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Extremities & Trauma Manager Position


The Extremities & Trauma Manager position is taken on by a person who has distinguished themselves
as an outstanding sales representative and has exhibited tremendous leadership abilities amongst
their peers in the selling/sales management arena. An Extremities & Trauma Manager will have the responsibility of managing the growth of sales in a larger geography than that of an SOS territory manager. He/she will have authority to manage both material and personnel resources in order to optimize sales growth in a cost-effective manner. They will be the territory manager’s first point of contact with questions regarding sales tactics and implementation. Will report directly to the Director of Extremities & Trauma. The Extremities & Trauma Manager is responsible for interacting and managing all aspects of the customer groups, which may include members of large hospital systems/IDNs/GPOs, teaching, city and community hospitals.The manager will manage the business ethically and adhere to all applicable hospital guidelines including ADVAMED


• Optimize sales/sales growth in the hospital/surgery center accounts in their geography.
• Supervision of all territory managers, associate sales representatives, and specialty reps
(i.e., Extremities & Trauma) in their given geography.
• Open communication with all representatives in their given geography.
• CRM – management of numbers and opportunities in the company’s CRM
• Quota management
 – Devising and implementing a plan to make E&T sales quotas in their accounts.
 – Usage of AXIS and specifically the “opportunity” aspect of AXIS for sales pipeline management.
• Surgeon Skill Development – Manager is involved in the coordination of labs with customers in his/her geography and preferably be in attendance for surgical skills training with key customers.
• These would include but not be limited to both local and out-of-town programs.
• Time management
 – 7:30a.m. – 5:30 p.m. is considered a standard workday
 – 95% of the time to be spent in the field with customers/reps or in O.R./office accounts.
• Investment levels – Manager will have access to an expense account but may be required to invest resources in their territory from time to time.
• Inventory – must assist the Supreme operations team with territory audits and make
inventory reconciliations go smoothly.
• E&T Manager must own the operations side of their business and monitor the E&T operations side of the business for their geography.
• Quarterly sales meetings with sales reps as a group to discuss sales strategy, results, new products, sales issues, etc.
• Monthly meetings with individual sales reps to discuss sales performance and sales strategy.
• Quarterly meetings with the Director of Extremities & Trauma to discuss sales performance, sales strategy, and operations.
• Territory development – conduct monthly sales and product trainings to make the reps in your geography product experts.
• Key account management – assist territory managers with the management of sales activities at designated “key” accounts.
• Develop relationships with personnel at key accounts.
• Key customer management – assist territory managers with their targeting of and management of sales activities with “key” individual customers. These would include but not be limited to: orthopedic surgeons, podiatrists, hospital/SC administrators.
• Product Knowledge – should be an expert in all product areas with which they have management responsibility and are a true asset to their TMs and ARs.
• Sales Support – provide both case coverage and sales appointment support for territory managers.
• Maintain consistency across geography with regards to products, pricing, service, etc. If necessary, communicate with other sales managers to maintain this same consistency.

Skills & Qualifications:
• Analytical – Synthesizes complex or diverse information.
• Design – Demonstrates attention to detail.
• Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; Develops alternative solutions; uses reason even when dealing with emotional topics.
• Project Management – Communicates changes and progress.
• Technical Skills – Assesses own strengths and weaknesses; pursues training and development opportunities; strives to continuously build knowledge and skills.
• Oral Communication – Speaks clearly and persuasively in positive or negative situations; listens and gets clarification.
• Written Communication – Writes clearly and informatively; varies writing style to meet needs; able to read and interpret written information.
• Quality Management – Looks for ways to improve and promote quality; demonstrates accuracy and thoroughness.
• Business Acumen – Understands business implications of decisions.
• Diversity – Shows respect and sensitivity for cultural differences; promotes a harassment-free environment.
• Judgment – Exhibits sound and accurate judgment; includes appropriate people in decision-making process.
• Safety and Security – Observes safety and security procedures; reports potentially unsafe conditions; uses equipment and materials properly.
• Demonstrates commitment to the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures.

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