Territory
Europe, UK, Ireland, Canada, Middle East, Africa, and Latin America (EMEA/LATAM/Canada)
Summary
The International Sales Representative is accountable for delivering on CIVCO Medical’s sales revenue and EBITDA objectives through the successful leadership and management of international distributors in the territory. The International Sales Representative is responsible for proactively developing and executing sales and marketing strategies to consistently meet or exceed budgeted sales growth and gain market shares.
The International Sales Rep must develop and maintain outstanding partnerships with our Distributor network and travel internationally as appropriate to support their needs, acquire market knowledge, conduct sales training, co-travel with sales representatives, and fully appreciate and help develop and implement sales strategies and plans. This position requires excellent sales analytical skills in a multi-cultural environment and a remarkable capacity to adapt to market trends. The International Sales Representative must provide and routinely update key sales forecasts, product demand information and sales trends to CIVCO management. The International Sales Representative will work closely with International Customer Service, Product Management, Marketing, Sales Operations, Regulatory, Legal, and may assist our OEM team to collaborate, coordinate, and optimize CIVCO sales and international marketing efforts.
Essential Duties and Responsibilities (other duties may be assigned):
- Manage and maintain distributor relationship
- Conduct key market and sales analytics
- Support international distributors during major meetings/conferences/trade shows and key customers visits in hospitals or clinics across the territory
- Develop and execute international marketing, sales strategies, plans, and contracts.
- Provide product training and drive new product commercialization through our distribution network
- Conduct customer listening and communicate market needs, country healthcare guidelines changes, gaps, opportunities, competitive landscape, and other trends to leadership
- Conduct contract negotiations then manage and measure them for flawless execution
- Analyze distributor performance and capabilities; evaluate potential new partners and/or markets
- Provide weekly/monthly/yearly sales forecast updates
- Collect weekly/monthly/ yearly sales forecast and business plans from Distributors
- Assist with OEM strategies and plan
Key Activities
- Collaborate with the in-house Sales and Marketing teams to execute international strategy
- Develop and successfully execute sales and marketing plans to increase CIVCO sales and profitability. (In some cases, these may be market/country specific)
- Work face to face in the field with Key Distribution partners and sales associates
- Plan and execute appropriate levels of face-to-face and virtual sales and marketing training for distributors and their sales associates
- Co-travel with key distributor reps as appropriate to attain-exceed financial goals
- Provide excellent sales education, aides, and tools to increase sales effectiveness
- Identify opportunities for growth and market expansion
- Provide excellent customer service and training. Promptly identify and resolve issues. Capitalize on opportunities in the territory
- Work with Distributor’s Sales Teams to ensure CIVCO is effectively communicating with the customer about issues that arise, proactively seeking to improve process efficiencies between the customer and CIVCO, investigating problems and developing solutions/preventive actions.
- Work with Distributors Sales Team to make sure communication about issues and solutions with the customer and cross-functional teams within CIVCO are resolved in a timely manner
- Keep CIVCO Sales and Marketing Leadership informed of all sales and market developments and trends in a complete and timely manner
- Conduct sales and market analytics and provide sales reports, competitive and pricing data, sales plan, progress reports, sales forecasts, and other updates on key market conditions
- Communicate important customer information to management and CIVCO associates as required
- Update and enhance your market, business, and technical knowledge
- Be a student of your market and our business by attending educational workshops, reviewing professional publications, and establishing personal networks
Education and/or Experience
- BA or BS degree
- Preference may be given for MBA or equivalent experience
- 5 Years’ successful sales experience required
- Experience in medical devices industry preferred
- International sales experience preferred
- Sales leadership experience preferred
Skills and Abilities
- Demonstrated track record in generating sales by managing direct sales team and/or distributors
- Exceptional selling and negotiation skills
- Self-motivated, driven individual that needs minimum oversight
- Intercultural curiosity and high diversity awareness required
- Proficient in sales analysis, Sales Force.com, Microsoft Office, Excel, and use of Sales Enablement tools
- Excellent written and verbal English communication skills
- Ability to manage multiple priorities in a fast-paced environment
Policies, Training, Safety
- POLICIES: Know and follow CIVCO/Roper policies & procedures related to work activities performed in area of responsibility.
- TRAINING: Complete training in area of responsibility within allowed time-period. Training is required for changes in existing policies & procedures, for new assignments and for implementation of new policies & procedures. Complete required periodic re-training in areas such as environmental health & safety.
Travel
Ability to travel as required, estimated to be 75% of the time
Physical Demands
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.
While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is also required to stand and walk. The employee is required to travel by automobile and other means. Specific vision abilities required by this job include close vision. The employee must occasionally lift and/or move up to 50 pounds.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position will be mobile and may encounter a variety of work environments including noise levels.
Pay & Benefits
CIVCO offers a complete benefits package including company-sponsored health plans and 401k plans with company matching starting day one, lifestyle and tuition reimbursements, paid leave, generous vacation plans (minimum of 17 days annually), and the advantages of an environment that encourages your development, recognizes your achievements, and supports a work-life balance.
The anticipated compensation for this role includes an annualized base salary range of $70,000 - $100,000 plus a 30% variable incentive compensation target. The provided base salary range is used nationally. The rate offered is compliant with federal/local regulations and may vary by experience, certification/education, market conditions, location, etc. It is not typical for an individual to be hired at or near the top of the pay range and compensation decisions are dependent on the facts and circumstances of each case. The specific compensation offered to a candidate may be influenced by a variety of factors including demonstrable level of experience and training, pertinent education including licensure and certifications, and other relevant business or organizational needs.