Area Vice President, Domestic Sales

📋 Description

• Provide strategic leadership and guidance for the Domestic Surgical Sales organization within the assigned territory.

• Lead and cultivate Regional Sales Managers (RSM) who are responsible for coaching and managing the performance of Surgical Sales Consultants (SSC).

• Oversee the deployment and execution of the Surgical Sales team.

• Collaborate closely with the Chief Commercial Officer (CCO) to contribute to the development of compensation and commission plans for the Surgical Sales Team.

• Create and assess annual domestic sales forecasts in partnership with the CCO.

• Build and sustain relationships with key customers and industry opinion leaders.

• Establish and maintain strategic partnerships with key accounts, including HMOs, government agencies, GPOs, and large private equity-backed organizations.

• Develop and manage operational budgets specific to the Domestic Surgical Sales Team (e.g., Salaries, Commission, Sales Rep Promotion budget, Samples, Travel and Entertainment, etc.).

• Collaborate with Global Marketing and Global Training to provide insights and feedback on marketing and training initiatives.

• Partner with the Director of Global Commercial Operations and Customer Service teams to enhance customer interactions, ensure compliance, and improve overall sales effectiveness.

• Work cross-functionally with other departments to align on key strategies and implement significant corporate initiatives.

• Drive accountability through performance metrics, data analytics, and measures of sales effectiveness.

• Support succession planning and leadership development throughout the Domestic Sales organization.

• Lead organizational change initiatives and promote a culture of high performance.

• Accountable for achieving revenue growth, market share objectives, and strategic commercial goals within the assigned territory.

⛳️ Requirements

• A Bachelor’s Degree is required; a master’s degree is preferred.

• A minimum of 15 years of sales experience in the Pharmaceutical and/or Medical Device industry.

• At least 10 years of direct sales management experience in the Pharmaceutical and/or Medical Device sector.

• 3-5 years of experience leading sales teams at a national or area level, including managing first-line sales managers.

• Experience in Ophthalmology is strongly preferred.

• Proficient in utilizing CRM systems and sales analytics tools to guide decision-making and improve forecast accuracy.

• Comprehensive understanding of the sales process and selling cycle for disposable and implantable Medical Devices.

• Familiarity with various ophthalmic surgical procedures, particularly those related to glaucoma and cataracts, along with a solid grasp of the overall ophthalmic industry.

• Knowledge of the reimbursement and market access landscape for ophthalmic medical devices in the United States.

• Established and demonstrated relationships within the ophthalmic community, especially with leading Glaucoma KOLs and customers.

• Ability to cultivate and maintain strong relationships with surgeons and other industry stakeholders.

• Proficient in Microsoft Office applications (Excel, PowerPoint, Word).

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits package.

• Opportunities for professional development and career advancement.

• Supportive work environment that values innovation and collaboration.