Sales Manager, Latin America
Description
Job Summary
The Sales Manager, Latin America is an integral member of Inogen’s International leadership team and will be responsible for the growth of Inogen’s and PhysioAssist devices and contribute to the development of the organization’s business goals, including extending and enlarging the market share and footprint of Inogen/PhysioAssist product lines, creating new business opportunities (appointing new distributors and driving existing ones), and achieving the revenue in the given territory. This also includes the clinical and sales support of PhysioAssist and Inogen’s distributors in the territory.
The Sales manager focus will be to drive revenues and volumes through existing and established distributors, appoint and develop new distribution channels in targeted growth markets, work with KOLs to develop clinical practice and train distribution channel and key users on product usage.
Responsibilities
Sales Execution
- Determine market potential for Inogen and PhysioAssist product lines per country in the LATAM region, prioritize market entry based on market potential, competitive presence, reimbursement, price sensitivity, regulatory framework, available sales channels.
- Propose based on prioritization countries to open, then work on distributor search and appointment (from contract to training then regular follow up).
- Identify key players per country, and through regular visits establish a solid relationship with key decision makers, targeted customers, distributors and KOLs.
- Key contact for all customers within the country/region from quote to order and after sales follow up.
- Perform training to distribution channel (sales and clinical team), end users (Hospitals, Healthcare professionals/KOLs).
- Implement and track product validations in clinical setting.
- Responsible for achieving assigned revenue and volume objectives, meet or exceed quarterly, and annual targets.
- Meet margin expectations by implementing an appropriate pricing policy as well as meet margin expectation as defined in the annual budget.
- Determine demand per account and per country and create regular forecasts that will help determine risks and opportunities.
- Create, together with the International leadership a sales and marketing strategy for the region.
- With the help of marketing, develop and deploy marketing programs with distribution channel and key users to enhance specific Inogen/PhyioAssist demand.
- Establish distribution contracts with assigned strategic partners:
- Help structure corporate contracts and track to completion.
- Determine pricing, discounts and customized value-adds
- With the help of the regulatory department, track regulatory filings per assigned country and develop a product launch plan and distributor selection prior to obtaining regulatory clearance.
Leadership
- Ability to create, develop and lead a team as the business grows and ability to measure Return on Investment (short and midterm) on people and program investments.
- Comply with all company policies and procedures.
Financial / Sales Acumen
- Financially savvy to develop sales tracking and reporting tools to measure sales progress versus targets.
- Sales forecasting with sensitivity and historical analysis backed up with tangible recommendation and execution plan.
- Meet margin expectations for the country/region by determining the right ASPs per sales channel.
Knowledge, Skills, and Abilities
- Results oriented leader.
- Self-starter, able to work effectively with minimal supervision.
- Enjoy working in an international team and environment
- Entrepreneurial, independent, responsible, hands-on and goal oriented.
- Thorough knowledge of sales and clinical process.
- Sales management experience within medical devices/equipment businesses is required.
- Experience of leading sales with highly developed international distributor channels is essential.
- Develop and implement strategies that align with the company's overall goals and objectives.
- Effective communication with senior management.
- Working knowledge of reimbursement and market access.
- Major account development and management experience with documented success.
- Account analysis, planning and execution skills.
- Must be able to motivate and mentor team.
- Must have strong work ethic.
- Negotiation skills.
- Possess strong business acumen.
- Analytical, critical thinker and problem-solving skills
- Effective conflict resolution.
- Solutions-oriented problem solver.
- Excellent planning, communication, and organizational skills.
Qualifications
- Bachelor’s degree in Business, Communication, or related field of study, preferred.
- 10 years’ proven successful sales performance, in a medical (sales) environment required;
- Experience in the Home Care market and in particular Home Oxygen Market, preferred.
- 2 years of prior sales supervisory/management experience, required.
- Advanced knowledge/proficiency in Microsoft Office, required.
- Intermediate knowledge/proficiency in Microsoft Office, required.
- Fluency in English and Spanish, required.
- Portuguese, preferred.
- Willingness to travel throughout the LATAM region, up to 60%, required.
- Intermediate knowledge/proficiency with CRM and/or Lead Management systems, required.
- A combination of training, education and experience that is equivalent to the qualifications listed above and that provides the required knowledge, skills, and abilities.
Location:
US or in the LATAM region (i.e. Mexico, Colombia, Brazil, etc.)