DIRECTOR OF OCULAR SALES / MUST HAVE OCULAR SALES EXPERIENCE

Title:                           Director of Ocular Sales

Reports To:              CEO



 

POSITION DESCRIPTION

Must have ocular sales experience.  The Director of Ocular Sales is responsible for obtaining the monthly, quarterly and annual sales goals for the RPS Direct Sales force. Provides leadership and strategic direction to the direct sales representatives to ensure achievement of sales objectives. Primary function is to drive the day-to-day business results by directing, selecting, developing, coaching, training and motivating the direct sales staff.  Compiles and analyzes data to establish goals and tactics, develop and implement national, regional and territory strategies, and responds to market changes. Maintains an in-depth knowledge of customers and competition.   Upholds a high level of communications with all departments in the organization, and works with Marketing to develop product marketing plans and successful implementation on a national basis.  Initially will focus 75% on the Ocular markets and 25% on Primary Care.

 

POSITION RESPONSIBILITIES

Includes the following; other duties may be assigned as needed.

1.            Support the CEO in developing the long-term strategic direction of RPS.

2.    Provides leadership for the day-to-day operations of the ocular sales department, to ensure RPS Direct sales representative obtain the sated company sales objectives while maintaining a focus on the company’s strategic goals.

3.            Analyzes sales statistics to determine business growth potential.

4.    Prepares and updates a detailed Sales Plan (with an ocular focus) for the Company on an annual basis or as  requested by the CEO.  Such plan shall include:

     a.            Description of the planned sales activities

     b.            Details of the distribution models to be employed

     c.            Timeline for implementation of plans

     d.    Departmental budget, including the development of sales and profit forecasts for each direct sales agent.  Clearly stated specific sales objectives, goals and tools to measure results to plan.

5.    Responsible for personally engaging in Inside Sales activities as well as Outside Sales visits.

6.    Designs, develops and provides management with sales results/management analysis showing sales critical activities, actual sales to objectives from total RPS sales to sales of individual representatives. 

7.            Pro-actively establishes new initiatives for sales success.

8.    Ensure that each salesperson is appropriately trained in product knowledge and demonstration of product as well as providing ongoing appraisal and development of each salesperson to enhance their effectiveness and capability

9.            Provide feedback to improve overall sales efforts and tools.

10.          Coordinates ocular sales operations with all other departments of RPS

11.  Assists in the development of policies, procedures and informational manuals for selling the organization’s products;

12.          Monitor A/R on a proactive basis and coordinates with Controller

13.  Responsible for management of Ocular customers to ensure customer satisfaction leading to repeat orders.

14.  Understand and accept that due to the corporate structure of RPS, other tasks can be assigned as necessary.

15.          Member of the Leadership Team

16.          Adhere to all RPS policies and directives.

 

SKILLS AND ABILITIES

§  Effective communication skills – verbal, written and telephone;

§  Ability to deliver sales and training to agents

§  Ability to set short and long-term objectives and implement activities to achieve

§  Ability to motivate sales force to successful results

§  Ability to identify problems/concerns and appropriately  addresses in a timely manner

§  Ability to track and monitor sales activities, customer satisfaction, and A/R

§  Ability to work develop profitably business relationships at customer organizations

§  Self starter able to work independently with minimal supervision;

§  Ability to quickly assimilate and act upon information.

                                                                   

MANAGEMENT SKILLS

§  Assemble professional sales team;

§  Design and development of sales process; Achievement of sales goal by individual agent and corporately.

 

COMMUNICATIONS/LANGUAGE SKILLS

Excellent oral and written communication skills and the ability to:

?      Build, expand and leverage relationships;

?      Influence purchase decisions;

?      Effectively handle customer inquiries and concerns;

?      Represent RPS in a professional manner.

 

EXPERIENCE

Experience in Ocular Sales and General Sales Management in a medical and/or diagnostic products and devices environment is required.  Minimum of 7 years related experience.

 

DIRECT SUPERVISION OF THE FOLLOWING POSITIONS

Current Positions:       Direct Sales Agent

Future Positions:         Expected growth as sales and ocular customer base increase

 

PHYSICAL REQUIREMENTS

Ability to work in an office environment as well as automobile and airplane travel is required.  Ability to lift up to fifty pounds.  Significant overnight travel will be required.

 

EDUCATION

§  BA or BS degree.

§  MBA in Business is preferred.