Regional Sales Manager, Anesthesia - Southeast Region

Principal Responsibilities

• Lead and inspire a team to meet challenges and achieve ambitious goals with a clear sense of direction and purpose in an ever-changing environment.
• Achieve regional sales quota and forecast region performance appropriately.
• Build performance-based relationships by creating a culture of open and honest communication.
• Utilize active listening skills to identify employee concerns and needs. Individualizes coaching style.
• Formulate territory sales objectives and assess progress on a routine basis to support the success of each representative.
• Interface with Marketing to collect and analyze market data and trends regarding emerging risks and opportunities that affect the business.
• Use positive influence to maintain high levels of performance and clearly and consistently communicate objectives, holding self and team members accountable to goals.
• Conduct performance management and provide feedback to ensure professional and timely review of set objectives with each member of the team.
• Leverage differences, motivate the team to view challenges as opportunities and demonstrate innovation and creativity when problem solving and overcoming objections.
• Coach team in problem solving techniques.
• Recognize and value diversity, creating a culture of inclusion and involvement.
• Prepare, review, and analyze various reports to monitor sales representatives' activities and offer direction and motivation when needed.
• Maximize new product evaluations.
• Responsible for key customer development.
• Gain customer/client insights through time spent with clients, customers, and others in the marketplace to understand the underlying, unmet needs that Teleflex can address.
• Perform regular field travel to coach team members and accelerate regional growth.
• Conduct business and product discussions with key influencers and be sought out as a valuable resource.
• Continually expands network of customer champions.
• Promote a climate of respect and cooperation, role modeling the ability to partner across organizational lines within and outside one's own team in order to best serve and exceed client needs.
• Work collaboratively with corporate accounts and sales reps to drive regional contracting strategy.
• Demonstrates knowledge of provider landscape and company pricing/contracting structure.
• Recommend pricing strategies and advise sales representatives of pricing guidelines.
• Identify contract expirations and formulate strategic next steps.
• Interact with home office personnel and serve as liaison between home office, field sales representatives and customers.
• Attend quarterly business reviews and sales meeting to set strategic plans for the region.
• Create and effectively communicate a compelling strategy around the direction of the business and, in turn, generate energy and confidence within the teams.
• Utilize business reviews to drive customer compliance and uncover additional business opportunities.
• Plan and conduct regional sales meetings with an emphasis on assessing individual sales performance and to confirm territory's strategic plan for growth.
• Strong business acumen and knowledge of Teleflex's business, industry segments and external marketplace.
• Apply understanding of business principles with a demonstrated growth mindset.
• Understand product portfolio and be able to make impactful sales presentations when necessary.
• Accurately assesses and address business and team developmental needs.
• Create a high performing team with a compelling vision, playing an active role in acquiring, developing, and retaining talent for the organization.
• Demonstrate the ability to influence and impact others to drive results.
• Develop talent and successor, interview, and qualify potential new sales representatives.
• Ability to remain focused on the task at hand in the face of ambiguity and apply past experiences and expertise to consistently pull through results.
• Understand, lead and coach to Balanced Seller sales process.
• Coach team members to predict monthly/quarterly/yearly forecast within 5% +/-.
• Review sales representatives' expense reports to assure compliance with company policies and the proper use of company resources.
• Adhere to and ensure the compliance of Teleflex's Code of Ethics, all Company policies, rules, procedures, and housekeeping standards.

Education / Experience Requirements

• BA/BS Degree or equivalent combination of education and experience. An MBA is a plus.
• 10 years of sales experience, within the medical device area.
• 3-5 years of sales management experience within the medical device industry, including demonstrated success leading sales managers and driving business results.
• Experience in the single-use medical device commodity market is preferred, with a proven track record of delivering sales growth and team performance.
• Ability to travel 50%+.
• Full clean driving license.
• Demonstrated knowledge of basic P&L principles.
• Proven historical success in managing a team and exceeding objectives.
• Proven leadership and communication skills.
• Proven and successful experience relative to driving the sales process throughout an entire hospital system.
• Proven experience of selling to Hospital Administration to include the "C Suite".
• Proven experience in maximizing GPO/IDN related opportunities.
• Complete computer systems and business software competency, including all current office tools such as Outlook, Excel, PowerPoint and equivalent.

Specialized Skills / Other Requirements

• Aligns to Teleflex Core Values
• Sales quota achievement
• Embodies core values
• Medical industry knowledge / acumen / competitor knowledge
• Sense of Urgency
• Region administration
• Collaboration with internal team
• Sets clear, consistent goals and expectations, takes ownership
• Demonstrate critical judgement
• Communicate openly and directly
• Promotes a climate of respect and cooperation
• Build and sustain relationships
• Strategic planning, selling skills, and organizational skills
• Create value for the customer
• Demonstrate Continuous improvement
• Creates a culture of inclusion and involvement
• Develops & empowers people
• Builds high performance people and teams
• Demonstrates growth mindset