Area Sales Manager (New Haven/Hartford CT)

To excel as an Area Sales Manager at Axogen, strong interpersonal and communication skills are crucial. You should possess a deep understanding of the medical sales process, specifically in the operating room context. Proficiency in territory management, relationship building, and strategic planning is vital to effectively promote and sell our nerve repair products.

The primary responsibility of the Area Sales Manager at Axogen is to achieve sales revenue targets and grow market share within the specified territory. This involves promoting, selling, and servicing Axogen’s portfolio of products, educating medical staff on their use, and developing strategies to overcome competitors.

To be eligible for the Area Sales Manager role at Axogen, you ideally need a Bachelor’s degree along with a minimum of 5 years of experience in medical sales. Experience specifically in operating room sales, as well as familiarity with orthopedic or medical devices, is preferred.

Working at Axogen as an Area Sales Manager, you can expect a friendly, open, and fun team culture. Axogen fosters professional growth and supports its employees with comprehensive benefits, educational assistance, a matching 401(k) plan, and a commitment to wellness and work-life balance.

Axogen is dedicated to the personal and professional growth of its employees. The company provides educational assistance, ongoing training programs, and skill development opportunities to enhance your clinical, technical, and sales abilities, ensuring you thrive in your Area Sales Manager role.

The Area Sales Manager position at Axogen allows for remote work from a home office while requiring travel to customer sites. This hybrid approach offers flexibility for managing your schedule effectively while maintaining key customer relationships.

Axogen offers an attractive benefits package for Area Sales Managers, including health, dental, and vision coverage, a competitive matching 401(k), paid time off, multiple holidays, tuition reimbursement, and an employee stock purchase plan, among other rewards designed to support employee well-being.

When answering this question, detail your specific experiences in medical device sales, particularly any roles that involved direct interaction within operating rooms. Share examples of how you successfully built relationships with medical staff and patients, highlighting metrics related to sales outcomes.

Explain your strategies for effective territory management, including how you prioritize accounts, track your interactions, and implement a plan to maximize coverage and sales opportunities. It’s important to emphasize the importance of planning and follow-through, as well as your ability to adapt based on results.

Discuss your relationship-building methods, such as regular follow-ups and personalized communications. Share examples of how you've developed trust and rapport with medical professionals in past roles, rather than just focusing on the sale itself.

Provide a specific example of a difficult situation you faced in sales, detailing the challenges involved. Explain the steps you took to address the issue and the outcome, emphasizing your problem-solving and negotiation skills.

Mention the methods you use to keep abreast of industry developments, such as attending conferences, following relevant publications, and networking with peers. This highlights your proactive approach to staying competitive within the medical sales field.

Outline your experience in conducting product training sessions, detailing your approach to ensuring that medical staff fully understood the products and their applications. Providing specifics about the feedback and engagement you received can highlight your effectiveness in this area.

Describe your techniques for addressing objections, emphasizing active listening and empathy. Share a personal anecdote where you successfully turned a customer's hesitation into a sale by understanding their concerns and providing thoughtful solutions.

Discuss the key sales metrics you track, such as revenue growth, market share, and customer retention, explaining why they matter. Illustrate how you use these metrics to analyze your performance and adjust your strategies accordingly.

When answering this question, demonstrate your knowledge of Axogen's mission and values. Mention your enthusiasm for working in a company that is dedicated to improving patients’ lives and how your personal values align with Axogen’s goals.

Explain your framework for prioritizing sales activities, such as categorizing accounts by potential revenue or strategic importance. Emphasize your focus on time management and executing plans to meet your sales objectives effectively.