Area Manager – Northern California

Change people’s lives and love what you do! Cochlear is the most recognized brand in hearing health care.

Human needs have always been our inspiration, ever since Professor Graeme Clark set out to create the first multi-channel cochlear implant because he saw his father struggle with hearing loss. We always start with people in mind – thinking about their needs.

For this reason, our products, services and support will continue to evolve and improve. We are by our customers’ side through the entire hearing journey, so they can experience a life full of hearing. Our employees tell us that the number one reason they enjoy working for Cochlear is the opportunity to make a difference to people’s lives and working in an organization where they can be part of bringing the mission to life each day.

About the role

In order to help deliver exceptional care to Cochlear’s recipients and patients in need of implantable hearing technologies, we are recruiting for an Area Manager in the San Francisco Bay Area to cover the Northern California territory.

To be successful in this role you will provide leadership to set the direction for the clinical territory team to achieve targeted sales numbers and successfully execute on the goals and strategies for the territory. You are experienced in an OR environment and are comfortable covering surgical cases. You will closely partner with the team and professional partners to ensure positive customer outcomes. Responsible for developing and maintaining professional business relationships with key stakeholders to include hospitals, clinics, surgeons, and clinicians.

Lead and develop your team in the delivery and execution of exceptional sales strategies and processes. You are accustomed to working collaboratively with internal and external stakeholders throughout an organization including partnering with marketing, customer experience, clinical and regulatory to execute business strategies. Your skills are well developed in a sales training process, ideally Miller-Heiman, and your results are reflective of your business plan and application throughout the team.

Key Responsibilities

• Leads the team and ensures successful territory achievement of product portfolio revenue targets by increasing market share and growth by planning and executing sales activities to drive both. Revenue targets include SOP’s and forecasting accurately on a regular basis. Tracks and communicates area results to plan.
• Provides strategic leadership to set the direction for the territory team. Works with team members to ensure strong customer relationships with assigned accounts (surgeons, audiologists, surgical departments, purchasing, etc).
• Provide guidance, coaching and direction for team members. Develops each team member and actively coaches them in sales conversations and techniques guided by Miller Heiman. Ensures each team member is consistently using and entering territory and account planning into SalesForce.
• Presents pricing and unit purchase proposals to appropriate contacts, in accordance with Company policy authority levels.
• Utilizes sales and team planning tools to sustain and grow accounts, train professional partners, includes surgical training, and plans territory events to provide professional education and awareness to differentiate Cochlear products in the territory.
• Travels with team members to coach, train and develop relationships with customers and listening for opportunities of strength and development and implementing with territory/regional plans.

Key Requirements

To add value to Cochlear in this role you'll be able to meet and demonstrate the following knowledge, skills and abilities in your application and at interview:

• Bachelor’s Degree required.
• Five to seven years’ experience in health care/therapeutics field in a sales or marketing role. Demonstrated sales leadership and contract management experience required.
• Demonstrated ability to create, analyze and evaluate sales plan objectives, strategies and tactics. Review and prepare sales reports.
• Demonstrated prioritization and organization skills.
• Ability to work effectively as a team leader/member must be a strength.
• Ability to train employees and customers in applications and use of products.

• Ability to prepare and execute product presentations to others.

• Demonstrated ability to work cross-functionally to meet objectives.
• Demonstrated ability to build and communicate effective business plans and sales plans.
• Willingness and ability to travel approximately 60% with overnight stays, and in some instances may exceed that for specified periods of time.

Total Rewards

In addition to the opportunity to develop your knowledge and grow professionally, we offer competitive wages and benefits.

• Pay Range in the United States: $95,000 - $140,000 per year based upon experience, as well as monthly commission opportunity. Exact compensation may vary based on skills, experience, and location.
• Benefit package includes medical, dental, vision, life and disability insurance as well as 401(K) matching with immediate vesting, Paid Time Off, tuition reimbursement, maternity and paternity leave, Employee Stock Purchase Plan and pet insurance.

Physical & Mental Demands

The physical and mental demands described below are representative of those that must be met 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 individual is regularly required to be in a stationary (seated/standing) position; utilize business technology for work product delivery, communicate orally and in writing with others internal or external to the organization, utilize problem solving/critical thinking skills to discern and convey information. Occasionally transport items weighing up to 25 pounds. Specific vision abilities required by this job include ability to adjust focus.

While performing the duties of this job, the individual is regularly required to utilize comprehension, critical thinking, communication, problem solving, organization reasoning, relating to others and discernment of items such as product specifications, procedures and processes to customers (whether internal or external). Influence, organization/classification of information and planning are also required.

The work environment is home-office based position and includes travel to clinic or hospital environment and are representative of those an individual encounters while performing the essential functions of this job.

by completing your application form online. Applicants must meet the job specific application criteria to be considered. Visit our careers site at www.cochlear.us/careers to learn more.

Cochlear Americas is an Equal Opportunity, Affirmative Action Employer and provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, marital status, veteran status, or any other characteristic protected by federal, state or local law. In addition, Cochlear will provide reasonable accommodations for qualified individuals with disabilities. If you require accommodation with completing the online application, please contact us via web or phone at 303-264-2549.