Regional Sales Manager (Ostomy Care) - Great Lakes Region. Job in Cleveland Lily

Regional Sales Manager (Ostomy Care) - Great Lakes Region
Location: Cleveland, OH, US Job Family: Sales Country/Region: United States

The Regional Sales Manager is responsible for recruiting, coaching, developing and managing a regional sales team for effective regional coverage and to optimize sales execution to attain sales and profit targets. This position is also responsible for developing and communicating sales plans/strategies/objectives as well as identifying and building rapport with key customers and IDN's. The regional sales team will target acute care and alternate site customers by representing Coloplast's portfolio of Ostomy Care product lines. Candidates can be located anywhere within the region.

Major Areas of Accountability

Drives Results - Provides clear direction and defines priorities for the team; meets or exceeds organizational key performance indicators, sales targets and quotas for sales region; monitors account performance and redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness; negotiate contracts with customers at highest level as needed; makes tough, pragmatic decisions when necessary.

Plans, Organizes and Administers Sales Region - Translates business strategies into clear objectives and tactics; creates realistic plans including budget, staffing and account responsibilities; has top line sales and bottom line profit responsibility for a sales region including operating income/expenses; plans, prepares and follows up on sales forecasts, budgets, AP activities and departments operating costs; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for getting work done; reviews and updates sales databases on a regular basis; make recommendations on sales quotas for each sales representative.

Builds Strategic Customer Relationships - Encourages sales team to build customer loyalty and multiple relationships within the customer's organization; identifies strategic business opportunities; establishes effective relationships with key customers and employees externally and internally; puts a high priority on customer interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve customer service; develops own relationships with key customers to augment selling effort.

Motivates and Influences Others - Establishes high standards and challenging goals for the team and holds them accountable to achieving those goals; conveys trust in people's competence to do their jobs; recognizes people for good performance; acknowledges and celebrates team accomplishments; acts as a liaison between the sales force and other functions in the organization including Marketing, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, pricing, etc.; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible.

Staffs and Develops the Team - Accurately identifies the critical skills and knowledge required for successful job performance; staffs team with highly competent, experienced and ethical people; champions the promotion of the best contributors; aligns resources according to strategic objectives of the sales region; provides sales team of varying skill levels with the tools, assistance/ support, and leadership needed to do their jobs; consistently monitors staff performance; provides specific and constructive feedback; coaches staff in the development of their skills/ abilities/ knowledge; provides disciplinary actions as needed for non-performing staff.

Shapes Sales Strategy - Develops and implements sales plans and strategies for the assigned sales region consistent with the company's sales policies and sales service capacities through a deep understanding of the market; adapts sales channels as markets change; considers both global and local trends/ opportunities when establishing sales strategies; identifies creative opportunities to maintain the organization's competitive edge; consistently monitors pricing strategy relative to market value of products and services; shapes decision making within the company through personal drive supported by strong logic and facts.

Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the MedTech Code of Conduct, and company policies. Other job duties as assigned

Basic Qualifications

BA or BS degree

5+ years successful sales experience

3+ years of medical sales management experience with proven success

Willingness and ability to travel, including overnight -- 50% - 75%

Lives within the Sales Region they are responsible for

Required Knowledge, Skills and Abilities

Masters degree in Business Management or equivalent

Track record of successfully building long term relationships with Supply Chain executives.

Ability to positively coach sales teams in a complex and lengthy sales process and develop a Passion to Win

Ability to adapt and willingness to change

Strong business acumen and analytical skills

Reporting, strategic planning and project management skills at account and regional level

Strong knowledge of Ostomy care products

Knowledge of current and new industry trends, technologies, competitors and place in the market

Pro-active; high-performance and results orientation

Ability to consistently work, manage and lead with ethical integrity

Ability to nurture relationships with internal and external customers by consultative methods

Excellent written and verbal communication skills with the ability to listen, articulate and advocate

Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint) and CRM databases

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