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Regional Business Manager, Orthopaedics

2 months ago

Mississauga, Ontario, Canada ConMed Full time

Job Title: Regional Business Manager, Orthopaedics

Reports To: Director of Sales, Orthopaedics

The Regional Business Manager, Orthopaedics will lead the development and execution of a regional sales strategy that aligns with national marketing plans. This role will be responsible for driving regional sales growth, strategy, and customer engagement.

Key Responsibilities:

  • Accountable for the sales performance of the Western Region (British Columbia, Alberta, 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 region
  • 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 on Regional and National RFPs
  • Collaborate with marketing to ensure the region is executing on marketing plans, initiatives, and providing required regional market information to shape national marketing and commercialization strategies
  • Lead the development and execution of a regional sales strategy that is aligned to national marketing plans
  • Coach reports on the development and implementation of 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 the creation of annual territory quotas for the region ensuring that quotas are created in fair, equitable, and transparent ways that drive overall growth, performance, and quota achievement for the region
  • Provide accurate regional forecasts monthly and work with reports to improve accuracy where required
  • Responsible for developing and maintaining key SSO and GPO relationships within the region
  • Responsible for developing and leveraging strategic distributor relationships to maximize revenue within that channel
  • Responsible for developing and maintaining relationships with regional surgeon KOLs
  • Support the regional sales team with key account management, proposal, and contract negotiations
  • As a member of the Canadian Extended Leadership Team, ensure proper representation of your team's needs and those of the broader organization, make every effort to provide an unbiased view of any issue, concern, or challenge, as a mentor by providing advice, imparting learnings, and acting in good faith to further advance the professional culture of ConMed Canada. Collaborate with other members of the Leadership in proposing new initiatives and approaches to sustainably grow the business in Canada

Requirements:

  • 5+ years minimum orthopaedic medical devices industry sales and/or marketing experience
  • 2+ years people management experience (preferred)
  • 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 core values
  • Experience in managing and motivating a sales team
  • Brings key relationships in the regions' 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
  • Strong French communication, written and verbal is an asset (Quebec Only)
  • Polished and professional, with a friendly and positive attitude
  • Willingness to travel outside of own territory to support sales teams where required