Regional Business Manager, Surgical - West - Integra LifeSciences
Salem, OR
About the Job
Changing lives. Building Careers.
Joining us is a chance for you to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, more than 4,000 of us are challenging what's possible and making headway to help improve outcomes.
The Regional Sales Manager is responsible for the management of a region as defined by a specific number of sales territories within the Surgical Reconstruction domestic sales organization so that it efficiently achieves the sales and marketing goals while producing a profitable contribution to Integra Lifesciences.
Territory includes OR, WA, CA, AZ, CO, ND, SD (must live local to territory)
ESSENTIAL DUTIES AND RESPONSIBILITIES
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
Sales :
+ Develop realistic and achievable quarterly sales objectives with each representative.
+ Demonstrates a high level of business acumen to maximize contribution margin through pricing decisions, expense spending decisions and the use of organizational resources (Clinical Education, Product Specialists, Sales Support and Training Department).
+ Prepares and presents Regional Business Plan to the Vice President of Sales or Area Sales Director which encompasses all territories' contribution projections. Maintains and updates this Plan on routine basis.
+ Analyze sales, marketing and financial information to monitor achievement toward sales and margin goals.
+ Work with the sale reps to plan, target and close local business opportunities
+ Operate within defined budgets
Personnel Development:
+ To effectively staff the region and maintain communications with sales personnel so that they operate efficiently within established company policy and values.
+ Interacts directly with Human Resources regarding personnel hiring, representative development, representative improvement plans and terminations.
Coordination and Communication:
+ Provide input and instruction to all functions within Integra that support ongoing sales channel development
+ Monitors and manages representatives' use and adoption of Sales Intelligence Tools (i.e, Sales Force Automation, Move Medical, etc.)
+ Routinely interface with existing and potential key customers
+ Ensure the Sales and Marketing teams are promptly and accurately informed of competitive activities, industry trends and product acceptance.
+ Coordinate contract proposals with Integra Legal and Sales Departments.
Company Representation:
+ Develop rapport and positive business environments with an ever-increasing number of nationally recognized key customers in order to build the image of the company
+ Participate in routine sales meetings directly related to increasing sales/profits
+ Represent the company in a manner consistent with policy and procedure at all conventions and key customer gatherings
+ Strictly adhere to the policies and procedures within the Advamed Code of Conduct and the Sunshine Act
DESIRED MINIMUM QUALIFICATIONS
The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.
+ Bachelor's degree from an accredited four-year college or university
+ Masters/MBA degree preferred
+ 5+ years of successful sales and sales management in the medical device marketplace (either direct sales or distributorship),
+ 3+ years of sales management experience, preference given to candidates with management experience in a device company and direct sales/distributor experience
+ Successful track record of aggressively growing a region with independent distributors and driving revenue year over year
+ Willingness to take responsibility for sales within defined territory and be held accountable for regional goals
+ Must possess top level business management, interpersonal skills and computer skills
+ Must demonstrate strong written and verbal communication skills and be a polished presenter
+ Must have a stable work history
+ Must be willing and able to travel as needed
+ Must live within the territory
TOOLS AND EQUIPMENT USED
General office equipment: computers, printers, copiers, fax machines
PHYSICAL REQUIREMENTS
The physical requirements listed in this section include, but are not limited, to the motor/physical abilities and skills require of this position in order to successfully undertake the essential duties and responsibilities of this position. In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to empower individuals with disabilities to undertake the essential duties and responsibilities of the position.
While undertaking the essential duties and responsibilities of the position, the employee must repeatedly sit, listen, speak, and have the ability to move throughout all locations of the building. The employee is required to go to all areas of the company. The employee may be required to periodically lift and/or move up to 25lbs.
Ability to travel via car and/or airplane to domestic and international locations as needed.
ADVERSE WORKING CONDITIONS
The adverse working conditions listed in this section include, but are not limited to, those environmental conditions to which the employee may be exposed while undertaking the essential duties and responsibilities of this position, which is that of a general office environment.
