Microline Surgical
At Microline, we are on a mission to improve the quality of life for everyone. To do that, we seek the best talent to expand and improve our team of dedicated, innovative employees.
Notice to Recruitment Agencies and Headhunters:
Microline Surgical does not accept unsolicited resumes from agencies or third-party recruiters. Any unsolicited resumes or candidate information submitted to us, or to any of our employees, will be considered property of Microline Surgical without any obligation to pay referral or placement fees. To ensure our recruitment team has full visibility into open roles, we ask that all agencies and third-party recruiters adhere to our formal recruitment process and directly reach out to our HR department for any potential partnership.
SUMMARY:
In conjunction with senior sales leadership, the Regional Sales Manager (RSM) is responsible for developing and implementing the sales strategy for driving successful sales growth in the region’s sales territories among all product lines as well as for executing powerful product launches and strong sales programs. Responsible for leading, developing and managing the region’s distribution channels (all direct and indirect representatives in the region), developing and implementing a plan to promote sales growth, profitability, and customer satisfaction. Actively mentor and manage the region’s territory managers/sales staff and develop their skills to meet and exceed sales goals and quotas.
ESSENTIAL FUNCTIONS :
Develop, implement, and manage the regional sales plan and budget efficiently to meet and exceed sales quotas and goals to maximize profitability.
Develop and maintain the accuracy of the sales forecast for the region, working with sales representatives to develop and maintain the accuracy of the sales forecast for each territory.
Responsible for assisting sales representatives in the region to develop, implement, execute and revise as required the Business Plans of the territories, inclusive of forecasting accuracy, key business relationship with KOL’s, IDN’s, and customer contracts to achieve sales results that meet or exceed quota.
Partner with senior sales management, organization staff such as members of finance, customer service, regulatory and research & development and peer RSMs to facilitate sales results to grow and develop the region’s business growth.
Successfully build and leverage relationships with customers as well as with third-party sales teams where appropriate (commonly referred to as “agents”).
Broaden the range (expand the pie) of Microline Surgical’s business within existing accounts.
Develop, plan, and execute new business account conversions.
Plan and execute new product launches and ensure effective sales execution.
Develop strong customer relationships to foster an expertise in customer needs and opportunities.
Analyze territory performance data to assess outcomes, identify improvement areas, and align on priorities and make revisions where appropriate.
Gain and apply knowledge of key players, business and politics at all key accounts to maximize sales results.
Identify and help to solve all regional problems as they relate to the sales region.
Collaborate with Human Resources in the recruiting and performance management of regional sales staff.
Build a formidable team of focused and committed sales professionals, with a focus on sales and business growth.
Ensure that sales representatives are optimally trained on products, sales and clinical facets of Microline’s products so they can represent the organization effectively in compliance with Instruction for Use (IFU’s) and other regulatory documents. Monitor and manage compliance with all regulatory requirements, informing and collaborating with senior sales management and company regulatory personnel in accordance with company policy.
Develop the sales team through consistent field coaching, structured feedback, and individualized development plans.
Conduct frequent field rides with each member of the regional sales team and provide observation, real-time coaching, and collaborative problem-solving.
Create a culture of accountability and growth in which sales staff take ownership of their respective territories and support each other's success.
Represent your region in sales meetings and strategy sessions.
Establish a culture of accountability, responsibility, and ethical behavior.
Ensure that the sales team is utilizing the sales tools developed by the organization, such as Salesforce.com, Definitive Healthcare, and internally developed tools to maximize sales representative effectiveness in generating new business and documenting sales activities, plans, and results.
Support territory managers to be accountable for consistent, productive activity by reviewing SFDC input, field schedules, call frequency, account plans, and pipeline progress
NON-ESSENTIAL FUNCTIONS:
In addition to the essential functions listed above, the incumbent may be required to perform other non-essential functions. Employees are required to follow any other job‑related instructions and to perform any other job‑related duties as requested by their supervisor.
Qualifications Bachelor’s degree in business or equivalent experience; MS preferred.
Minimum of 5 years medical/surgical sales experience.
Minimum of 2 years medical sales management experience preferred. Previous management of geographically dispersed team.
Strong analytical, administrative and communication skills.
Willingness to travel 60 – 75%, including overnight stays for field rides, customer events, and company meetings.
