Regional Sales Managers are responsible for hiring, developing and managing both capital and disposable Sales Representatives for an assigned region. This position also develops sales strategies and ensures implementation and execution of tactics to achieve business plan objectives. Provides Sales Representatives with enough support, supervisory oversight, and customer engagement.

ESSENTIAL FUNCTIONS (ACCOUNTABILITIES/RESPONSIBILITIES)

RESPONSIBILITIES

Business and Financial Planning

• Based on overall business plan and understanding of accounts and territories, develops regional plans and sets priorities to achieve monthly, quarterly and annual sales and revenue goals.
• Manages and measures the work; knows Sales Representative activity at target accounts on a regular basis.
• Manages budget/spend to ensure monthly, quarterly and annual spending is within financial plan.
• Carefully reviews Sales Representatives’ expense reports and provides guidance on appropriate use of company funds and resources.
• Ensures region expense reporting is accomplished in a timely manner.
• Performs sales analysis trending and tracking.
• Reports and tracks information in region as requested by management.
• Prepares and submits accurate quarterly forecasts.

Management

• Hires, trains, develops and retains a talented sales team.
• Provides one-on-one training, coaching/mentoring, development and team building.
• Performs quarterly, one-on-one field visits with Sales Representatives to assess and address their development needs.
• Delivers feedback regularly and appraises overall Sales Representative performance annually.
• Performs updates, reporting and communication with Sales Representatives and sales management as defined in Mammotome’s sales process.

Customer Relationship

• Works with sales team to ensure existing customers are retained, competitive accounts are converted, and existing customers are expanded.
• Maintains effective relationships with Key Opinion Leaders (KOLs) in region.
• Demonstrates proper use of products and communicates the Company value proposition.
• Ensures that Sales Representatives perform accredited in-service and training.
• Demonstrates products, procedure and clinical knowledge and demonstrates proper use of company products.

CRITICAL SUCCESS FACTORS

• Able to research and analyze various types of data for their territory at the region, area and national levels.
• Strong understanding of contract terms and procedures.
• Excellent communication skills, both written and verbal
• Ability to gain followership and drive results
• Excellent facilitation skills. Ability to hold individuals attention, create excitement and hold all team members responsible for outcomes.
• Positive attitude and ability to work closely with entire leadership team to drive change, continuous improvement, and engagement throughout the organization
• The capacity to plan, organize, & complete projects on time. Excellent project management skills and ability to juggle multiple responsibilities and deadlines
• Ability to lead teams and drive change in a matrix organization
• Action oriented individual who is highly proactive at solving problems and obtaining results.
• True love of continuous improvement, measuring results and problem solving.
• Team player who can work well across a global organization
• Willingness to learn the complexities of working in a Diagnostic industry where compliance to regulation is a must.

REQUIRED SKILLS/EXPERIENCE

• Minimum of 2 years in sales management with 6 years overall medical device sales experience.

DESIRED SKILLS/EXPERIENCE

• Both medical capital equipment and disposable medical device sales experience preferred.
• Experience calling on C-suite customers strongly preferred
• Experience selling in biopsy suite or operating room preferred

EDUCATION

• BS/BA in Business, Marketing or related field required.
• MBA preferred.

TRAVEL REQUIREMENTS

• 75% travel with a mix of domestic and international locations
• Frequent/Occasional overnight trips

PHYSICAL DEMANDS & WORKING ENVIRONMENT

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical demands: While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, reach with hands and arms; balance, stoop, bend, talk and hear.

• The employee must occasionally lift and/or move up to 50 pounds.
• Specific vision abilities required by the job include close vision, distance vision
• This position will require heavy travel by car and flying in and out of airports with possible long wait times.

Work environment: While performing the duties of this job, most work is in a home office and field-based setting (i.e. OR, hospital, doctor’s office, etc.)

This job description in no way states or implies that these are the only duties to be performed by this employee. The incumbent is expected to perform other duties necessary for the effective operation of the department or unit. This job description may be changed at any time.

History

Rev

Issue date

Reason for Change

Approver/Roles

1.0

05/06/2019

Updated job description; New template

Kara Rosselot / Sr. HR Coordinator

When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.