Lumenis Inc Territory Manager (Medical) - Los Angeles in Los Angeles, California

POSITION PURPOSEPrimary functions include pipeline development/management for medical, surgical products. Driving increased use of surgical consumable products. Primary areas of focus will be new customer development within vision, fiber and medical laser (focus on CO2 segment) markets. Will work closely with Senior Area Sales manager on weekly, monthly and quarterly plans and set objectives to exceed both pipeline and sales objectives.iPRINCIPAL ACCOUNTABILITIES:Emphasis on generating new sales leads, cold calling, account development and acquiring new business opportunitiesDrive and assist in capital sales where neededSetting daily and weekly call plans to achieve such objectivesAccountable for meeting or exceeding assigned sales objectives on a monthly, quarterly and annual basis.Develop strong relationships with key physician who use or could use or disposable surgical technologiesAccountable for increasing consumable fiber sales and accessories used in surgeriesCommunicates and monitors all opportunities in a timely fashion and with a sense of urgency.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.Develop articulate value propositions.Masters Stage 1 and Stage 2 of the Buying cycle and works with Senior ASM to advance qualified opportunities to advanced stagesCreate accurate forecasts, with the assistance of the Senior ASM, for the territory based on pipeline assessment.Develop strong relationships with key decision makers at multiple levels.Become intimately familiar with the Lumenis products and of competitive products and positioning.Responsible for updating Call Pattern Tracker demonstrating knowledge of target customers, competitive accounts, new growth opportunities and time and territory management; submitting reports to both Senior ASM and RSM consistently on a weekly basis.Responsible for accurate and useful updates in Sales Force.com on a daily basis.Consistently submit expenses each week in Concur.Required to continuously improve skills through company and outside training, demonstrating comprehension though achievement of associated examination threshold.REQUIREMENTS:Excellent verbal, presentation and written communication skills. Very strong interpersonal skills with the ability to influence required. Demonstrated proficiency in common PC applications, particularly within the full Microsoft Office Suite. Possess excellent organizational, negotiation, and analytical skills.iStrong evidence of self-sufficiency creating and working a plan to drive revenue from assigned territory.iProven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.iPossess strong listening skills as demonstrated through the ability to ask secondary and tertiary probing questions. Must maintain technical/product representation skills and knowledge base at or above an exemplary level.iTravel within assigned territory and in the US for training, tradeshows and company/team meetingsiis required.EXPERIENCE:Bachelor's degree in Business, Life Sciences or related discipline. (Commensurate experience may be substituted for degree in rare situations).2-3 years of previous sales experience with demonstrated excellent results.Business to Business selling skills preferredHOME OFFICE BASE LOCATION:Employee's home office base must be located within 10-15 miles of theiLos Angeles area.COMPETENCIES REQUIRED:ResiliencyTime management (productive use of time) and PlanningHigh regard for achievement and advancementCommunication of SolutionsCommunication of OpportunitiesOwnership and responsibilityOrganization and logical thought processesManage multiple priorities effectivelyInfluence management.The job description outlined above reflects general details as necessary to describe the primary functions of this job, the level of knowledge and skill typically required, but shou