Regional Manager – Memphis

Hiring Manager
Area Director – Warren Cassels, based in Greenville, NC

Territory Overview
Looking for an RM to oversee the Carolinas territory – 2 TMs in Greenville (West and East), 4 TMs in Charlotte, 1 ATM, and 1 patient services admin. Backfilling the previous RM who was #1 in the country but received an offer the team couldn’t compete with – strong territory with lots of opps but big shoes to fill. Team loves the AD but he has a very dry sense of humor – something to keep in mind re. personality fit.

Profile

Candidates must have a successful track record both selling and managing teams within hospital sales (pharma or device, cardio preferred but not required).

Distributor model sales and capital equipment are too different from the type of selling this team does, so this will not be a fit. Any specialty sales within a hospital (pharma or device), selling on clinical data, not price.

Historically backfilled by TMs being promoted, but no one to fill this right now.

RMs on the team are very tenured (15+ years at ZOLL), big networkers, eager to help, culturally the team is wonderful and strong. Needs to be a good fit for this. If someone is more green, they HAVE to be super hungry (not the ideal profile though).

Territory covers Charlotte and Greenville, but looking for someone to be based in the Charlotte area.

Ideal Previous RMs

Doug Tunucci

Gary Dickey

Compensation and Benefits

150k base, 250k OTE with uncapped commission

Car allowance: $300 per pay cycle ($600 most months) + gas expense.

Full benefits outlined at zollbenefits.com

Job Summary
As a valued member of our North American Sales management team, this individual will be responsible for the direct management of CMS Territory Managers (sales representatives) and Sales Associates within an assigned region.

Essential Functions

Manages medical equipment sales activities and is responsible for planning, organizing, and implementing sales programs for the assigned region.

Engages with key accounts and builds relationships throughout the region.

Responsible for consistently meeting or exceeding region performance objectives, including order counts, booked revenue quotas and profit.

Maintain a positive attitude, control discounts and expenses to contribute positively to profitability.

Hires, educates, retains and promotes talented sales professionals.

Foster a team environment within your region. Lead by example, motivate and inspire your team.

Communicate, implement, and monitor the CMS Strategic Plan.

Develop Territory Managers through coaching and positive reinforcement.

Spend an average of four days per week working in the field with your TM’s.

Manage and assess Territory Managers adherence with regional expectations to improve performance. Become a company expert and resource on both internal and competitive landscape.

Responsible for field reinforcement of products and positioning strategy.

Represent company in a professional and ethical manner.

Communicate openly and share information with others.

Analyze and report on trends that you observe within your region.

Directly supervises Territory Managers in the field. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws.

Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Required/Preferred Education and Experience

Bachelor’s Degree required

At least three (3) years of field sales experience – client focus within cardiology, medical device and/or pharma industries required.

Five or more years of experience in medical equipment sales management – preferably cardiology. Demonstrated business acumen within the medical industry.

Knowledge, Skills and Abilities

Proven sales leadership.

A valid driver’s licence.

Travel Requirements

60% This job is a field-based position and requires that you reside within the assigned region. Employee will be responsible for working daily in hospitals, doctors’ offices and other medical establishments within the assigned territory. Occasionally may be required work atypical hours (evenings and weekends) based on business needs. This position will require at least 60% travel. Travel may be outside the local area and overnight and could be for an extended period.

Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Standing – Occasionally

Walking – Occasionally

Sitting – Occasionally

Lifting – Occasionally

Talking – Occasionally

Hearing – Occasionally

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