Area Sales Manager - Southern (Texas Based)

About NeurOpticsNeurOptics Inc. is the leader in the science of neurological pupillometry. Driven by a passion to help clinicians provide improved neurological patient outcomes, the company has developed an innovative technology for use in the areas of critical care nursing, critical care medicine, neurology, neurosurgery, and emergency medicine which enables clinicians to enhance their patient neurological evaluations by providing information from the human eye to facilitate critical medical decision making. Headquartered in Irvine, California, NeurOptics is represented in the US and over 40 countries worldwide.At NeurOptics, we are passionate patient advocates. For us, helping clinicians provide improved neurological patient outcomes is our life's work.Candidate Description**This is a full remote based role. Open to considering candidates in Dallas, Austin, Houston and San Antonio**The Area Sales Manager (ASM) is a key member of a dynamic sales and marketing sales management team charged with introducing advanced technology and standard of care in critical care neurological patient management. This position is based in a major city within the assigned area geography, with easy access to a primary airport hub in the designated area. This position will be home-based, with extensive overnight travel requirements and attendance and personal involvement in territory and national issues across multiple time zones daily.In this high-profile role, the ASM, reporting to the Zone Sales Director (ZSD), is focused on the development of their sales team, to include Sales team coaching, sales goal achievement, team member sales skill development, strategic account and territory management skill development and sales execution of the Company Sales Game Plan. The ideal candidate will be a high-impact, self-motivated and team-oriented individual with a demonstrated history of sales success and effective account development. The individual is “other focused”, motivated to achieve success through their team and wholly enjoys attributing the recognition of success through their sales team members.The Area Sales Manager candidate is an individual who emulates a collaborative, team-oriented approach. The successful Area Sales Manager candidate has a long history of demonstrated management skills to include:High level of emotional intelligence as it relates to developing team-oriented, positive and team-focused approach to interactions with their direct sales team members, colleagues, internal team members, etc.Driven by affecting the achievement of success through others. The Area Sales Manager position is wholly focused on effectively coaching, developing, and motivating their sales team to achieve their territory sales quota objectives, develop successful customer relationships, and develop their sales and territory management skills.Focused on the team’s success. The successful Area Sales Manager candidate, while having a demonstrated history of individual sales success, is an individual who is internally motivated by helping others succeed through coaching, strategizing, and working together with their sales teammates to achieve their team members’ territory goals.Enjoys and is motivated by affecting the achievement and recognition of success of others, vs individual success.RESPONSIBILITIESDirect Reporting Relationships/Geography: Area Sales ManagerDirect responsibility for Associate Territory Managers (ATM)/Associate Clinical Territory Managers (ACTM) and Territory Managers (TM)/Clinical Territory Managers (CTM), totaling 7-10 direct reports. For the Southern Area, this would include direct reports residing in: Atlanta, New Orleans, Dallas, Phoenix and Denver.NeurOptics reserves the right to modify and change these geographical boundaries to meet the needs of the business.Drive Sales EffectivenessLead the growth of the sales team to an outcomes-based team, developing competencies in the clinical application of products and service offerings.Reinforce the best use of tools such as CRM to capture data, provide information, and form the foundation of account planning and analysis.Support our internal team (Customer Service, Operations, Marketing, Regulatory, etc.) across all aspects related to the Area Sales Team.Manage, coach, and develop a sales team to achieve sales territory successEffectively coach, develop and motivate the Area Sales Team of ATMs/ACTMs/ TMs/CTMs. Create conditions that enable each team member to be successful.Implement compensation/commission plans and other sales incentive programs to drive and reward desired behaviors and results.Establish clear objectives and performance expectations to result in high sales team effectiveness with established metrics and rewards.Ensure that all required training is identified for and completed by the entire sales team.Work with the Zone Sales Director (ZSD) to hire, train, and promote individuals with the skills and competencies necessary to achieve superior results.Develop a team environment and culture that values each team member’s strengths to the benefit of the team and promotes individual career development.Exhibit positivity, flexibility, creativity, and a willingness to take on new responsibilities as requested or required.Field Travel RequirementsPrioritize and develop monthly travel calendars and quarterly work-with schedules to achieve field travel goals and metrics.Travel a minimum of 6 days quarterly with each ATMs/ACTMs/ TMs/CTMs, achieving a Field Travel Objective of a minimum of 3 full days/3 overnights per rep, as well as additional travel with sales team as needed.Attend key tradeshows as scheduled, providing field management leadership for our field team.Attend and participate in home-office based meetings with the internal support team routinelyDrive Customer Engagement and Customer RelationshipsCoach each sales team member as to how to develop deep customer relationships their accounts. Work closely with each sales team member to develop individual account strategies and plans to execute our Company Sales Game Plan.Teach and initiate follow-up coaching for ATMs/ACTMs/TMs/CTMs as to how to effectively map accounts, identify decision makers and influencers and how to identify and engage with these customers to drive sales.Ongoing training and clinical knowledge development of sales teamProvide ongoing product and clinical training with the sales team during field work-with experiences. Assess sales team member skills, identify opportunities for skill enhancement, and develop a plan and timeline to implement, coaching for skill enhancement.Implement product launch plans for products and services, as outlined by Marketing, focusing on effective execution of sales messaging at the account level by the sales team.Vision and LeadershipDrive sales execution across the sales team, demonstrating innovative thinking to generate customer-focused business solutions that drive sales in alignment with Company goals.Develop a strong business and financial acumen and partner with Marketing to identify, plan for and develop sales opportunities across the sales team existing and potential customer segment.Funnel: Forecast, Upside and PipelineWork with the sales team members individually and collectively to evaluate and advance sales opportunities along the selling cycle stages, focusing on closing opportunities to achieve sales performance goals.Strategic Account ManagementWork with the sales team members individually and collectively to evaluate and advance sales opportunities along the selling cycle stages, focusing on closing opportunities to achieve sales performance goals.Education, Experience and QualificationsA bachelor's degree required5+ years successful track record of medical device sales experience2+ years of experience managing a medical device sales teamPrevious history of successful, team-focused indirect coaching responsibilities that demonstrate the ability to lead and inspire othersDemonstration of increasing responsibility in leadership positionsExperience with systems that support tracking sales data and customer relationship manager (CRM) softwareAbility to integrate and apply complex figures, data, and information into potential sales models.Excellent communication skills, both oral and writtenHighly proficient in MS Excel, PowerPoint, Word, OutlookUp to 60-70% travel requiredAbility to independently operate a motor vehicle. Driver’s license required.Preferred QualificationsDemonstrated successful pupillometry sales experienceExperience selling into the acute care setting, specifically critical care units of hospitals ie. Emergency Room, Intensive Care UnitsCompensation and BenefitsA first-year compensation opportunity for the ASM position includes a combined salary and monthly commissions, as well as a monthly technology allowance. NeurOptics is very proud to offer its employees a competitive employee benefits package which includes an employer-matching 401K Program, 100% employer-paid health insurance per Company health program, and paid vacation and holidays.Company Benefits OverviewThe full time ASM will be eligible for participation in the Company Employee Benefits Program to include:100% Employee Healthcare coverageNeurOptics Employee Healthcare PlanCompany Paid Life InsuranceTechnology AllowanceCar AllowancePaid time off to include vacation, holidays, and sick time401K Program- Employer Matching