Aesthetic Business Manager - Chicago
Job Summary - a concise overview of the job
Endo Aesthetics is an exciting new affiliate of Endo International focused on providing physicians and their patients with expanded choices in medical aesthetic treatments and procedures. We are seeking a passionate, driven Aesthetic Business Manager (ABM) to launch a new and innovative cellulite treatment to the market. The ABM will be responsible for prospecting customers in the medical aesthetic market, providing product information/clinical data, facilitating training, in-practice marketing and sharing appropriate information regarding Endo Aesthetics. The ABM will develop new accounts in the defined geographic territory while meeting and exceeding established sales quotas.
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Endo Aesthetics Business
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
% of Time
§ Accountable for meeting or exceeding assigned sales objectives on a monthly, quarterly and annual basis.
§ Develops quarterly, monthly and weekly plans designed to maximize customer relationships and improve face-to-face selling time in assigned territory.
§ Communicates initial strategy for all new pipeline opportunities and works with Regional Sales Manager (RSM) on how to advance all such opportunities through the sales cycle.
§ Communicates and monitors all opportunities in a timely fashion and with a sense of urgency.
§ Delivers tangible near term actions with a vision to longer-term sustainable revenues across company offerings.
§ Through active listening and questions, understands and has the ability to influence the customer's decision-making process and leads the customer to positive decisions.
§ Demonstrates strong customer service focus and ability to effectively communicate value propositions.
§ Develops and maintains a strong relationship with Regional Sales Manager that enables collaborative efforts to be utilized.
§ Develops strong relationships with key decision makers at multiple levels.
§ Is proficient in knowledge of Endo products and of competitive products and positioning.
§ Responsible for demonstrating knowledge of target customers, competitive accounts, new growth opportunities and time and territory management; submitting reports to RSM consistently on a weekly basis.
§ Implements key marketing strategies, business objectives, and treatment/practice growth plans.
§ Develops a working territory business plan that includes account segmentation, forecasting, marketing initiatives, and sales execution strategies (i.e. staff training pull through plans, in-office events, etc.).
§ Develops and coordinates physician training programs, practice enhancement in-services, and patient events.
§ Demonstrates and provide technical product and procedure expertise.
§ Completes all assigned paperwork in a timely and accurate manner (i.e. expense reports, business plans, etc.).
§ Ensures individual and Company compliance with all federal, state, and local laws, and all company policies and procedures
Education & Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor’s degree or equivalent experience within an aesthetic medical practice
· 5+ years successful medical/dental/device sales or a combination of Business to Business and medical/dental/device and sales
· Demonstration of sustained, high performance (President’s Club, Circle of Excellence or equivalent top sales award)
· New product launch and/or experience capitalizing on new market opportunities
· Medical aesthetic industry experience (preferred)
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Experience and knowledge of general marketing principles and concepts within an aesthetic or other relevant medical practice
§ Experience and knowledge of inner workings of a physician’s practice
§ Strong knowledge of the aesthetic market in the assigned territory
§ Consultative selling skills and/or B2B selling experience in the aesthetic medical space
§ Strong customer service focus and ability to effectively communicate value propositions
§ Successful experience with KOL identification and development
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
§ High level of business acumen
§ Proven consultative selling skills
§ Strong analytical skills
§ High customer service orientation with a sense of urgency to respond to the needs of the customer
§ Strong conflict and problem resolution skills
§ Ability to develop key strategies at the account level and effectively execute
§ Strong interpersonal skills
§ Strong negotiating skills
§ Financial/budgetary experience
§ Highly organized and able to prioritize effectively
§ Strong presentation, verbal and written communication skills
§ Proficiency with Excel, Word, PowerPoint and other software skills
§ Ability to travel as required by specific territories
§ High aptitude for learning, coaching, and situational awareness
§ Ability to work independently and collaboratively
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
§ Overnight travel may be required