Position Summary
The Regional Sales Manager sets a direction and expectations that enable individuals to prioritize and plan their work in alignment with the team’s objectives, providing leadership for achievement of goals. They will drive the utilization of and compliance with CRM including Pipeline reporting, territory plans, daily calls, and artifacts to ensure a highly organized and efficient sales process.
Essential Duties & Responsibilities
- Ensures collaboration across the region including Clinical, Strategic Business Manager and Account Executive counterparts. Monitors execution with the customer and gives direction as needed.
- Coach and develop assigned sales team to meet both qualitative and quantitative goals.
- Create a sense of urgency that encourages prompt activation on prospective opportunities.
- Delegate ownership of accounts to salespeople while maintaining accountability for team success.
- Establishes, defines, and managers to clear strategic direction, territory plans aligned to the strategy and playbook and aligned compensation plans for sales team.
- Provide overall management of sales process and sales force effectiveness.
- Perform regional sales forecasting, analysis, and reporting.
- Develops annual budget/sales goals and respective territory plans in conjunction with the sales team, marketing, and other cross functional business partners.
- Executes the regional sales plan to meet the overall objectives of the company, aligned to the country’s strategic plan, including the revenue and gross margin objectives.
- Develops all field sales employees within the region to drive individual and group performance.
- Works closely with demand planners and supply chain as an integral part of the S&OP process to ensure that inventory forecast matches the revenue forecast.
- Work with Account Executives and Sales Training team to support the skills development in the team, drive customer satisfaction and maintain an executive presence for major geographical accounts.
- Travel is 50% with active field presence up to 80% of the time.
- Additional duties as assigned by manager
Minimum Qualifications, Education and Experience
- BA/BS degree preferred in Business, Marketing, Sales, or related field.
- 7-10 years sales experience, with at least 5 within medical industry.
- 2 years previous people management and/or project leadership experience strongly preferred.
- Demonstrated track record for sales growth and new business development.
- Deep domain knowledge of the technologies and or therapeutic areas and the public and private healthcare market/environment.
- Entrepreneurial in approach to the sales leadership role. Driven by growth opportunities and challenges inherent with building a sales organization in a highly competitive market space.
- Strategic thinker who believes in taking a logical and comprehensive approach to the sales process. Able to work with complex issues and create long term strategies.
- 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.)
- Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
- As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.
Work Environment
- This job is a field based role.
- Work may be performed in a home office using standard office equipment, as well as on-site at customer locations.
- While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer.
- Typically requires travel more than 50% of the time
Company
ICU Medical has consistently provided you with clinical innovations that help solve real-world challenges.
With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings.
We're ready to bring you consistent quality, innovation, and value in more areas than ever. Our focus allows us to bring you:
- Dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization.
- The industry’s broadest IV smart pump offering covering large volume, pain management, and ambulatory needs.
- IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company.
- Significant US IV solutions manufacturing and supply capabilities.
This role is based remotely; the incumbent may be remote in any state other than Colorado; California; Connecticut; Montana, Maine or New York.
ICU Medical EEO Statement:
ICU Medical is committed to being an Equal Opportunity Employer. We ensure that all qualified applicants receive fair consideration for employment regardless of race, color, nationality or national origin, ethnicity, sex, gender, religion or belief, marital or civil partnership status, sexual orientation, pregnancy or maternity, age, disability, or protected veteran status.
If you are an individual with a disability and need reasonable accommodation to participate in the employment selection process, please contact us at [email protected]. We are committed to providing equal access and opportunities for all candidates.