COMPANY SUMMARY
At AirLife, we are dedicated to improving the quality of every breath. Excellence with Every Breath is not just a tag line, but the way we work and take care of our customers. With a mindset to evolve, innovate, and grow, we are a premier manufacturer of the highest-quality and market-leading breathing consumables. This growth philosophy has positioned us to increase our global footprint and business reach, impacting even more people around the world. Our expanding family of the most trusted brands offers a product portfolio that spans the continuum of care from first responder to home care, with safety, patient comfort, and clinical performance in mind. Collective expertise allows us to provide quality products and experiences to our patients, customers, and our people. Our values of Customer first, Differentiate with our People, Bias for Action, Continuous Improvement and Accountability define who we are and how we work. Join us!
POSITION SUMMARY
The Regional Manager must display consistent leadership, demonstrate the highest level of ethical standards and personal integrity. Excellent communication skills consistently achieved goals and steady focus on solutions will be keys to success in this role. Lastly, the Regional Manager must be comfortable making important decisions and interact as a collaborative team player capable of a high-level consultative selling approach with C-Level customers and other’s within a customer’s organization.
POSITION QUALIFICATIONS
The specific minimum competencies needed to perform the essential duties of the job include knowledge, skills, abilities, level of education, and experience necessary for successful performance. These competencies are generally demonstrated through specific service, education, or training.
- Knowledge: Acquired through education, certifications, training, experience. Sales aptitude, keen ability to spot and close deals. Has worked for manufacturers that place a premium on growth as opposed to maintenance, doesn’t wait for the business to come to them. Understands the Homecare market, the customer base, the reimbursement landscape.
- Level of Experience: Has spent the majority, if not the entirety of their career working in sales for a manufacturer in the Homecare space. Respiratory device or supplies experience preferred, especially with AirLife product categories, primarily O2 and Med delivery, Ventilation related supplies. Calling on Home Medical Equipment Providers has been a primary or sole responsibility. Experience with Long Term Care, Skilled Nursing accounts/distributors is a plus. Able to manage and prioritize a large account base, approximately 500 (not including satellite branches), primarily focused on top 50 accounts.
Level of Education: Bachelor's Degree Required.
Travel: 60% Must live in a major metropolitan area within the region. Experience managing a large, multi-state region preferred, able to plan travel efficiently.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Achieve annual sales quota and overall revenue growth.
- Management of the Homecare channel assigned Regional DME’s, Homecare and LTC Distributors.
- Coordinate select sales meeting presence, Tradeshows and Regional Meetings with Distribution Partners.
- Experience working with distributors, in tandem with their reps to grow the business with their accounts that choose to access their products through this channel, preferably the large nationals, McKesson, Cardinal/RGH, etc.
- Experience working with GPO’s preferred, e.g. Vizient, Premier
- Corporate training.
- Co-travel with select customer/distribution sales reps.
- Identify up-sell and cross selling opportunities with existing customers.
- Actively manage sales pipeline.
- On-going product training, provide to customers when needed.
- Leadership role with sales process training and excellence in sales standards.
- Works with pricing team to improve profitability.
- Clinical support/liaison, includes providing input in portfolio development of new Homecare products.
- Understanding of environment Homecare - competitive bidding process, full portfolio of products and strategic market development.
- Utilize Salesforce and MS Power BI to monitor pipeline reports, variance reports, account content accuracy, and growth targets.
- Ensure quarterly and monthly goals are met for regional accounts.
- Executes pricing agreements for regional accounts.
- Ensures samples request process is disciplined for all accounts.
- Ensures pricing and profitability is upheld.
- Provide competitive intelligence, monitor competitive positioning, identify trends, and articulate potential impact on specific areas of the business.
- Maintain oversight and accountability for average selling prices, overall profitability, and volume in the region.
- When analyzing potential customers and opportunities, understands that not all business is good business, must look out for the best interests of AirLife.
OTHER RESPONISBILITIES
- Focus on achieving our Company mission.
- Demonstrate accuracy and thoroughness in daily work; look for ways to improve and promote quality & safety.
- Inspire the trust of others; treat people with respect and dignity and embrace the value of diversity.
- Use time efficiently; perform job accurately, thoroughly, and conserve Company resources to improve profits.
- Contribute to building and maintaining a positive team environment.
- Assure all policies and guidelines are implemented and followed.
QUALITY POLICY
At AirLife, Quality is our promise. It is our commitment to customer satisfaction and our dedication to product excellence in an evolving global healthcare market. This promise is kept through a continuously improving and effective Quality Management System and compliance to Regulatory Requirements.
DEIA STATEMENT
At AirLife, we are committed to building a diverse workforce and an inclusive workplace that reflects the communities and customers we serve. We believe our philosophy on Diversity, Equity, Inclusion, and Advancement (DEIA) encourages excellence and equips us to serve an evolving global marketplace.
