District Sales Specialist

The District Sales Specialist (DSS) is a developmental role to prepare candidates to become a District Sales Manager (DSM). Primarily responsible for providing sales support to new and existing customers to achieve sales objectives. DSSs will be held accountable to delivering exceptional service with goals aligned to drive market development and strategic product execution, taking direction/ territory planning and focus on priorities from the Regional Sales Director (RSD) in conjunction with strong daily/weekly coordination with the DSM for the respective District.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times.
• Partner and maintain consistent communication with the DSM and RSD to identify, evaluate, develop, and implement sales strategies and action plans to achieve specific revenue and growth objectives for assigned accounts.
• Working closing with the DSM, achieve sales and utilization quota results in assigned accounts, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables.
• Learn and hone consultative needs-based selling skills/approach and challenger sales model through coaching/mentoring support from DSM and RSD.
• Work closely with DSM and Field Integration Specialists (FIS) to implement practice integration efforts to establish and maintain consistently treating accounts.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product.
• Cover cases and coordinate with clinical training and sales team, the logistics, timing, duration, strategy and execution of customer training and procedure support.
• Support the development of regional physician proctors to help with formal and informal training activities.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Support and help facilitate the execution of regional training workshops and tradeshows within the Region.
• Maintain consistent communication with DSM and RSD on all matters related to assigned accounts and region, including accurate forecasting.
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization.
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Acquire and maintain acceptable knowledge and capabilities of the Company’s products, industry trends, and competitive products; apply this knowledge to adequately conduct in-service education.
• Participate in industry-related trade shows/meetings.
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements.
• Perform special projects and other duties as assigned.

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• Experience working in a team environment, particularly with a sales organization.

Bonus

• A minimum of one year relevant business experience, preferably in direct sales to physicians and/or other health care providers, market development or clinical specialist roles.
• Direct customer experience with the anesthesiology, pain management, spinal surgery, or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience managing a territory through the effective utilization of a CRM system, preferably experience directly with Salesforce.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Willingness to relocate for available District Sales Manager positions.
• Strong interpersonal, oral, communication, listening, organizational, and planning skills.
• Ability to communicate effectively, orally and in writing.
• Ability to effectively build and sustain strong customer relationships.
• Proven ability to provide a high level of customer service and support.
• High level of accountability and reliability, and extremely responsive.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• Ability to thoroughly understand and communicate the attributes and qualities of Company products.
• Positive attitude and passionate about their work.
• High level of organization with regard to schedule management and follow-up skills.
• Team-oriented and ability to work collaboratively.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Up to 75% of the time in order to adequately cover the region including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment –
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.