Regional Manager, Interventional Solutions, Charleston/Myrtle Beach, SC

About the role

Ensures that the assigned region meets or exceeds sales and profitability objectives. Formulates sales strategies for markets within the assigned geography and product lines in order to attain revenue goals set by the company. Works with sales representatives to identify and evaluate market opportunities and sales potential and to establish and achieve their annual sales objectives. Manages and coaches the activities of sales representatives, therapy awareness representatives, clinical representatives, and other field personnel. Negotiates contracts with external customers. Keeps the company informed of market dynamics and competitive activity. Responsible for the management and implementation of company policies.

Responsibilities

• Provide continuous tools and education to team members to ensure up to date industry, competitor and product knowledge
• Maintain knowledge of the industry and competition by seeking information from physicians, suppliers, insurance carriers and others
• Collect data on competitor's sales tactics and prepare team to counter them
• Monitor region sales performance, initiating corrective actions and preparing reports, summaries, analysis and documentation
• Assist sales support/marketing staff in sales promotion, training or market research
• Develop and execute sales strategies and activities
• Plan and control expenses to ensure sales objectives are met within budget
• Perform monthly forecasting review
• Integrate individual territory plans and account profiles into a broader regional sales plan
• Conduct quarterly sales reviews and adjust strategies
• Prepare quarterly regional sales forecasts and participate in determination of market potential and sales expense estimates
• Identify sales forecast gaps, submit corrective strategies and implement aggressive sales growth
• Develop and recommend expansion analysis of new field territories
• Develop, implement and monitor a region targeting program
• Identify and recommend promotion programs and materials
• Coach others in the field on a disciplined selling model
• Maintain skills and knowledge to sell the entire product line and differentiate each product line against competitors
• Identify and develop working relationships with the economic buyer in key accounts
• Facilitate contract negotiations involving all products within the region
• Create a complete bundle of product and value-add services
• Maintain contact with major accounts and key relationships
• Assist key customers in the creation, maintenance, expansion and startup of Watchman related educational courses and forums
• Attend and participate in customer, company and industry sponsored forums and courses
• Develop and maintain relationships with key BSC functional areas including National Accounts, marketing, finance, corporate programs
• Spend time in the field with multiple field sales personnel to support their professional development
• Recruit, coach and develop organizational talent
• Hire and build out the defined geography
• Lead onboarding of new team members

Required qualifications

• A four-year degree with a background (7-10+ years) in sales and a proven track record of success
• Strong clinical, analytical, and selling skills
• Highly motivated, high impact individual with strong technical, analytical and leadership competencies
• Highly detailed oriented, possess excellent written and verbal communication skills
• Strong project management skills, including effectively managing multiple priorities
• Experience working successfully within a matrix organization, effectively influencing cross-functionally, across divisions and at various levels of management
• Travel requirements

Preferred qualifications

• Direct experience in Structural Heart products
• Sales management experience
• Proven sales team development
• P&L responsibility
• MBA or graduate degree in related field