Area Sales Manager (ASM)

The primary focus of the Area Sales Manager (ASM) is to work closely with sales management and ADS/ CS in the development and execution of a plan to achieve sales and revenue growth within the assigned geographic territory.

Role

This role is unique in many respects as it not only requires grass roots prospecting skills, but also demands strategic logistical planning, organization, expertise in guiding our customers in how to influence/develop their referral channels, and finally, to accomplish this, working cross functionally with other departments within NICO.

Responsibilities include, but are not limited to the following –

1. Planning and Development — Territory management starts with effective planning based on identified corporate objectives. In this role, you will need to develop, and complete territory plans annually that provide the detail on how you will create, execute and deliver results based on your unique geography. These will be updated on a regular basis during the plan year to ensure maximum opportunity for success. You will need to Successfully Execute against the Plan utilizing the NICO On-boarding Cycle or NOC in your Priority accounts.
2. Capital Equipment Sales/ Disposable/ Service Quota Achievement — Majority of ASM time will be focused on selling both the Myriad Novus for the Operating Room and the Myriad Murine for the lab/research setting to achieve quota attainment. Sales of the NICO Myriad to both “BrainPath” and “Myriad Only” accounts drives NICO’s revenue via the continual sales of NICO handpieces and other ancillary products. You will be assigned a capital/disposable/service quota each year that will need to be achieved. Consistent quarterly achievement of quotas per category is expected.
3. Targeting — The BrainPath Approach allows any hospital with a neurosurgical service the ability to more compassionately treat their tumor/ICH patients. However, the ASM should ideally spend time targeting:
   • Hospitals with higher volume tumor/ICH practices
   • Physicians who are coachable and have proven to be early adopters
   • Physicians looking to build and market their practice
   • Myriad customers that fit the above description
4. Securing Attendance to BrainPath Course — Participation at this course will drive NICO’s revenue in the future. The ASM will be responsible for meeting with target physicians and providing proof sources to entice them to register for an upcoming course or other alternative training option.
5. Account Implementation/Utilization Plan Development — Due to the multiple hospital contacts (OR, Radiology, Purchasing), vendor partners (Optics, Navigation,) and numerous supplies needed to implement the BrainPath approach at an account, it will be critical for the ASM to be organized, flexible and detail oriented. To do so, the ASM will create an overall Account Strategy (Account Implementation/Utilization Plan). The plan will be the main tool used by both the Sales and Clinical teams to stay informed as to what is taking place at our target BrainPath accounts. Proper and timely updating of the account plan will be imperative. Once the Account plan has been created, the ASM working with their respective Sales Director (SD) will be responsible for instructing/influencing a target physician on proper initial BrainPath cases and the scheduling of said cases with the rest of the NICO implementation team. The ASM will need to be fully versed and utilize the Market Ready Documents (MRD) to target, promote, and to sell by disease state the NICO product portfolio.
6. Referral Channel Development — This crucial role will begin at different times based on physician engagement and the path taken to accomplish this may look different from hospital to hospital. However, it is clear the ASM will need to, with help from their SD and other NICO partners:
   • Educate the physician on what needs to take place to “on-board” a procedure at a particular hospital
   • Assist the physician on educating their referral channels (Neurosurgeons, Neurologists, ER physicians, Radiation Oncologists) on the BrainPath approach
   • Coordinate marketing/public relations support to assist physician/hospital on marketing the BrainPath Approach to their patient population.
7. Additional Responsibilities — You will also be required to work cross-functionally with other departments to refine the BrainPath Implementation process and to ensure implemented accounts are progressing appropriately based on company metrics. You will also be expected to have a thorough understanding of the NICO product line, disease states to which our products apply, as well as complementary technologies within our market.
8. Growth — It is important to the company that we provide an atmosphere that fosters professional growth and provides advancement opportunities. In doing so, it is incumbent upon you to continuously increase your capabilities and assist in leading the organization to new heights and new opportunities. Performance reviews will occur after the first 90 days and on annual basis thereafter. Additionally, we offer a pathway that may qualify you to be promoted to a Senior ASM position, based on the following criteria:
   • ASM pathway to Senior ASM
     • Eligible for promotion after 2 years in ASM role
     • Consistently demonstrates competency in key areas of ASM role:
       • Quota attainment on 4 Revenue Lines
       • Utilizing business tools effectively
       • Performance Reviews “meet or exceeds” annually
     • Consistently demonstrates leadership among peers as a respected resource
     • Additional responsibilities include:
       • Mentoring other ASM’s
       • Quarterback of Team (ASM, ADS, CS)
       • Presenting best practices as a content expert at meetings
       • Providing input on key NICO initiatives
9. Performance Management System — Quarterly reports will be due the week following the end of each quarter outlining the performance of the employee with respect to our 4 Revenue lines. Additionally, the ASM will be required to participate with the SD on a quarterly basis allowing the SD to provide performance feedback through an FCR. The (4) quarterly FCR will be the basis for the year end Performance review. Lastly, call notes will be required within our Priority accounts for customer facing events.
10. Annual Budget — It is imperative that you forecast expenses and sales accurately. Part of your performance review will take into account your ability to consistently manage and, where appropriate, improve in these critical areas.
11. Meetings and Conference Calls — The NICO field team currently has a weekly conference call to share recent experiences and learn from each other. Additionally, the company usually holds national field team meetings twice a year.
12. Travel — Extensive travel is associated with the role. Timing of the travel will coincide with neurosurgeons meetings, cases, meeting with administration and Value Analysis Committees, NICO field team meetings, in addition to attendance at tradeshows and educational courses.

Hard Skills

• Minimum of a bachelor’s degree from a recognized educational institution.
• 3 – 5 years of increasingly responsible experience in sales and territory management.
• Working knowledge of good manufacturing practices (GMP) and FDA regulations.
• Proficient in operating room procedures and safety requirements.
• Proven track record of successfully managing results.
• Demonstrated success in delivering results in a fast-paced, growing company
• Sets deadlines and other work objectives and works rigorously to meet them.
• Must be highly proficient in the use of a laptop computer and software programs such as Salesforce.com, Microsoft Word, Excel, PowerPoint, and Project etc. Must also be capable of learning new software programs as introduced by the company.

Soft Skills

• Must act as a “quarterback” develop a strategic plan for key accounts
• Must be able to analyze their own business, territory and use corporate resources
• Must have a general management view of the sales position to develop a capital and disposable pipeline.
• Must be able to identify key stakeholders within the health system or “TRIAD”. (Administration, Neurosurgeon, Stroke/Neurology)
• Must be able to deliver the NICO Brain Path System value proposition to TRIAD.
• Must be well organized and process oriented yet be highly adaptable.
• Must be comfortable dealing with conflict and constructive confrontation.
• Must provide excellent attention to detail.
• Ability to lead by example, and develop a team-inspired territory with ADS and CS.
• Must be able to work with a variety of individuals and committee structures.
• Ability to interact with others effectively.
• Ability to influence within an organization.
• Demonstrates trustworthiness, respect, and integrity.
• A natural problem solver who is proactive.
• Committed to success through effective teamwork and communication.
• Creative and forward thinking in terms of effective sales approaches.
• Ability to maintain confidentiality, show respect for others, and work as an integral member of company.
• Effective and persuasive oral and written skills.
• Works well with production, product marketing, finance, field sales, clinical applications, and customer service groups.
• Customer and market oriented.

Apply Now

Please send resume and any request for information to:

Sarah Swanson
sarah.swanson@niconeuro.com
(317) 847-0974