Job Function Summary
The Regional Sales Manager is responsible for executing the field sales strategy for a specific region in Comfort Medical to accomplish the goals of the Coloplast Direct business in the US. Key tasks include recruiting, coaching, developing, and managing the Comfort Medical field sales reps in line with the strategic and tactical objectives of the organization. A key part of the role is to contribute to the continued evolution of Comfort Medical’s approach in terms of coverage, sales execution, and internal collaboration. The role provides input ensuring strong incentive plans, communication frameworks, and execution tactics for the sales organization to continuously meet and exceed quotas. With a regional focus, the Regional Sales Manager knows their market exceptionally well, while also recognizing the need for building strong rapport with key customers, partners, and employees to ensure Comfort Medical is always one step ahead of the competition.
Major Areas of Accountability
- Drive results in region – Provides clear direction and defines priorities for the team; meets or exceeds organizational key performance indicators, sales targets and quotas for sales region; monitors account performance and redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness; makes tough, pragmatic decisions when necessary.
- Plans, Organizes and Administers regional team - Translates business strategies into clear objectives and tactics; creates realistic plans including budget, staffing and account responsibilities; has top line sales and bottom line profit responsibility for a sales region including operating income/expenses; plans, prepares and follows up on sales forecasts, budgets, and departments operating costs; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for getting work done; reviews and updates sales databases (such as salesforce.com, Bright Tree & Power BI) on a regular basis; make recommendations on sales quotas for each sales representative.
- Staffs and Develops the Team - Accurately identifies the critical skills and knowledge required for successful job performance; staffs team with highly competent, experienced and ethical people; champions the promotion of the best contributors; aligns resources according to strategic objectives of the sales region; provides sales team of varying skill levels with the tools, assistance/ support, and leadership needed to do their jobs; consistently monitors staff performance; provides specific and constructive feedback; coaches staff in the development of their skills/ abilities/ knowledge; provides disciplinary actions as needed for non-performing staff. Must always promote and ensure compliance to PHI and other laws, rules and regulations.
- Motivates and Influences Others - Establishes high standards and challenging goals for the team and holds them accountable to achieving those goals; conveys trust in people’s competence to do their jobs; recognizes people for good performance; acknowledges and celebrates team accomplishments; acts as a liaison between the sales force and other functions in the organization including sales operations, training, and other groups in order to develop appropriate support; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible.
- Builds Strategic Relationships - Encourages sales team to build customer loyalty and multiple relationships within the customer’s organization; identifies strategic business opportunities; establishes effective relationships with key customers and employees externally and internally; puts a high priority on customer interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve customer service; develops own relationships with key customers to augment selling effort.
- Comfort Medical employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.
- Other job duties as assigned
Basic Qualifications
- Required Education & Experience:
- BA or BS or higher degree
- 5+ years successful DME sales experience OR
- 2+ years of medical sales management experience with proven success and 3+ years general med tech sales experience
- Willingness and ability to travel, including overnight -- 60% - 75%
- Lives within the sales region or in reasonable vicinity of region
- Valid driver’s license
Preferred Qualifications
- Ability to positively coach sales teams in a complex and highly competitive market
- Ability to adapt and willingness to change
- Strong business acumen and analytical skills
- Reporting, strategic planning and project management skills at account and regional level
- Ability to build strong product, reimbursement, and service knowledge
- Knowledge of current and new industry trends, technologies, competitors and place in the market
- Pro-active; quick to respond, and oriented toward high-performance and results
- Ability to consistently work, manage and lead with ethical integrity following applicable laws and policies
- Ability to nurture relationships with internal and external customers by consultative methods
- Excellent written and verbal communication skills with the ability to listen, articulate and advocate
- Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint) and CRM databases
At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your well-being, foster your professional growth, and ensure a healthy work-life balance. Here is some of what you can expect:
- Health and Wellness: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Plus, access to company sponsored wellness programs and mental health resources, paid leave of absence for qualifying events and generous paid parental leave for both birthing and non-birthing parents.
- Financial Security: A competitive 401(k) plan with company match that vest immediately, financial planning services to help you secure your future, and corporate discount programs for goods and services.
- Work-Life Balance: Generous paid time off, flexible work hours, and flexible work arrangement options to help you balance your personal and professional life may be available.
- Professional Development: Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement.
- Recognition and Rewards: Recognition programs to celebrate achievements and contributions, including peer recognition, bonuses, awards, and special events.
- Community and Culture: A supportive work environment where everyone feels valued, and has a sense of belonging. Participate in team-building activities, volunteer opportunities, and company-sponsored events. Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way.
- Competitive Compensation: The compensation range for this position is $210,000 - $240,000. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.
Comfort Medical provides an extensive selection of name brand catheter and ostomy supplies to thousands of customers nationwide. Our attention to detail, unmatched customer service, and dedication to helping our customers live happier, healthier lives are just a few of the many reasons we are one of the fastest growing catheter and ostomy supply companies in the nation!
Comfort Medical employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.
Comfort Medical is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.
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