Regional Sales Manager

**Position Summary -**

The Regional Sales Manager is responsible for leading Area Managers and Clinical Nurse Consultants and directing sales activities through a complex medical device sales process associated with achieving sales results and driving growth in the respective region. This position increases revenue and profitability by expanding utilization of ICU Medical products throughout new and existing accounts. In addition, the Regional Sales Manager directs representatives to extend stakeholder relationships into existing and new accounts to increase year over year growth. The Regional Sales Manager must ensure all Regional, Territory, and Account Planning is complete, updated, and executed on a regular basis.

**Essential Duties & Responsibilities -**
- Meet or exceed sales targets for the region while ensuring appropriate profit margins are maintained. Develop and grow ICU Medical’s complete line including Consumables, Infusion Systems, and Specialty business units with existing customers while continually cultivating new customers for our products.
- Develop and execute annual Regional business plans across Consumables and Infusion Systems; support the Regional Sales Manager - Channel Partners to ensure portfolios represented by Specialty Distributors are executed within Region
- Ensure that Territory Business Plans and Account Plans are developed, current, and being executed by the Area Manager, Device Sales Specialists, and Clinical Nurse Consultants, with support from National Pharmacy Specialist, Marketing, and ICU Medical management
- Ensure Regional short term and long-term territory opportunity pipelines are current and being managed to drive growth
- Monitor and maintain Regional RFP and Contracts from SSO’s or Provincial procurement; leverage ICU Medical resources as required to pro-actively strategize and influence existing and competitive business opportunities
- Support the Regional Sales Manager / Distribution Partner Manger to manage Regional-specific 3PL initiatives or requirements
- Support the GPO manager to ensure national GPO strategies are executed at a Regional level
- Develop and maintain executive and stakeholder relationships with at a National, Regional, and key account level
- Ensure planned Regional implementations are coordinated and executed accordingly
- Lead and develop a high performance sales team. Manage direct reports’ key performance indicators, including but not limited to: sales and margin targets, new business growth, progression in sales process, funnel performance/accuracy.
- Create and regularly monitor annual development plans for sales representatives to drive continuous improvement, while ensuring proper adherence to corporate policies, guidelines, operating rules, and budgets. Target team performance, obstacles, needs, marketing trend information, and competitive pressures.
- Work closely with the Marketing team on tactical and strategic marketing programs to drive brand recognition, image, and sales by participating in industry tradeshows & conferences, and managing field-level execution of tactical marketing programs.
- Updating product knowledge on ongoing basis
- Work on special assignments as they arise.

**Knowledge & Skills -**
- Strong managerial skills and the ability to lead a team
- Strong coaching skills and a focus on retaining and developing talent
- Excellent interpersonal skills; professional demeanor and attitude
- Strong business and financial acumen
- Strong organizational skills
- Strong negotiation skills
- Excellent verbal and written communication skills
- Able to work independently with mínimal supervision
- Able to multitask in a fast-paced environment
- Proficient in Excel, Word, Powerpoint and Outlook

**Minimum Qualifications, Education & Experience -**
- Must be at least 18 years of age
- Bachelor’s degree from an accredited college or university is required; MBA/MHA an asset
- Minimum 8 years of sales experience and a proven track record of sales growth in Consumables and Med Device
- Must have proven success in closing complex, multi-shareholder deals in the Canadian Acute Care Hospital market.
- Minimum 5 years of experience managing and developing high-performing sales teams on a regional level
- “Strategic-mindset” with the ability to develop and execute a business plan to increase market share at strategic accounts that have substantial influence on specification decision within the clinical community
- Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)

**Work Environment -**
- This job is a field-based role.
- Work may be performed in a home office using standard office equipment, as well as on-site at customer locations
- Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential