National Sales Manager

**Job Function**:
MedTech Sales
**Job Sub Function**:
Clinical Sales - Hospital/Hospital Systems (Commission)
**Job Category**:
People Leader
**All Job Posting Locations**:
Graz-Umgebung, Styria, Austria, Salzburg, Austria, Schwechat, Lower Austria, Austria, Wien, Austria

We are seeking top talent for the position of **National Sales Manager for Spine** at J&J Orthopaedics, based in **Austria**.

This role is field based. Residence in Central Austria is desirable.

**Position Overview**

The National Sales Manager Spine is responsible for leading sales and strategies for Business Unit Spine and leadership of the Spine team. The position reports into the Orthopaedics Business Unit Lead Austria.

**About Orthopaedics**

Fueled by innovation at the intersection of biology and technology, we’re developing the next generation of smarter, less invasive, more personalized treatments.

Are you passionate about improving and expanding the possibilities of Orthopaedics? Ready to join a team that’s reimagining how we heal? Our Orthopaedics teams help keep more than 6 million people moving each year while delivering clinical and economic value to surgeons and healthcare systems. Our teams build solutions for joint reconstruction; trauma and craniomaxillofacial; sports, extremities, and elective foot and ankle; spine; and robotics and digital surgery.

**Tasks & Responsibilities**
- Responsible for implementing BU strategy plan and sales targets based on profitability finance KPI´s (country BU P&L) established in conjunction with the Business Unit Director Orthopaedics.
- Responsible for developing and communicating business objectives and strategic plans for the region. Ensures effective implementation and execution of policies and plans to advise the growth of the Spine Business Unit and to achieve both long-term and short-range objectives.
- Works with the Business Unit Director and other stakeholders (Business partners) across functions to develop long term vision and short and midterm strategy for profitable growth of the Orthopedics Business in Austria.
- The focus is on growing penetration and retention in established accounts and earning share in new accounts.
- Possesses in-depth understanding of competitors' strategies, services and products and anticipate their next moves.
- Develop strong relationships with key customers and opinion leaders, understand customers’ needs, anticipate market trends and supports business activities to improve long-term customer binding.
- Leads, advises and develops the national sales team, showing strong leadership capabilities.
- Analyzes and reports sales results against forecast to Business Unit Director as well as any adjustments made to business plans to ensure objectives are met.
- Establish sales goals and forecasts for the defined region.
- Monitors business progress, identifies key takeaways and initiates indicated actions as vital.
- Provides accounts support and administration to increase company products presence with accounts.
- Revies market analyses to resolve customer needs, volume potential, price schedules and discount rates.
- Ensures appropriate account management of new and existing accounts. Establishes and maintains contact with senior level customers.
- Facilitates the attraction, hiring and motivation of sales staff. Coaches and mentors’ employees and appraise performance.
- Shape & drive the leading, digitally enabled Value Based Healthcare Transformation Strategy for the Orthopedics organization.
- Shaping the market mentality to measure value as success and not only price.
- Collaborate with internal departments and relevant parties to assess new technology, licensing, partnership & acquisition targets, evidence generation needs and new product specifications.
- Builds a Credo based culture, ensuring Health Care Compliance and integrity principles are championed and actively practiced at every level of the organization.

**Qualifications**:

- Bachelor's degree (BA/BSc) required; MA, MSc, MBA preferred
- Strong Medical Device sales experience and deep knowledge of the Sales function at a strategic level gained through 5+ years of progressive experience
- MedTech experience crucial, experience in Orthopaedics business preferred
- Previous experience with managing relationships with health insurance companies or similar type of stakeholder
- Medical Device Consultant for the Austrian market (-79 MPG)
- Strong business and financial acumen and strategic attitude
- Experience in leading complex commercial activities incl. multi stakeholder negotiations
- Awareness of local economic environment and dynamics of Austrian healthcare market
- Unquestioned ethics, integrity, and Credo-based leadership
- Strong organizational leadership, with ability to encourage and mobilize a large organization through periods of continuous change and transformation
- Ability to connect and effectively collaborate cross-functionally in a matrix environment
- Ability to develo