Joining us is a chance for you to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, more than 4,000 of us are challenging what's possible and making headway to help improve outcomes.
The Regional Sales Manager is responsible for the management of a region as defined by a specific number of sales territories within the Surgical Reconstruction domestic sales organization so that it efficiently achieves the sales and marketing goals while producing a profitable contribution to Integra Lifesciences.
Territory includes OR, WA, CA, AZ, CO, ND, SD (must live local to territory)
ESSENTIAL DUTIES AND RESPONSIBILITIES
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
Sales :
+ Develop realistic and achievable quarterly sales objectives with each representative.
+ Demonstrates a high level of business acumen to maximize contribution margin through pricing decisions, expense spending decisions and the use of organizational resources (Clinical Education, Product Specialists, Sales Support and Training Department).
+ Prepares and presents Regional Business Plan to the Vice President of Sales or Area Sales Director which encompasses all territories' contribution projections. Maintains and updates this Plan on routine basis.
+ Analyze sales, marketing and financial information to monitor achievement toward sales and margin goals.
+ Work with the sale reps to plan, target and close local business opportunities
+ Operate within defined budgets
Personnel Development:
+ To effectively staff the region and maintain communications with sales personnel so that they operate efficiently within established company policy and values.
+ Interacts directly with Human Resources regarding personnel hiring, representative development, representative improvement plans and terminations.
Coordination and Communication:
+ Provide input and instruction to all functions within Integra that support ongoing sales channel development
+ Monitors and manages representatives' use and adoption of Sales Intelligence Tools (i.e, Sales Force Automation, Move Medical, etc.)
+ Routinely interface with existing and potential key customers
+ Ensure the Sales and Marketing teams are promptly and accurately informed of competitive activities, industry trends and product acceptance.
+ Coordinate contract proposals with Integra Legal and Sales Departments.
Company Representation:
+ Develop rapport and positive business environments with an ever-increasing number of nationally recognized key customers in order to build the image of the company
+ Participate in routine sales meetings directly related to increasing sales/profits
+ Represent the company in a manner consistent with policy and procedure at all conventions and key customer gatherings
+ Strictly adhere to the policies and procedures within the Advamed Code of Conduct and the Sunshine Act
DESIRED MINIMUM QUALIFICATIONS
The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.
+ Bachelor's degree from an accredited four-year college or university
+ Masters/MBA degree preferred
+ 5+ years of successful sales and sales management in the medical device marketplace (either direct sales or distributorship),
+ 3+ years of sales management experience, preference given to candidates with management experience in a device company and direct sales/distributor experience
+ Successful track record of aggressively growing a region with independent distributors and driving revenue year over year
+ Willingness to take responsibility for sales within defined territory and be held accountable for regional goals
+ Must possess top level business management, interpersonal skills and computer skills
+ Must demonstrate strong written and verbal communication skills and be a polished presenter
+ Must have a stable work history
+ Must be willing and able to travel as needed
+ Must live within the territory
TOOLS AND EQUIPMENT USED
General office equipment: computers, printers, copiers, fax machines
PHYSICAL REQUIREMENTS
The physical requirements listed in this section include, but are not limited, to the motor/physical abilities and skills require of this position in order to successfully undertake the essential duties and responsibilities of this position. In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to empower individuals with disabilities to undertake the essential duties and responsibilities of the position.
While undertaking the essential duties and responsibilities of the position, the employee must repeatedly sit, listen, speak, and have the ability to move throughout all locations of the building. The employee is required to go to all areas of the company. The employee may be required to periodically lift and/or move up to 25lbs.
Ability to travel via car and/or airplane to domestic and international locations as needed.
ADVERSE WORKING CONDITIONS
The adverse working conditions listed in this section include, but are not limited to, those environmental conditions to which the employee may be exposed while undertaking the essential duties and responsibilities of this position, which is that of a general office environment.
Source : Integra LifeSciences
