affirmative Action Employer committed to workforce diversity. Qualified applicants will receive consideration without regard to race, sex, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, or genetic information.


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Area Manager Urology

Myriad Genetics & Laboratories

Posted Yesterday

VIEW JOBS 3/17/2019 12:00:00 AM 2019-06-15T00:00 Overview The primary responsibility of the Area Manager position is to increase the revenue from their defined Area. This is done by leading and motivating their Account Executives to establish and maintain Individual Testing Sites within individual physician accounts. Area Managers are responsible for the management of the Account Executives within their region. The management of the Account Executives includes the implementation of the sales strategy for the Account Executive's territory, providing feedback on sales calls and territory management. Managers must also ensure that Account Executives maintain high standards of product knowledge, effective physician target lists and frequent sales call activity. Regular field travel with Account Executives is mandatory. Administrative requirements for the Area Manager include field travel summaries, developmental plans and area business reviews. Area Managers are also responsible for the territory and time management of Regional Medical Specialists utilized in their Area for educational purposes. Managers will monitor the effective use of their time and their calendar. Additionally, Managers are responsible for the implementation of new strategies, customer database systems, marketing concepts and potential new tests as directed by the organization. Responsibilities Sales Objectives/Productivity Goals: * Must meet assigned sales goals. * Execute key implementation standards. * Must meet assigned sales goals. Time Allotted for Responsibilities: * 10% of time evaluating territory business strategy and individual AE territories, * 60% of time (minimum) field travel within region, * 20% of time updating with Account Executives, * 10% of time completing administrative requirements. Measurement Tools: * Tracking of sales revenue (sales analysis reports), * Monthly Call Reports and Action Plans, * Bi-annual Business Reviews, * Tracking of sales revenue (sales analysis reports). Qualifications BS Degree, at least 2 years of previous Sales Management experience, preferably in Biotechnology, Pharmaceuticals, Medical devices, or Diagnostics targeting the Health Care Professional as the Decision Maker. Physical and Mental Requirements of the job: Carrying, Talking, Hearing, Analyzing, Coordinating 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. While performing the duties of this job, the employee is frequently required to sit; talk; or hear. The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; and stoop; kneel; or crouch The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision and depth perception. About Our Company Myriad Genetics Inc., is a leading personalized medicine company dedicated to being a trusted advisor transforming patient lives worldwide with pioneering molecular diagnostics. Myriad discovers and commercializes molecular diagnostic tests that: determine the risk of developing disease, accurately diagnose disease, assess the risk of disease progression, and guide treatment decisions across six major medical specialties where molecular diagnostics can significantly improve patient care and lower healthcare costs. Myriad is focused on three strategic imperatives: maintaining leadership in an expanding hereditary cancer market, diversifying its product portfolio through the introduction of new products and increasing the revenue contribution from international markets. For more information on how Myriad is making a difference, please visit the Company's website: www.myriad.com. Myriad is an equal opportunity employer and as such, affirms in policy and practice to recruit, hire, train and promote, in all job classifications without regard to race, color, religion, gender, age, sexual orientation, gender identity, national origin, disability status or status as a protected veteran. Reasonable accommodation will be provided for qualified individuals with disabilities and disabled veterans in job application procedures. We believe that diversity lends a regional, national, and global advantage to the clients we serve. Our workforce consists of dynamic individuals, with a range of backgrounds, talents, and skills. Myriad Genetics & Laboratories Chicago IL

Area Sales Manager

Vocera