Understanding, commitment and compliance with Microline’s vision and values.
REASONABLE ACCOMMODATION:
Microline Surgical is committed to the spirit and letter of the Americans with Disabilities Act as required by law and will reasonably accommodate otherwise qualified individuals.
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SUMMARY:
In conjunction with senior sales leadership, the Regional Sales Manager (RSM) is responsible for developing and implementing the sales strategy for driving successful sales growth in the region’s sales territories among all product lines as well as for executing powerful product launches and strong sales programs. Responsible for leading, developing and managing the region’s distribution channels (all direct and indirect representatives in the region), developing and implementing a plan to promote sales growth, profitability, and customer satisfaction. Actively mentor and manage the region’s territory managers/sales staff and develop their skills to meet and exceed sales goals and quotas.
ESSENTIAL FUNCTIONS :
Develop, implement, and manage the regional sales plan and budget efficiently to meet and exceed sales quotas and goals to maximize profitability.
Develop and maintain the accuracy of the sales forecast for the region, working with sales representatives to develop and maintain the accuracy of the sales forecast for each territory.
Responsible for assisting sales representatives in the region to develop, implement, execute and revise as required the Business Plans of the territories, inclusive of forecasting accuracy, key business relationship with KOL’s, IDN’s, and customer contracts to achieve sales results that meet or exceed quota.
Partner with senior sales management, organization staff such as members of finance, customer service, regulatory and research & development and peer RSMs to facilitate sales results to grow and develop the region’s business growth.
Successfully build and leverage relationships with customers as well as with third-party sales teams where appropriate (commonly referred to as “agents”).
Broaden the range (expand the pie) of Microline Surgical’s business within existing accounts.
Develop, plan, and execute new business account conversions.
Plan and execute new product launches and ensure effective sales execution.
Develop strong customer relationships to foster an expertise in customer needs and opportunities.
Analyze territory performance data to assess outcomes, identify improvement areas, and align on priorities and make revisions where appropriate.
Gain and apply knowledge of key players, business and politics at all key accounts to maximize sales results.
Identify and help to solve all regional problems as they relate to the sales region.
Collaborate with Human Resources in the recruiting and performance management of regional sales staff.
Build a formidable team of focused and committed sales professionals, with a focus on sales and business growth.
Ensure that sales representatives are optimally trained on products, sales and clinical facets of Microline’s products so they can represent the organization effectively in compliance with Instruction for Use (IFU’s) and other regulatory documents. Monitor and manage compliance with all regulatory requirements, informing and collaborating with senior sales management and company regulatory personnel in accordance with company policy.
Develop the sales team through consistent field coaching, structured feedback, and individualized development plans.
Conduct frequent field rides with each member of the regional sales team and provide observation, real-time coaching, and collaborative problem-solving.
Create a culture of accountability and growth in which sales staff take ownership of their respective territories and support each other's success.
Represent your region in sales meetings and strategy sessions.
Establish a culture of accountability, responsibility, and ethical behavior.
Ensure that the sales team is utilizing the sales tools developed by the organization, such as Salesforce.com, Definitive Healthcare, and internally developed tools to maximize sales representative effectiveness in generating new business and documenting sales activities, plans, and results.
Support territory managers to be accountable for consistent, productive activity by reviewing SFDC input, field schedules, call frequency, account plans, and pipeline progress
NON-ESSENTIAL FUNCTIONS:
In addition to the essential functions listed above, the incumbent may be required to perform other non-essential functions. Employees are required to follow any other job‑related instructions and to perform any other job‑related duties as requested by their supervisor.
Qualifications Bachelor’s degree in business or equivalent experience; MS preferred.
Minimum of 5 years medical/surgical sales experience.
Minimum of 2 years medical sales management experience preferred. Previous management of geographically dispersed team.
Strong analytical, administrative and communication skills.
Willingness to travel 60 – 75%, including overnight stays for field rides, customer events, and company meetings.
Understanding, commitment and compliance with Microline’s vision and values.
REASONABLE ACCOMMODATION:
Microline Surgical is committed to the spirit and letter of the Americans with Disabilities Act as required by law and will reasonably accommodate otherwise qualified individuals.
#J-18808-Ljbffr