Sales Manager (Medical Sales - Hybrid)

As a leading manufacturer and distributor of medical supplies and equipment for healthcare simulation and education, Pocket Nurse provides solutions and services that create hands-on learning experiences for the next generation of healthcare professionals. Our small business philosophy is, “Use your best judgement every day.” Not only do we give team members the guidance and tools to succeed, we give them autonomy to do their best for the company to succeed. This privately held company has been in business since 1992 and is experiencing strong growth year after year.

The Sales Manager takes ownership of driving territories to achieve defined goals through effective leadership of their regional sales team, efficient business planning, and execution of corporate strategies.  Goals will also be achieved by building, maintaining, and leveraging relationships with strategic partnerships and internal resources. 

Engaging communication is key to achieving the goals of this role working with our collegial customer base. While the job requires strong initiative and self-direction, results are only achieved with and through people. The job involves multi-tasking with a sense of urgency and prioritization while engaging in a collaborative decision-making process and assuming responsibility for risk. While there is urgency to goal achievement, responsibility for results needs to be effectively delegated when necessary.

Key Responsibilities and other duties as assigned:

• Manages and oversees daily activities of the regional sales team, including training, coaching, monitoring performance, and ensuring sales quotas attainment.
• Drives achievement of sales targets and gross profit pricing levels by identifying and developing opportunities through outbound activity within assigned territories and accounts.
• Develops and executes data-driven sales strategies through market research, customer insights, and territory performance analysis.
• Monitors, analyzes, and reports on sales performance; recommends and implements actions based on analysis, trends, seasonality, key partner performance and competitive dynamics.
• Provides quarterly forecasting to the Vice President of Sales Operations based on outstanding quote pipeline.
• Collaborates with Sales and Marketing teams to plan campaigns, assess pipeline gaps, and execute correction actions to meet targets in the territory.
• Assists with higher level sales calls when needed to help achieve set sales targets. 
• Utilizes a consultive (“solutions selling”) approach with all levels of existing customers and/or prospects.
• Exercises discretion and independent judgment in evaluating customer needs and determining effective sales strategies and customer solutions.
• Maintains confidentiality of sensitive company, customer, and operational information..

Travel:

• U.S. Travel up to 25% based on the defined quarterly business plan and territory management as well as select identified tradeshows and customer site visits.

Supervisory Responsibilities:

• Determines resource needs and manages the members of the territory’s Sales team as a highly functional team while promoting a diverse, harassment-free work environment.
• Responsible for team’s time management, performance management, and career development.

Education:

• Bachelor's degree in Business or a related field and a minimum of 5 years of related, progressive territory sales management experience.

Skills and Experience:

• Proven track record of success in developing, maintaining, and growing a large book of business within an assigned territory.
• The ability to lead from the front in sales and effectively influence, manage, and coach other professionals to build a strong, high performing sales team.
• Familiarity working with quotes, bid proposals, and contract negotiations required.
• The ability to calculate and monitor profitability at the item, order, and account territory levels.
• The ability to analyze accounts and territories to create a selling/marketing strategy specific to each territory’s unique geographic and demographic characteristics. 
• Strong written and verbal communication skills and business presentation acumen. 
• Proficiency with ERP systems and Microsoft Office programs including Word, Excel, and PowerPoint.
• Familiarity with Procurement Platforms and selling through Cooperatives & GPOs a plus.
• Experience working with the development of distributor/reseller network a plus.
• Experience with K-12 and Higher Education selling cycles and purchasing platforms a plus.

Benefits and Compensation:

• Competitive wages and quarterly and annual bonus opportunities.
• Medical, dental, and vision insurance coverage options.
• 401(k) retirement plan with company matching contributions.
• Paid time off, personal time, paid holidays, and hybrid (remote/onsite) work schedule.
• Company-paid life insurance and short-term disability insurance.
• Voluntary life, accident, critical illness, and long-term disability insurance.
• Company-wide cookouts, lunches, and work-day events.
• On-site fitness center, free parking, and dog-friendly offices.
• Opportunities for career enhancements through training and educational programs.
• The opportunity to make a difference in the ever-growing healthcare field.

Physical and Cognitive Demands:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; stand; walk; talk; hear; use hands to finger, handle, or feel; and reach with hands and arms. The employee must occasionally lift and/or move up to 15 pounds. No employee is authorized to lift and/or move weight over 50 pounds without assistance. Specific vision abilities required by this job include color and close vision.

This role requires the individual to be able to understand, remember, apply and/or communicate complex information and problems, opposing points of view on complex issues, and collaborate and negotiate on alternative solutions; organize and prioritize thoughts, ideas, and own work schedule; apply common sense, analyze and make decisions which have significant impact on immediate work unit and monitor impact outside immediate work unit; express written and spoken word for internal and external communications and compose materials such as detailed reports, forms, letters, manuals, presentations and communicate information; add, subtract, multiple and divide in all units of measure using whole numbers, common fractions and decimals; compute rate, ratio, and percent; draw and interpret bar graphs and compute, analyze, and interpret statistical data for reporting purposes and/or to develop forecasts.

Pocket Nurse is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, genetic information, national origin, disability, veteran status, and other protected characteristics.  Information is available here: http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf