Integra LifeSciences

Sales Distributor Channel Specialist

Vacancy ID
2017-21197
MX-
Position Type
Regular Full-Time
Category
Sales

Overview

Integra LifeSciences, a world leader in medical technology, is dedicated to limiting uncertainty for surgeons, so they can concentrate on providing the best patient care. Integra offers innovative solutions in orthopedic extremity surgery, neurosurgery, reconstructive and general surgery, and regenerative wound care.

 

Integra's orthopedic products include devices and implants for foot and ankle, hand and wrist, shoulder and elbow, tendon and peripheral nerve protection and repair. Integra is a leader in neurosurgery, offering a broad portfolio of implants, devices, instruments and systems used in neurosurgery, neuromonitoring, neurotrauma, and related critical care. Integra’s Tissue Technologies is an in-patient and outpatient Regenerative product portfolio, which includes products for wound care, burns, abdominal reconstruction, and plastic & reconstructive surgery.  In the United States, Integra is a leading provider of surgical instruments to hospitals, surgery centers and alternate care sites, including physician and dental offices.


Founded in 1989 Integra is headquartered in Plainsboro, New Jersey and has over 3,300 employees worldwide. Integra's common stock is listed on The NASDAQ Stock Market under the symbol "IART."

Responsibilities

The Sales Distributor Channel Specialist  – Latin America is responsible for the management of a region as defined by a specific number of sales territories within the Integra international sales organization so that it successfully achieves the sales and marketing goals while producing a profitable contribution to Integra LifeSciences.

 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

 

Sales

  • Develop realistic and achievable quarterly sales objectives
  • Achieve annual gross revenue and margin targets as planned
  • Analyze sales, marketing and financial information to monitor achievement toward sales and margin goals.
  • Work with the indirect markets sales organizations to plan, target and close local business opportunities.
  • Effectively manage distributor network in the region. This includes hiring, training, and motivating distributor to achieve maximum sales performance.  It also includes managing contractual agreements, terminating and consolidating distributors where necessary.

 

Personnel Development

  • To effectively maintain communications with direct and indirect sales personnel and customer service associates so that they both operate efficiently within established company policy and values.

 

Coordination and Communication

  • Provide input and instruction to all functions within Integra that support ongoing sales channel development
  • Routinely interface with existing and potential key customers and distributors of Integra
  • Keep distributors Sales and Marketing teams promptly and accurately informed of competitive activities, industry trends and products acceptance.
  • Coordinate contract proposals with Integra legal counsel and sales departments.

 

Company Representation

  • Develop collaborations and positive business environments with an ever-increasing number of nationally recognized key customers and distributors in order to build the image of the company
  • Participate in routine sales meetings directly related to increasing sales/profits
  • Represent the company in a manner consistent with policy and procedure at conventions and key customers and distributors gatherings

Qualifications

 

The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.

  • Five years plus surgical products sales/sales management experience focused
  • Strong negotiation skills, with excel ability to perform in a highly collaborative environment
  • Strong written verbal, computer and interpersonal skills
  • Proven record of sales team building, motivation and leadership
  • Skilled and experienced at coaching and counseling distributors sales associates and field representatives
  • Administrative and financial management skills relative to job expectations
  • Advanced user of MS office
  • Language skills - Fluent Spanish, in addition to English is essential.

Personal Competencies

 

  • Self-motivated, able to work in a matrix structure with minimal level of supervision.
  • Entrepreneurial spirit with excellent planning and organizational skills.
  • Strong interpersonal and influencing skills.
  • Strong written and verbal communication skills.
  • Able to handle multiple projects, with a demonstrable track record of getting things done.
  • Strong analytical and numerical reasoning capabilities
  • Ability to travel in Latin America up to 65 - 80% of the time
  • Some travelling outside of the region could be required

 

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