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Regional Sales Manager

3 months ago

Vancouver, Canada MoreauGrant Consulting Inc Full time

As a member of the Leadership Team, the Regional Sales Manager's (RSM) primary responsibility is to lead, develop, and manage a team of sales professionals, focusing on growth, market share gain, and strategic customer relationship management.

Drive Regional Sales Growth, Strategy and Customer Engagement

  • Accountable for the sales performance of British Columbia, Alberta, and Saskatchewan
  • Foster and develop collaborative partnerships with the Director of Sales and the Orthopaedic marketing team to execute programs, augment customer relationships and drive sales specific to the regions.
  • Drive incremental win rate and market share growth within the region.
  • Actively participate in regional and national RFP response processes and drive pre- and post-RFP activity within the region to ensure a high win rate for regional and national RFPs.
  • Collaborate with marketing to ensure the region executes marketing plans and initiatives and provides required regional market information to shape national marketing and commercialization strategies.
  • Led the development and execution of a regional sales strategy aligned with national marketing plans.
  • Coach reports on developing and implementing annual territory sales and strategic plans by determining the relevant factors (e.g., product, competition, and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel, physicians, provincial SSOs and GPOs.
  • Collaborate with Sales Leadership and Finance on creating annual territory quotas for the region, ensuring that quotas are made fairly, equitably, and transparently. This drives overall growth, performance, and quota achievement for the area.
  • Responsible for developing and maintaining key SSO and GPO relationships within the region
  • Recruit, select, develop, and coach top-tier sales talent.
  • Lead onboarding initiatives for new sales hires within the region.
  • Instill and encourage a culture of team collaboration.
  • Performance management where necessary.
  • Provide guidance in relation to navigating the hospital and OR environment.
  • Educate with respect to the procurement landscape in the region.
  • Facilitate any handover of key accounts or decision-makers.
  • Coordinate business plan review sessions bi-annually with members of the sales team.
  • Ensure proper representation of your team’s needs and those of the broader organization, and make every effort to provide an unbiased view of any issue, concern or challenge faced.
  • Collaborate with other members of the leadership to propose new initiatives and approaches to grow the business in Canada sustainably

REQUIREMENTS

  • 5+ years minimum orthopedic medical devices industry sales and/or marketing experience
  • 2+ years of people management experience
  • Proven track record in consistently achieving and exceeding sales targets year over year
  • Demonstrated ability to maintain professional internal and external relationships that reflect the company's core values
  • Experience in managing and motivating a sales team
  • Brings key relationships in the region's hospitals, procurement groups, and surgical end users
  • Strong selling skills in hospital and clinical environments
  • Highly motivated and driven to succeed and operates with a high level of urgency
  • High proficiency in MS Office suite of products, including Excel and PowerPoint
  • High Proficiency in Virtual Platforms including Webex, Zoom, MS Teams
  • Strong English communication, written and verbal
  • Polished and professional, with a friendly and positive attitude
  • Willingness to travel outside of own territory to support sales teams where required
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