Regional Business Manager, Orthopaedics

4 weeks ago

Mississauga, Ontario, Canada ConMed Full time

Job Title: Regional Business Manager, Orthopaedics

Reports To: Director of Sales, Orthopaedics

As a member of the ConMed Extended Leadership Team, the primary responsibility of a Regional Manager (RM) will be to lead, develop and manage a team of sales professionals with a focus on growth, market share gain and strategic customer relationship management.

Duties and Responsibilities:

Drive Regional Sales Growth, Strategy and Customer Engagement

  • Accountable for the sales performance of the Western Region (British Columbia, Alberta, Saskatchewan)
  • Foster and develop collaborative partnership with 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 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 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 way that drives 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 KOL's.
  • 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.

Build and support a team of top performers focused on sustained growth.

  • Recruit, select, develop, and coach top-tier sales talent.
  • Lead on-boarding initiatives for new sales hires within 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.
  • Educate on the consolidation in the region (i.e., SSOs, Has, CISSS/CIUSSS, GPOs).
  • Facilitate any handover of key accounts or decision makers.
  • Coordinate business plan review sessions bi-annually with members of the sales team
  • Host mid-year and annual performance reviews and take part in ConMed's annual Talent Review Process.

Provide leadership through connectivity with reports and colleagues on ELT.

  • Open communication: communicate on a regular and constant basis with all reports.
  • Provide feedback on any activities, challenges or items brought forward by the sales force to the Senior Director of Sales
  • Assist in redirecting sales teams to the appropriate sales, marketing, operations, or management personnel to help expedite responses.
  • As a member of the Orthopaedics 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 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

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