Lead and develop a regional sales team to grow ICU Medical's Respiratory business in acute care hospitals. Drive sales strategy, manage pipeline and contracts, meet revenue and margin targets, cultivate key accounts, coordinate marketing and VOC reporting, and ensure team development and operational consistency.
Position Summary
The Regional Manager is responsible for leading sales representatives and directing sales activities through a complex medical device sales process associated with driving growth in the respective region. This position increases revenue and profitability by expanding utilization of ICU Medical products throughout existing accounts. In addition, the Regional Manager must direct representatives to extend relationships into new accounts to increase year over year growth.
Essential Duties & Responsibilities
- Meet or exceed sales forecasts for the region while ensuring appropriate profit margins are maintained. Develop and grow ICU Medical’s Respiratory business with existing customers while continually cultivating new customers for our products.
- Drive the creation and execution of successful selling strategies, creating detailed tactical action plans to drive share gain and standardization at strategic/key accounts by thoroughly understanding account competitive positions, buying influencers, key clinical differentiators, and customer service/support expectations.
- Drive the development and management of a robust/accurate opportunity pipeline sufficient to achieve annual top line growth targets. Ensure consistency of sales and reporting expectations, including but not limited to pre-call plans, detailed contract management, quotations, communication/tracking, and project stage management.
- Lead and develop a high performance sales team. Manage direct reports’ key performance indicators, including but not limited to: sales and margin targets, new business growth, progression in sales process, funnel performance/accuracy.
- Create and regularly monitor annual development plans for sales representatives to drive continuous improvement, while ensuring proper adherence to corporate policies, guidelines, operating rules, and budgets. Target team performance, obstacles, needs, marketing trend information, and competitive pressures.
- Work closely with the Marketing team on tactical and strategic marketing programs to drive brand recognition, image, and sales by participating in industry tradeshows & conferences, and managing field-level execution of tactical marketing programs.
- Proactively gather and report important VOC on clinical, application, and market trends—as well as competitor activity—to help drive future initiatives and priorities, including product development and strategic marketing.
- Maintain an effective relationship with key National and Regional strategic customers in the respective region.
- Work on special assignments as they arise.
Knowledge & Skills
- Strong managerial skills and the ability to lead a team
- Strong coaching skills and a focus on retaining and developing talent
- Excellent interpersonal skills; professional demeanor and attitude
- Strong organizational skills
- Excellent verbal and written communication skills
- Able to work independently with minimal supervision
- Able to multitask in a fast-paced environment
- Proficient in Excel, Word and Outlook
Minimum Qualifications, Education & Experience
- Must be at least 18 years of age
- Bachelor’s degree from an accredited college or university is required
- Minimum 8 years of sales experience and a proven track record of sales growth in the Respiratory product category
- Must have proven success in closing complex, multi-shareholder deals in the US Acute Care Hospital market.
- Minimum 5 years of experience managing and developing high-performing sales teams on a regional level
- “Strategic-mindset” with the ability to develop and execute a business plan to increase market share at strategic accounts that have substantial influence on specification decision within the clinical community
- Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)
- Must have a valid driver’s license
Work Environment
- This is largely a sedentary role.
- This job operates in a professional office environment and routinely uses standard office equipment.
- Typically requires travel more than 50% of the time
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