Sales Director

1 month ago

Sydney, New South Wales, Australia Penumbra Full time
Job Title: Sales Manager

As a Sales Manager at Penumbra, you will play a pivotal role in driving business growth and customer satisfaction in the Australia and APAC region. You will collaborate with Marketing Managers, Country Managers, the Director of Sales, and/or Vice President of Sales to ensure exceptional customer service, product adoption, and employee development.

Key Responsibilities:
  • Regional Growth and Development:
    • Attract, hire, and retain top sales professionals to join the Penumbra team.
    • Select, manage, train, and develop staff, establishing objectives and assignments, and providing ongoing feedback through performance reviews and development plans.
    • Develop strong working relationships with assigned sales teams to ensure territory managers feel a sense of accomplishment and value to the organization.
    • Create professional development programs for territory managers to ensure their professional goals are realized within the organization.
    • Provide team members with continuous feedback and coaching using talent and performance management tools.
    • Manage teams to create a dynamic, supportive, and cohesive environment.
    • Establish a system of communication with team members to ensure proper execution of business plans and achievement of quarterly objectives.
    • Commit to travel as necessary for position and coaching/management of team members.
  • Customer Relationships:
    • Develop relationships with Key Opinion Leaders (KOLs) in the region to ensure influential customers are interested and working with Penumbra on a constant basis.
    • Implement regional activities such as PEER Meetings, visiting physician events, and training events to further demonstrate Penumbra's commitment to their practice.
    • Lead aspects of international congress meetings and trade shows to ensure regional customer needs are handled and satisfied.
    • Organize and implement customer events that may include Penumbra Executive Team, visiting physicians, or product marketing managers.
    • Prospect and develop relationships with prospective customers and/or users of Penumbra products, converting them into Penumbra customers.
    • Increase account penetration with orders for new and existing lines of products and services.
    • Maintain open communication lines with current and prospective customers on programs, promotions, and pricing trends.
  • Planning:
    • Establish, implement, and monitor sales plans for the region based on Penumbra business objectives and customer needs.
    • Commit to travel as necessary for management meetings and territory manager support.
    • Complete other special projects or assignments as requested by Sales Director/VP.
    • Work with Marketing Manager and international product specialists to assist with market development.
  • Professional Development:
    • Keep current on Penumbra products or services being offered and provide feedback to the corporate office on market receptivity, concerns, or issues learned from the customer.
    • Maintain an ongoing knowledge of competitive product innovations, sales promotions, catalogs, and advertising for personal sales effectiveness and corporate market intelligence.
    • Attend industry trade shows as assigned and provide summary reports to sales teams and marketing management, communicating problems for internal follow-up, getting leads, and sending appropriate follow-up correspondence.
  • Finances:
    • Achieve quarterly and annual sales objectives as determined by Country Manager, Sales Director, and/or VP of Sales.
    • Manage sales expenses to maximize profitability of the region.
  • Administrative:
    • Maintain accurate records of sales expenses, customer files, and field sales reports.
    • Manage expense reports of territory managers in the assigned region.
    • Maintain a high level of engagement through email, text, and phone.
    Requirements:
    • BS/BA degree or equivalent experience with 5+ years of medical sales experience required, with at least 2+ years of sales management experience.
    • Proficiency with MS Word, Excel, and PowerPoint.
    • Excellent organizational skills with the ability to prioritize assignments while handling various projects simultaneously.
    • Salesforce or other CRM experience.
    • Strong oral, written, and interpersonal communication skills with excellent presentation skills.
    • Strong international distributor channel management experience is a plus.
    • Strong sales, business development, and negotiating skills.
    • Self-motivated, decisive, and a creative problem-solver.
    • Provide high-level customer service.
    Working Conditions:

General office, laboratory, and hospital environments. Extensive field travel required: up to 75%. Potential exposure to blood-borne pathogens and other potentially infectious materials. Requires some lifting and moving of up to 25 pounds. Must be able to move between buildings and floors. Must be able to remain stationary and use a computer or other standard office equipment, such as a printer or copy machine, for an extensive period of time each day. Must be able to read, prepare emails, and produce documents and spreadsheets. Must be able to move within the office and access file cabinets or supplies, as needed. Must be able to communicate and exchange accurate information with employees at all levels on a daily basis.

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